What LEVEL of Sales Performance have your Sales team achieved this year? Level 1, 2, or 3 (highest) ? Map your Sales Team to our SRP Matrix - Sales Relationship Process Matrix. For % of Sales Professionals achieving Quota, the difference between Level 1 and Level 3 is 13%. If just 5% more of your Sales Team achieved Quota, what does that mean to your bottom line and for your personally? to find out, medio.waldt@millerheimangroup.com, 610 659 3489

1. Sales Relationship Process (SRP)
Source: CSO Insights, Sales Relationship Process (SRP) Matrix, © copyright CSO Insights
Medio Waldt, medio.waldt@millerheimangroup.com, 610 659 3489
Where would you assess your Sales team on this SRP Matrix? How does this impact your Sales Performance?
Trusted Partner
Strategic Contributor
Solutions Consultant
Preferred Supplier
Approved Vendor
Random Process Informal Process Formal Process Dynamic Process
Define Level of Relationship
Define Level of Sales Process
Rep understands buying organization and
has aligned objectives and strategic vision
Rep is focused on product
knowledge; basic selling skills
No documented or adopted
sales process; managers track
activity as-needed
Documented sales
process but not enforced
Documented sales
process enforced/
re-enforced
Defined process is documented,
reinforced, with metrics tracked
on an ongoing basis
Rep understands buyer’s industry and
competitive impact of their product
Rep understands buyer’s business and how
their product would help the buyer
Rep understands how customers use their
product and has proven track record
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As perceived by Customer