February's Tip focused on effective qualification, and the impact that this can have on sales results. This month, we continue the theme. A great way to get started on your qualification, before you put in a lot of work, is by doing an assessment.

Depending on the situation, you may find yourself assessing:


A current relationship, where you are working to retain and/or grow your business with the customer.
An RFP or auction, where you are in a procurement-driven cycle.
A new sales situation, where you are considering competing for a piece of business.


In some cases assessments need to be very detailed and comprehensive - for example, when the situation (and your solution), is complex, and the financial ramifications are significant. In other cases, a high level assessment can add a lot of value with little time or effort.

When assessing current customer relationships, consider:


Your relationship map and alignment with influence
The competitive presence in  the account
The customer's level of satisfaction with your company, and their perception of your company's value


When assessing RFPs or auctions, consider:


Are you an incumbent?
What impact, if any, did you have on the bid specs?
The rules of engagement and their impact on your odds of success
Your ability to use your sales process to avoid commoditization.


When assessing a new sales situation:


Some of the criteria can help you determine if you should compete: the size of the opportunity, the strength of your solution fit, the customer's willingness to make a decision, etc.
Some of the criteria can help you determine if you can win: your level of knowledge of the customer, the relative strength of your coaches and gatekeepers, your access to decision makers...


Lastly, don't forget the hidden value of a good assessment. It doesn't just tell you your score - it highlights gaps and how to best improve your score, should you decide to engage.



Looking to brush up some skills?


IMPAX will be hosting an open workshop in Chicago May 9-11. Click here to get yourself or members of your team registered to attend.