10 x 10 Sales Assessment

10 x 10 sales

Competency Assessment Grid

What is it?

Utilising over 20 years of Senior Leadership experience in some of the world’s leading Technology Organisations, DWSL have devised a 10 x 10 Sales Competency Assessment Matrix. It is designed to take a structured approach to understanding the Commercial function of your Organisation and identify the inhibitors to best practice.

How it Works:

The 10 Key Sales Competency Areas

Each stakeholder is taken through a structured 60-120 minute interview covering the 10 key areas that may increase or inhibit revenue growth. Using the 10 x 10 Sales Competency Grid, a fully scored, assessment report on the whole Sales and Marketing organisation with a descriptive narrative for each area of competency is provided. The report identifies areas for improvement and makes recommendations to enable best practice and optimise revenue growth. Areas covered are:

What it Delivers

Provides an evidence-based understanding of organisation’s Sales and Marketing performance versus suggested vocational “best practice” and that already existing (where appropriate). It also provides a view of underlying reasons and behaviour for current “best” and “worst” practice.
Identifies any inhibitors that may be preventing best practice from current team.
Identifies areas for improvement, and provides monetised recommendations based on their business impact to the organisation. These can include organisational structure, systems and people.
Provides an assessment of Sales and Marketing capability of Chief Commercial Officer, Leadership Team as well as the broader Sales and Marketing organisation.

Beyond the initial engagement

The next stage, the transformation stage, is perhaps the most beneficial to most organisations. DWSL will work with your key stakeholders to deliver the work required to fill the competency gaps. This can be:

Setting up, running and coaching the team through a robust sales forecasting process
Refining Go To Market messaging for website and case studies
Designing and implementing Account Planning and Opportunity Management Processes
Optimising lead generation and management
Devising the best Social Media strategy to reach your customers in the Digital Age
Working with you to create best recruitment/onboarding and people development plan
Creating the right sales compensation plan to deliver high growth at managed cost
Ensuring the underlying technology is capable of supporting the business to achieve aggressive revenue growth

Interim CSO/CRO

Finding the right CSO/CRO can often take up to 6 months from advertising the role to the candidate starting. DWSL can provide you with a CSO/CRO well versed in Sales Transformation and performance improvement. Using the 10 x 10 Sales Competency Grid, inhibitors to revenue growth can be quickly diagnosed and an improvement plan implemented to deliver timely performance benefits. Enables you to undertake a detailed search to identify the most appropriate permanent candidate, confident that underlying issues in your sales organisation are being addressed simultaneously. Get the permanent search wrong and the cost to your organisation can be huge.

Provides you with immediacy in terms of availability
Tends to have tightly agreed objectives leading to action orientation and an earlier impact
Has no organisational affiliations offering the opportunity to see things with greater clarity.
Provides the best, valid experience at an affordable cost

In a recent assignment, an Interim CSO provided by DWSL delivered an incremental €2m revenue and €500k of GP during a placement lasting 5 months and then onboarded the incoming permanent CRO.