• Industry Sales Benchmarking Assessment

1. Familiarize yourself with the company product and business model.
2. Create a comprehensive list of key competitors and industry stakeholders that sell similar products and/or services. Compare your host company with competitors in the following areas: pricing, features, services, regionality, customer demographics, etc.
3. Who are the biggest competitors and how do they stack up against the company's performance? What do the biggest competitors in the space tell you about the industry?
4. Do any companies present interesting opportunities for partnerships?
5. What additional channels can the company tap in order to scale more effectively?

• Sales Process Assessment

1. How has the company’s business model change over time? What has changed about the product, service, and team?
2. What is the current status of the sales process within the company. Do you think this is more or less effective than previously? How does the team feel about the sales process and overall performance?
3. Where does the company hope to be in 1-3-5 years from a sales perspective? How will the sales process, team, and structure need to change in order to address these changes?
4. How satisfied are the current customers with the product or service?
5. Craft a survey and administer customer interviews to help identify where the company can improve. Pay close attention to how the company may be able to provide additional value to existing customers.

• Prioritizing Sales Initiatives

• 1. What is the company’s sales strategy? How many different lines of business exist? Are they separated by different products and services or divisions?
  2. What lines if business are providing the most revenue for the company currently? How was this book of business built originally? How does the company expect for this to grow over time?
  3. What new sales opportunities are on the table? Is the company prioritizing this sales initiative? What do you think the potential is for this new line of business?
  4. Are there alternative ways to sell that the company hasn't considered? Would they be more effective? What data do you have to support your reasoning?
  5. How would you prioritize the sales team’s time and resources with regards to the sales plan?

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  Inside vs. Outside Sales Strategy Assessment

  1. What’s the difference between an inside and outside sales strategy? What has the company tried to-date? How effective was that process? What types of results did it yield? What resources were required? Can you measure the ROI and growth rate?
  2. How could you adapt the sales process to include either more inside OR outside sales tactics?
  3. How would you go about implementing this sales strategy? Do you think it would produce better results?
  4. What goals would you set for the new team over the next 3-6 months and/or 1-3 years? How would you measure success?

We've included some sample project ideas below. We encourage users to mix-and-match components from various departments for the best cross functional project experience. In all cases, we customize the projects based on company goals and student learning objectives.

• Software Design

1. Who are the key stakeholders and what are the business requirements? Map this out as user stories or flow charts.
2. Design a wire frame that showcases the flow from screen to screen.
3. What are the technical requirements? How long would this take to build? What key types of engineers would be required to build out the whole product?
4. How would this software be integrated into the company’s current product or operations? How would you train stakeholders on how to use the software?

• Software Development

• User Experience Review

• Software Testing and Maintenance

We've included some sample project ideas below. We encourage users to mix-and-match components from various departments for the best cross functional project experience. In all cases, we customize the projects based on company goals and student learning objectives.

• Company Talent Skills Mapping

• Organizational Vision, Values, and Goals Temperature Check

• 1. Get up-to-speed on the current business model and organizational structure.
  2. Does the company seem to have a clear organizational vision, mission, and goals? How does this differ when speaking to folks in different departments that are at different levels within the organization?
  3. How does the organization come up with the vision, values, and goals? How does management share this vision with the rest of the organization? Is this an effective process?
  4. Is there a way to measure progress when it comes to adoption of organizational vision, mission, and values?

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  Talent Management Troubleshooting

  1. Get up-to-speed on the current business model and organizational structure.
  2. Interview key stakeholders and learn more about strengths and weaknesses of the current organizational set-up. Be sure to assess whether the organization has addressed any of these challenges previously.
  3. Synthesize data and distill challenges to 2-3 concrete challenge statements that need to be addressed by management. Why do you feel these are the most important based on your research?
  4. How can the organization address these challenges? Are there specific tools or tactics that might be able to help?

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  Talent Optimization

  1. Get up-to-speed on the current business model and organizational structure. Where is the company most productive? Where is the company struggling?
  2. What are the main challenges that exist for struggling parts of the business? How far are they from meeting expectations?
  3. What is the final level of output that is needed?
  4. Map the output gaps.
  5. Map the inputs and processes that will be needed to achieve the desired outcomes.

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  Recruiting Process Assessment

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  Training & Development Program Creation