Sales and Marketing Impact Audit

Please answer the following questions by clicking on the responses below, and scrolling down as you go. At the bottom of the page, click Submit to send us your answers and see your instant evaluation. Thank you!

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Can you numerically define your "Ideal Customer," by industry, revenue size, etc?

Do you track % of company revenue coming from this Ideal Customer sector?

Do you conduct Voice of the Customer "Relationship Interviews" at least once every two years?

Do you have written Account Management plans for each "Ideal Customer?"

Do you have specific activities in place to identify causes of lost customers?

Do you have specific activities in place to "re-win" lost customers?

Do you track sales activity via a CRM or other sales funnel tracking tool?

Do you report back to marketing on sales lead effectiveness?

Does your company have a written sales plan?

10.

Does your company have a written marketing plan?

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Mostly

Always

11.

Do the sales and marketing plans coordinate and refer to each other?

12.

Can the CEO and the entry-level employee articulate a consistent company "elevator statement?"

13.

Are inquiries to your website answered within two hours?

14.

Do you maintain a lead database that is separate from a customer/invoice database?

15.

Do you make contact with your lead database at least 6 times a year?

16.

Do you create contacts with your prospects that are customized by product or interest area, rather than sending the same message to the entire database?

17.

Do you conduct pre-qualification steps before providing leads to the sales force?

18.

Are you using Google Analytics?

19.

Is Google Analytics programmed to link to measurable web goals on your site?

20.

Do you review quarterly search engine rankings reports?

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Sometimes

Mostly

Always

21.

Do you include dedicated URLs in advertising?

22.

Do you include tracking URLs in news releases?

23.

Do you have videos on your web site?

24.

Do you track response rates to offers by measuring traffic to dedicated landing pages?

25.

Do you track response rates in terms of "conversions" or actions taken, not just clicks?

26.

Does your company regularly spend at least 2% of sales on marketing communications (excluding salaries)

27.

Do you conduct annual brand awareness research?

28.

Do you generate cost/lead reports on at least a quarterly basis?

29.

Are your incoming leads tied to a CRM system?

For demographic purposes:

34.	Your Title	35.	Company Sales
	a. CEO/President b. Marketing Executive c. Sales Executive d. Marketing Communications Executive e. Advertising Executive f. Other		a. Under $1 million b. $1 to $10 million c. 11 to $50 million d. $51 to $150 million e. $151 million and above
36.	Your Industry
	a. Aerospace/Defense b. Computer/IT/Software/Telecom c. Engineering/Construction/Architecture d. Financial Services Firm e. Government f. Healthcare/Medical/Pharma g. Insurance/Real Estate		h. Manufacturing i. Marketing Services Firm j. Retail k. Travel/Tourism/Entertainment l. Utilities m. Wholesale Trade/Distribution n. Other

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