Appendix 3
SWOT Analysis
A traditional SWOT analysis, from the perspective of your sales organization, will help your team focus its efforts.
| Strengths | Weaknesses |
|
• We are a preferred supplier. • Good penetration in the mobile business. • Products are well received. • Strong relationships in the divisions we are in. |
• Cloud offerings need to be strengthened. • Haven’t been able to quantify the ROI of our products. • Our aggressive pricing leaves little profit for investment. |
| Opportunities | Threats |
|
• Good inroads into new business units. • Successes with our past work makes a good case for new business units. • Customer willing to co-invest in new initiatives with us. |
• A large portion of our business comes through RFPs, which have price pressure. • Our increased presence has drawn attention from larger competitors in the account. |
Directions: Complete the SWOT analysis by listing the strengths, weaknesses, opportunities, and threats of your sales organization regarding your account. Remember this SWOT analysis is from the perspective of your company: What are the strengths of your sales organization? What are the weaknesses of your sales organization?
| Strengths | Weaknesses |
| |
|
| Opportunities | Threats |
| |
|