Answer the questions in each of the 5 sections below to discover your organisation’s Deep Selling Maturity Level.
Shallow
Your organization is either unaware of its shortcomings, or is struggling to transform into a modern buyer-centric sales organization. There is no defined buyer success strategy, digitally immature processes and systems, a product-centric culture and low technology use among key staff members.
Emerging
Your organization has taken the first steps, but it is still product-centric, and its digital maturity and readiness is low. While there is a commitment to improvement, the vision and strategy needs refinement, and organizational buy in is needed to accelerate the process.
Exploring
Your organization has developed a Deep Selling strategy and the transformation is underway. Energy is high and positive effects are being observed, but the process is far from complete. The business needs to continue the process to capitalise on its investments.
Deep
Your organization has a strong buyer-centric culture, strategy and processes. It is digitally mature with an evolved tech stack which enables the buyer-centric strategy and processes. It has a well trained and engaged workforce, committed to buyer success.
People
To what extent does the organization have defined buyer vision, with everyone in sync and working towards its achievement?
To what extent does the organization enthusiastically pursue superior quality buyer relationships and emphasize market issues?
To what extent does the organization’s structure enable it to focus on and commit resources to prioritizing buyer outcomes?
To what extent does the organization have the required level of skills, experience, and willingness of employees to create superior buyer value?
What is the extent of leadership commitment to buyer value creation and buyer success?
Strategy
To what extent do business processes support and adapt to provide quality and efficient buyer interactions?
To what extent does the organization adopt clear standards and regulations regarding everyone’s role and responsibilities for supporting buyer success?
To what extent does the organization have defined innovation processes, use agile innovation methods, and have a willingness to change?
To what extent does the organization develop and deploy smart, connected, or digitalized product and service offerings?
To what extent has the business model been digitalized, and what is the level of its use of digital technologies to create or capture value?
Metrics
To what extent does the organization focus on and reward its salesforce for external buyer outcomes (rather than sales or internal financial outcomes)?
To what extent are buyer outcomes prioritized over sales or internal financial outcomes?
To what extent are buyer outcomes represented on a performance scorecard visible to the entire organization?
To what extent would the organization be comfortable discussing or showing its metrics to its buyers?
To what extent does the firm engage its buyers in developing and contributing to its metrics?
Digital Readiness
Does the organization have a digital roadmap linked to the achievement of long-term business objectives?
To what extent do behaviours and attributes support and enhance digitalization efforts (e.g. risk-taking, no-blame culture, etc)?
To what extent does the organization have available and effective digital tools and support for the sales team?
To what extent are the organization’s processes supported by technology?
To what extent are the digital systems and processes integrated (vertically and horizontally), enabling everyone to work within the same digital ecosystem?
Tech Stack Maturity
How mature is the organization’s tech stack for assisting the organization to understand its buyers?
How mature is the organization’s tech stack for creating awareness of the organization and its products, services, or solutions within the organization’s target segments?
How mature is the organization’s tech stack at helping buyers to understand the organization and its solutions, communicating its unique value propositions, and answering buyer questions and concerns efficiently, effectively, and without human intervention?
How mature is the organization’s tech stack for processing orders in an efficient and effective way?
How mature is the organization’s tech stack for helping buyers to grow and succeed with its products, services, and solutions after their initial purchase and ongoing?
How mature is the organization’s tech stack for helping its salesforce to assist buyers to assess, purchase, and succeed with its products, services, and solutions?
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