• What does success look like?
• How will we recognize it?
• What are the obstacles we face in achieving success?
• How much is our industry growing per year, and what are the long-term trends in the industry?
• What do we do that our competitors cannot do short-term? Long-term?
• Who is our strongest link in the organization?
• Do we understand our cost structure well enough to understand the net profit gained from adding incremental customers?
• Who are the 20% of our customers who deliver 80% of the profit?
• Are we long on time or money?
• How stable is our customer base, and does our operating P&L reflect it?
• How long does it take to turn a new customer into a profitable customer?
• Why do people want to work for us?
• Do we have an effective "back-stop" plan in place to deal with key personnel?
• Would investors be attracted to our business model?

Mark Hunter, “The Sales Hunter”, is a motivational sales speaker and industry expert who addresses thousands each year on how to increase their sales profitability.  For more information on his sales training or to receive a free weekly sales tip via email, contact “The Sales Hunter” at www.TheSalesHunter.com.

Reprinting of this article is welcomed as long as the following is included: 

Mark Hunter, "The Sales Hunter", www.TheSalesHunter.com, © 2008