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The SBI Sales Initiative Assessment Tool

1. Do not discuss your ratings with anyone else. Complete this tool and return to ________________ 2. Go to the next tab.

5. Fill in the cells in I9-K23; M9-O23; Q9-S23. 6. Use the values of 1,3,4,6,9 per the legend on the tab. Also to the right here.

8. Notify the rest of the team when you've finished.

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3. Review the comments in the column C cells to ensure you understand what each "project" is about.

4. Look at the factors in cells I8 to S8 and determine how you agree or disagree. Note that explanations on each factor are available on each of the cells of these factors.

7. After you complete your values, you can hover on the bubbles to see which one ended up where.

http://www.salesbenchmarkindex.com/bid/104038/How-to-Assess-and-Sequence-Your-Sales-Initiatives

http://www.salesbenchmarkindex.com/bid/104038/How-to-Assess-and-Sequence-Your-Sales-Initiatives?utm_source=blogtool&utm_campaign=excelblogtool&utm_medium=exceldoc

Scale9 Stongly agree6 Agree4 N/A-Neutral3 Disagree1 Stongly disagree

Effort

Low

Inve

stm

ent $

AverageProject Assessment

Initiative Return

1 Initiative #1 1.0 1.0 1.0 1 1 1 1.02 Initiative #2 1.0 1.0 1.0 1 1 1 1.03 Initiative #3 1.0 1.0 1.0 1 1 1 1.04 Initiative #4 1.0 1.0 1.0 1 1 1 1.05 Initiative #5 1.0 1.0 1.0 1 1 1 1.06 1.0 1.0 1.0 1 1 1 1.07 1.0 1.0 1.0 1 1 1 1.08 1.0 1.0 1.0 1 1 1 1.09 1.0 1.0 1.0 1 1 1 1.0

10 1.0 1.0 1.0 1 1 1 1.011 1.0 1.0 1.0 1 1 1 1.012 1.0 1.0 1.0 1 1 1 1.013 1.0 1.0 1.0 1 1 1 1.014 1.0 1.0 1.0 1 1 1 1.0


Lim

ited

Proj

ect

Reso

urce

s

Redu

ced

Tim

e to

im

plem

ent

Ease of Effort

Success Probablity

Insert comments here to ensure an overview of each initiative being ranked

I6

There will be a limited "drain" placed on internal resources to support this improvement effort.

J6

It will be a relatively rapid implementation from project kickoff to the point when we start realizing the benefits of this improvement effort.

K6

We will incur limited costs (SBI fees, licenses, other 3rd party fees) to implement this improvement effort.

C9

Insert comments here to ensure an overview of each initiative being ranked

Success Probability Return

Litt

le D

isru

ption

Rapi

d Ad

optio

n

Average

5-10

% g

row

th

Mar

ket p

rese

nce

EE E

ngag

emen

t

Average

1 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.0

Max

imum

Cus

tom

er

Impa

ct

0.0 5.0 10.00.0

5.0

10.0

1.01.01.01.01.01.01.01.01.0

Possible 2014 Sales Initiatives

Initiative #1

Initiative #2

Initiative #3

Initiative #4

Initiative #5

1.0

1.0

1.0

1.0

1.0

1.0

1.0

1.0

1.0

Effort

Prob

abili

ty o

f Suc

cess

M6

The improvement effort will cause little disruption to present-day tasks and activities.

N6

Reps and managers will rapidly adopt the new behaviors with little resistance

O6

The project will be recognized and positively perceived by our customers and prospects

Q6

The improvement effort will directly contribute to the desired growth rate.

R6

The improvement effort will enable us to expand our presence in targeted markets/accounts.

S6

Once complete, this new capability will attract sales employees to the company and/or help us retain top sales employees.

0.0 5.0 10.00.0

5.0

10.0

1.01.01.01.01.01.01.01.01.0


Initiative #1

Initiative #2

Initiative #3

Initiative #4

Initiative #5

1.0

1.0

1.0

1.0

1.0

1.0

1.0

1.0

1.0

Effort

Prob

abili

ty o

f Suc

cess

Effort

Low

Inve

stm

ent $


Initiative Return


10 1.0 1.0 1.0 1 1 1 1.011 1.0 1.0 1.0 1 1 1 1.012 1.0 1.0 1.0 1 1 1 1.013 1.0 1.0 1.0 1 1 1 1.014 1.0 1.0 1.0 1 1 1 1.0


Lim

ited

Proj

ect

Reso

urce

s

Redu

ced

Tim

e to

im

plem

ent

Ease of Effort

Success Probablity

I6

There will be a limited "drain" placed on internal resources to support this improvement effort.

K6

We will incur limited costs (SBI fees, licenses, other 3rd party fees) to implement this improvement effort.


Litt

le D

isru

ption

Rapi

d Ad

optio

n

Average

5-10

% g

row

th

Mar

ket p

rese

nce

EE E

ngag

emen

t

Average

1 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.0

Max

imum

Cus

tom

er

Impa

ct

0.0 5.0 10.00.0

5.0

10.0

1.01.01.01.01.01.01.01.01.0


Initiative #1

Initiative #2

Initiative #3

Initiative #4

Initiative #5

1.0

1.0

1.0

1.0

1.0

1.0

1.0

1.0

1.0

Effort

Prob

abili

ty o

f Suc

cess

M6

The improvement effort will cause little disruption to present-day tasks and activities.

N6

reps and managers will rapidly adopt the new behaviors with little resistance

O6

The project will be recognized and positively perceived by our customers and prospects

Q6

The improvement effort will directly contribute to the desired growth rate.

R6

The improvement effort will enable us to expand our presence in targeted markets/accounts.

S6

Once complete, this new capability will attract sales employees to the company and/or help us retain top sales employees.

0.0 5.0 10.00.0

5.0

10.0

1.01.01.01.01.01.01.01.01.0


Initiative #1

Initiative #2

Initiative #3

Initiative #4

Initiative #5

1.0

1.0

1.0

1.0

1.0

1.0

1.0

1.0

1.0

Effort

Prob

abili

ty o

f Suc

cess

Effort

Low

Inve

stm

ent $


Initiative Return


10 1.0 1.0 1.0 1 1 1 1.011 1.0 1.0 1.0 1 1 1 1.012 1.0 1.0 1.0 1 1 1 1.013 1.0 1.0 1.0 1 1 1 1.014 1.0 1.0 1.0 1 1 1 1.0


Lim

ited

Proj

ect

Reso

urce

s

Redu

ced

Tim

e to

im

plem

ent

Ease of Effort

Success Probablity


Litt

le D

isru

ption

Rapi

d Ad

optio

n

Average

5-10

% g

row

th

Mar

ket p

rese

nce

EE E

ngag

emen

t

Average

1 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.01 1 1 1.0 1 1 1 1.0

Max

imum

Cus

tom

er

Impa

ct

0.0 5.0 10.00.0

5.0

10.0

1.01.01.01.01.01.01.01.01.0


Initiative #1

Initiative #2

Initiative #3

Initiative #4

Initiative #5

1.0

1.0

1.0

1.0

1.0

1.0

1.0

1.0

1.0

Effort

Prob

abili

ty o

f Suc

cess

0.0 5.0 10.00.0

5.0

10.0

1.01.01.01.01.01.01.01.01.0


Initiative #1

Initiative #2

Initiative #3

Initiative #4

Initiative #5

1.0

1.0

1.0

1.0

1.0

1.0

1.0

1.0

1.0

Effort

Prob

abili

ty o

f Suc

cess

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