Determined metrics to measure sales performance in each stage of the sales process

Measured metrics from all peer companies and identified best in practice companies

Identified best in practice companies for each stage in the sales process

Interviewed peer group in order to map both best practice and other processes and strategies at each stage of the sales process

Interviewed customers in order to uncover potential improvements in each stage of the sales process

Determined key differences in process and strategy between the best practice company and the rest of the peer group

Identified specific improvements for weaker companies in each stage of the sales process

Implemented key process and strategy changes