TRANSFORMATION IN TECHNOLOGY SALES Workbook and Audit FINA…

COMPANY SELF-AUDIT Note: Although originally designed for IT organizations you will find this Company Self Audit is effective for many industries. Premise We assume your business has a strategic plan, and that your company’s sales executives participated in creating this plan. Our general experience is that although a company’s sales efforts are considered a subset of the business’s overall strategy, the discipline of sales is organized and operated on a purely tactical level. This exercise is intended to help you align strategies and tactics for the purposes of driving considerable growth. After you have completed this self-audit, if you would like to review your findings, please contact Mike Berman at CPath Solutions, 212-532-4800 x225 or MBerman@cpathsolutions.com The Strategic Underpinnings The IT sector has most recently operated in the extremes, and like the proverbial little girl with the curl, when things went well they went very well. Yet, when results were bad, they have been very bad. Most typically, broader influences—like “the economy”—have been cited to explain this pattern of performance in the extremes. However, the facts show that this phenomenon is not universal, it does not impact all IT firms equally, and in notable instances some firms have avoided operating in the extremes altogether. Firms that place Strategy at the core of everything they do are consistent performers, sustaining growth ...