A diagnostic assessment to align your Sales and Alliance roles

If your Alliance Managers are reporting inconsistent results from field sales efforts for one or more alliances, it may be time to assess the underlying nature of the stress this causes on the alliance relationship.

The Alliance CAS enables you to identify the main weaknesses in the internal collaborative efforts between sales and alliance personnel.

How?

Objective

1. Gap analysis to identify shortcomings in awareness, acceptance and capability among individuals involved
2. Alignment of sales personnel with the Alliance Goals to achieve consistency of execution
3. Align capability with corporate needs
4. Demonstrate value of Alliance Manager involvement in field activity.

Scope

Between 10 and 100 sales and alliance management individuals at all levels assigned (optionally: limit to a specific alliance, geographic area, etc.)

Scenario

Your CEO has identified the need to focus more attention on Alliances to grow the business. Your alliance managers report good rapport with their peers at the companies participating in the alliance. However, efforts to increase revenue from alliance activity remain weak.  Your partner(s) report very little coordinated field level activity, and your customers are wondering what effects they will see from the Alliance. Your alliance managers continue to spend a substantial amount of time running interference and smoothing feathers between various constituencies. How do we get to an efficient collaboration with our internal team members?

You have planned a company wide internal Alliance Management conference for sales and alliance personnel to get everyone in tune with the practices, processes, roles and responsibilities that promote smooth operation. 

What are you going to address during the conference?

Is your message upbeat, focused on objectives

Are you inviting marketing, accounting so that you can generate awareness among other parts of the organization?

The difference between Alliance CAS and other diagnostic approaches is powerful:

• All online accessible 24x7
• Inventory across 5 dimensions of practices identified as crucial for success
• Configurable for maximum flexibility and insight during BI reporting
• More valuable results as a result of ultra short turn around times

Outcomes

• Identifies areas that should be prioritized on as part of your enhancement initiative
• Identifies individuals that scored significantly outside the norm on specific practices

Next Steps

You now have the insight to work effectively and efficiently on initiatives that:

• Prioritize items to address with your group as a whole
• Report to leadership on how Alliance Management is contributing value
• Address possible individual issues with team member and develop a plan for professional growth.

Need help getting started? The Alliance Assessment includes upfront time to formulate scope and configuration.

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