Devine Group Analysis Input Form

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Company to be assessed:
Person who will be reading the reports:

 Hiring Costs:  Please fill in approximate numbers.  Please leave blank if not applicable.

1.	Number of salespeople hired during the last 3 years
2.	Number of salespeople fired or quit during the last 3 years
3.	Average salary per salesperson
4.	Average revenue per territory (sales rep)
5.	Number of weeks to replace a sales rep
6.	Recruiting / Hiring costs per hire      a.  Advertising the open position                             b.  Referral or Recruiter fee                             c.  Administrative costs (including cost of interviewing)
7.	Training and Development costs per hire
8.	Number of weeks before a new salesperson is up to speed / productive

 Company Strategy:  Please select only one   Strategies are customer-focused visions of future goals and objectives; selling to customers the way they want to buy.
 What is your strategy?

	Low Cost Provider (Walmart) - Your Company has a least cost infrastructure that enables them to buy and sell products and services at the lowest price. You are typically the largest player in the space and make your money on volume.
	Broad Differentiation (Macy's) - Your Company has multiple product lines, multiple pricing strategies, and / or multiple market segments that you are working to serve from economy to luxury.
	Best Cost Provider (Target) - Your Company sells the same type of products or services as the Low Cost Provider sells, but at a slightly higher price. You offer something to your customers that they value and will pay extra for (location, customer service, knowledge, convenience...) You are typically not as large as the low cost provider.
	Market Niche Based on Lower Cost (Old Navy) - Your Company focuses on a specific product line to a very specific target market and you do it very well.
	Market Niche Based on Differentiation (LaCosta) - Your Company has a defining or unique characteristic about your brand, distribution, product, or market you appeal to.

 Business Strategy and Offerings

1.  Business strategy:         Low cost provider      Broad differentiation      Best cost provider      Market niche based on lower cost      Market niche based on differentiation			8.  Criteria for identifying prospects:         Previous user of products / services      Vertical market penetration      Exhibited interest / requested information      Referred by existing customer      Meets specific benchmarks - need, timing, financial considerations, etc.
2.  Our prospects and clients view our competitive standing as:         Industry leader      In the top five      In line with competitors      Relatively unknown (with proven track record)      Start-up (with no track record)			9.  Primary strategy for developing prospects:         Proactive prospecting (cold calls, networking, tradeshows, etc.)      Direct mail, email, other marketing strategies      Referrals / introductions      Leads supplied by our company
3.  Our company structure and buying process is:         A least cost of goods infrastructure      A competitive infrastructure      A high cost of goods infrastructure			10.  Our products and services:         Several product lines in a broad market      Several product lines in a narrow market      Few products in a broad market      Few products in a narrow market
4.  Our number one priority with sales should be:         Volume      Profit			11.  Our products are available:         On the internet      Through five or more suppliers      Through fewer than five suppliers      Only through our company
5.  In a competitive situation, our salespeople will:         Lower their prices to beat the competition      Match the competition's price so that the sale is not about price      Maintain the integrity of our prices and sell value			12.  Our products / services are:         Tangible      Intangible      Both
6.  Our primary growth strategy is:         Develop new accounts with focused prospecting efforts      Grow existing accounts (including cross-selling and up-selling)			13.  Marketplace view of primary products / services:         Commodity item      Value-added item
7.  The percentage of our total revenue for the next 12 months, in relation to new clients vs. existing clients, should be:         10% New, 90% Existing      30% New, 70% Existing      50% New, 50% Existing      70% New, 30% Existing      90% New, 10% Existing

Company Structure / Leadership

Hiring New Salespeople

1.  Company size:         Small firm      Medium-sized organization      Large company      Major domestic corporation      Multi-national corporations			1.  When recruiting, we:         Always assess our applicants      Only assess applicants if they pass an initial interview      Never assess our applicants
2.  Company structure:         Publicly traded      Privately held      Family owned      Sole proprietor			2.  We recruit:         Only when there is a position open      When we are getting ready to fire someone      Passively, on an ongoing basis      Actively, on an ongoing basis
3.  Our sales management hold salespeople:         Accountable for results with light supervision      Accountable for results with high supervision      Does not hold direct reports accountable for results			3.  Our hiring managers have:         A structured hiring process      A loose hiring process      No hiring process
4.  Our sales manager(s) should spend their time:         70% selling / maintaining accounts, 30% sales management      50% selling / maintaining accounts, 50% sales management      30% selling / maintaining accounts, 70% sales management      100% sales management			4.  Our sales managers have:         A 30-day on-boarding process for all new salespeople      A 60-day on-boarding process for all new salespeople      A 90-day on-boarding process for all new salespeople      No on-boarding process for all new salespeople
5.  Our top priority regarding our people is:         Replace non-performers      Reassign non-performers      Develop existing people			5.  Our attitude toward hiring top salespeople is:         They do not require training, coaching, or development      They shouldn't require training, coaching, or development      They will still participate in training, coaching, and development
6.  Our salespeople's compensation plan is designed to be:         100% salary      More salary than commission      More commission than salary      100% commission
7.  Our company rewards leadership / management with:         Annual bonuses based on results      Semi-annual bonuses based on results      Quarterly bonuses based on results      Monthly bonuses based on results      No bonuses are paid

 Selling Process and Cycle

1.  Our sales cycle should be:         One month or less      One to three months      Three to six months      More than six months			8.  Our salespeople should:         Fulfill a demand      Create a demand, then fulfill it
2.  Typical number of sales calls from contact to close should be:         One - we close on first call      One to three      Four to seven      More than seven			9.  Our salespeople should sell to:         All new prospects      Mostly new prospects      Evenly split between new prospects and secure accounts      All, or mostly, to a secure group of accounts
3.  Our salespeople should:         Sell once to the client      Sell to the client and are active in the delivery process      Sell and service the client      Sell to a secure group of client accounts			10.  Typical order size:         Less than $5,000      $5,000 - $25,000      $25,000 - $100,000      More than $100,000
4.  Customer relationship:         One-time sale and delivery      Repeat sale - annual      Repeat sale - infrequent      Repeat sale - frequent			11.  Competitive position of pricing / fees:         Generally higher than competition      In line with competition      Less than competition      No basis for comparison
5.  Our products and / or services are:         Commodities      Simple products or services      Complex products or services      Highly customized complex products or services			12.  Competition:         Intense - more than six active competitors      Moderate - three to six active competitors      Light - less than three active competitors      None
6.  Title / position of prospect:         President, Owner, CEO      Upper-level Management (VP, C-level mgr.)      Purchasing Agent      End user (commercial / technical / homeowner)
7.  Number of decision makers:         One or two      Small group (3 - 5)      Large group (single location)      Large group (multiple locations)

 Participants:    Please fill in names and titles for all participants in the report


 Leadership

Name:

Title:

Reports To:

 Sales

Name:

Title:

Reports To:

Date assessment instructions will be emailed to participants:
Date participants are required to complete assessment:
Date Analysis Reports will be delivered to the client:
Training / development company:
Primary contact:
Your Devine Group Client Services Representative:	Borchers, Charis Schaffer, Steve