This tool is designed for use by buiness-to-business marketers (B2B) and/or marketers that require a sales force to sell to the trade or end users.  It will help you determine if your organization's sales capabilities are in line and appropriate for helping your organization compete and achieve your overall business financial goals.  It will allow you to rate your organization on a scale from 0 to 10 for each of the factors listed.  Obviously a high score means that your sales organization and selling practices are well suited to achieving your financial goals.  However, a score in the mid to lower range will indicate areas of weakness which need to be addressed to improve your overall sales performance.  Consider the capabilities of your competitors and the aggressiveness of your sales goals as you rate each of these factors.  Your scoring should take into consideration your competitions performance in each of these areas as well as what is necessary to achieve your sales goals. 

A total of 38 factors are rated.  You will find a definition or explanation for each of these factors and how to rate them on the TAB labled Capabilities Definitions.  Try to be objective about your capabilities so you receive the most accurate score.   If a factor is not appropriate to your business model or industry, give it a score of 0.  It will be excluded from the oveall score that is calculated. 

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