Team ✔ Do we have ALL High-Sales DNA-Players who can sell consultatively versus transactionally, and know how to close? Sales assessments work! Recruiting ✔ Are we only recruiting High-Sales-DNA-Players, and do we know their selling gaps? Managers ✔ Do ALL sales managers hold sales associates accountable to extremely clear and agreed upon selling metrics that matter? Customer Personas ✔ Did we build and train with customer personas by vertical and by role with pain points, goals, and objections handling statements to drive greater customer trust, respect, and share of wallet? Process ✔ Do we have a written sales/buying process that is followed (or resides in salesforce.com)? Methodology ✔ Do we have a selling methodology that is trained, appreciated, practiced, and reinforced? Demo What and When ✔ Can all sales associates summary demo the solution to overcome customer pain points and objections - only after customer has acknowledged these and wants to solve? Yes, there are always common pain point and objection themes among the personas above. Value/Very Unique Selling Proposition ✔ Can all sales associates answer these thoughtful questions in a similar fashion? • How exactly do you help your customers? • What differentiators do your customers value over your competition or status quo?