A clear picture (via a heat map) of the client’s current state was developed through a series of detailed interviews, senior management discussions, and client data and documentation. The information was gathered then organized and summarized by utilizing our 5 key levers for Sales Effectiveness and our 5 key levers for Sales Efficiency. Based upon their current state and where they wanted to take the organization, over 150 recommendations were developed. To focus the organization on the most important recommendations, we used Company Expert’s scoring methodology – e.g., cost, impact, and execution confidence to further define and prioritize the list and sequenced these recommendations in a 2-year roadmap. We sequenced in the smaller list of recommendations into a multi-year roadmap.