Yes, we try to provide recommendations that are as actionable as possible. The goal is to help you see improvement as quickly as possible. We will highlight areas where our team can lend expertise or solutions that might complement what your team can do.
Sales Alignment Assessment
Pinpoint the Opportunities That Will Drive Sales Performance
What It Is
The Sales Alignment Assessment is a structured evaluation of your sales operation designed to identify where performance is being limited and where the greatest opportunities for improvement exist.
Many organizations know their sales results could be stronger, but leadership teams don’t always agree on how to make that happen. This assessment brings clarity to that conversation.
Using our proprietary Sales Alignment Model, we evaluate the key elements that influence sales execution, from messaging and training to coaching, incentives, and technology.
The result is a clear, objective view of how well your go-to-market plan is aligned and where adjustments can unlock stronger performance.
What It Solves
Sales challenges often stem from misalignment across different parts of the organization. Common situations that lead organizations to request this assessment include:
Sales results have room for improvement, but there is no clear starting point
New products or programs aren’t gaining traction as expected
Leadership teams have different opinions on where the problems lie and the solutions
Sales and marketing teams are not aligned on messaging or priorities
Previous investments have failed to deliver improvement
What Your Team Receives
Below are our two flagship programs. These programs establish the foundation for consistent consultative selling and long-term sales performance improvement.
1.
Comprehensive Sales Evaluation of the following pillars:
- Sales plan and selling behaviors
- Marketing and value messaging
- Sales training and enablement
- Coaching models and leadership support
- Incentives and compensation structures
- Performance management systems
- Feedback and analytics processes
- Tools and technology supporting sales execution
2.
Detailed Assessment Scorecard
- Executive summary of key themes and patterns
- Individual scoring for each sales pillar
- Detailed insights explaining each score
- Context based on experience with similar organizations
3.
Prioritized Improvement Opportunities
- Identification of the areas with the greatest potential impact
- Opportunities for faster ROI
- Recommendations on the best solutions to address opportunities
Timeline & Process
A typical Sales Alignment Assessment takes approximately 8 weeks from kickoff to final presentation.
Phase 1
Leadership Discovery
- Leadership alignment sessions
- Review of business objectives
- Review team structure and customer types
Phase 2
Sales Discovery
- Sales team focus groups and interviews
- Virtual observations of sales interactions and meetings (live calls, call recordings, etc.)
- Thorough review of sales materials, tools, and performance history
- Evaluation of current selling routines
Phase 3
Analysis & Recommendations
- Consolidation of insights from all discovery activities
- Evaluation of each sales pillar using the alignment model
- Development of improvement recommendations
- Formal readout presentation with leadership
What results can I expect?
We work with each client to understand the challenges they are trying to solve to determine if an assessment is the right option.
Measurable performance improvement is not a direct result of a sales assessment. The impact of an assessment most frequently helps with:
Spending decisions/resource allocation:
Leadership can confidently select the best places to invest for improvement. This could be more training, coaching support, or a shift in sales incentives, as examples.
Messaging improvement:
Collateral and sales aids can be updated quickly with more relevant and effective value messaging.
How much does the Assessment Cost?
How Pricing Works
The Sales Alignment Assessment accounts for time to gather information, review the findings, build the scorecard, and conduct a readout of our findings to stakeholders.
Typical Starting Investment: $37,500
This includes:
- Assessment for 1 primary sales channel or sales initiative
- Virtual discovery (document review, focus groups)
What factors could affect the cost?
Pricing depends on a few key variables:
1. Depth of sales organization feedback
- The assessment process includes focus groups from a sample of frontline sales representatives. Adding more focus groups would increase costs.
- We can add custom surveys to collect broader feedback, especially for a larger sales team.
- On-site or field observations can be added to the Assessment package.
2. Additional sales channels or initiatives
- Adding sales channels or assessing multiple initiatives at once adds to the cost.
Will this be worth my investment?
If there is disagreement or uncertainty internally on where to focus next for sales growth, this will be a smart investment. Without a clear plan for which issues to address, more time and money could be wasted chasing improvement. Even if the assessment confirms what leaders already suspect to be the main issues, it will allow your team to move forward with confidence.
This also depends on the opportunity and goals you have. Most of our clients are looking to unlock multi-million dollar growth, which makes this cost a small portion of the potential.
Successful Client Programs
InnerView helped us identify some significant opportunities related to our sales performance. The most valuable part is how they collect input from all layers of the company. I was particularly inspired by the insights gathered from our frontline advisors. This helped my team understand what was most essential to our salespeople and how to help them be more successful, rather than just relying on hunches.
DeLu Jackson
EVP & Chief Marketing Officer - ADT
Frequently Asked Questions
You can’t fix what you haven’t diagnosed. Here’s what sales leaders ask us about identifying what’s holding their team back.
Can we implement the recommendations from the assessment on our own?
What makes your approach different than what we can diagnose on our own?
We bring a structured model that is based on years of working with B2C sales teams. Our analysis is honest and objective, which can help organize your leadership team’s existing ideas on where improvement is needed.
What information do you need from our organization?
We use our Sales Alignment Model (link to About us page), which focuses on 8 key aspects of your sales operation. We provide a list of documents and materials we need to review at project kickoff.
How much do you involve our salespeople in the process?
We need your salespeople to share their perspective so we understand their routines and customers. But we try to limit any disruption to their schedules by quickly gathering input through structured focus groups, surveys, or field visits when possible.
Who should participate in the Sales Alignment Assessment process?
A Sales Alignment Assessment typically involves multiple levels of the sales organization. Senior leaders provide insight into business goals and strategic priorities, while frontline sales leaders and salespeople help us understand day-to-day sales routines. We also speak with teams such as sales operations, training, or enablement to understand the current processes and sales support systems.