• Assess your organization's quality and implementation of 13 areas based on the high standards of the AA-ISP.
  • Receive a prioritized implementation roadmap for improvement.
  • Opportunity to earn your CISO Organizational Certification based on overall assessment results.
Take your organization to the highest levels of execution
  • Assess your organization's quality and implementation of 13 areas based on the high standards of the AA-ISP.
  • Receive a prioritized implementation roadmap for improvement.
  • Gain a CISO comparitive Index Score.
  • Opportunity to earn your CISO Organizational Certification based on overall Index Score.

CISO Assessment Process

To ensure the most accurate and objective organizational evaluation, the AA-ISP collaborated with Infinity, Inc., to develop an independent assessment process that combines established industry standards of the Buyerlytics® revenue system with the AA-ISP’s components of inside sales success.

The result is the CISO assessment: A comprehensive yet flexible process intended to help organizations evaluate their internal operations and identify ways to improve. Companies can choose from one of three assessment packages based on the level of rigor, insight, and support they seek:

Level 1: Self-reported assessment with follow-up discussions and validation (virtual). The organization receives an *CISO Level 1 Certification, individual line item ratings, and written executive summary. (2-4 week timeframe)

Level 2: Self-reported assessment and up to 8 hours of in-depth interviews and validation. The organization receives a *CISO Level 2 Certification, individual line item ratings, key areas for opportunity and growth, written executive summary, and executive overview to discuss findings (video conference). (4-6 week timeframe)

Level 3: Self-reported assessment process plus up to 2 two days of in-person validation, in-depth interviews, and on-site observations. The organization receives *CISO Level 3 Certification, individual line item ratings, keys area for improvement, prioritized ROI drivers, written executive summary, executive overview and in-depth consultation on assessment scores, findings, and recommendations for areas of improvement. (5–6 week timeframe)

Assessment Level Breakdown

Level 1 Level 2 Level 3
Data Collection Process Self-Reported Assessment w/ verification of key data points Self-Reported Assessment w/ up to 8 virtual interviews on key data points Self-Reported Assessment + One Full Day On-Site Interviews on all key data points
Certification Timeline 2 to 4 Weeks to Certification 4 to 6 Weeks to Certification 5 to 6 Weeks to Certification
Client Participation Requirements (times are estimated) Self-Assessment:
  • Sales & Marketing: 1/2 hr
  • Sales Management: 1-2 hrs
  • Systems & Technology: 1/2 hr
Data Validation and Results Presentation
  • Up to 2 hours per role
Self-Assessment:
  • Sales & Marketing: 1 hr
  • Sales Management: 2-3 hrs
  • Systems & Technology: 1 hr
Data Validation and Results Presentation
  • Up to 8 hours per role
Self-Assessment:
  • Sales & Marketing: 1 hr
  • Sales Management: 2-3 hrs
  • Systems & Technology: 1 hr
Data Validation and Results Presentation
  • Up to 12 hours per role
Certification Deliverables
  • Certification Score
  • Line Item Ratings of 13 Areas
  • Certification Score
  • Line Item Ratings of 13 Areas
  • Key areas of Opportunity
  • Executive Summary
  • Certification Score
  • Line Item Ratings of 13 Areas
  • Key areas of Opportunity
  • Prioritized ROI Drivers
  • Executive Summary
  • Detailed Report
What's Included In Certification?
  • Certificate
  • Certification logos for use in company emails/website
  • Listed in AA-ISP Service Provider Directory
  • Listed on Infinity Site linking to SPD
  • Recognition at Annual Leadership Summit in Chicago
  • Certificate
  • Certification logos for use in company emails/website
  • Listed in AA-ISP Service Provider Directory
  • Listed on Infinity Site linking to SPD
  • Recognition at Annual Leadership Summit in Chicago
  • Certification Plaque & Certificate
  • Press Release
  • Social Media Promotion from AA-ISP announcing Certification
  • Certification logos for use in company emails/website
  • Listed in AA-ISP Service Provider Directory
  • Listed on Infinity Site linking to SPD
  • Recognition at Annual Leadership Summit in Chicago

*Certification awarded upon successful assessment and satisfactory aggregate score level.

What Is Measured During Certification?

The CISO™ assessment is provided to help inside sales and digital sales organizations gain an objective view of their:

  • Strengths and opportunities
  • Challenges and threats
  • Performance compared to industry best practices and standards
  • Improvement areas to achieve their goals

AREAS ASSESSED BY CISO CERTIFICATION PROCESS

AREA OF INSIDE SALES WHAT IS ASSESSED
CAMPAIGN MANAGEMENT How sales leads and customers are organized and grouped into sales campaigns.
COMPENSATION & REWARD How sales compensation plans are structured and aligned with sales goals.
*COMPLIANCE Legal and regulatory compliance, if required.
GO-TO MARKET STRATEGIES Sales & marketing planning, brand, customer lifecycle, and competitive strategies.
LEADERSHIP Sales management capabilities and effectiveness.
PERFORMANCE MANAGEMENT Use of reward mechanisms and quality programs to drive performance.
RECRUITING & HIRING Recruiting, hiring, and onboarding of sales personnel.
SALES CULTURE Factors that influence the sales organization culture.
SALES METRICS Use of metrics and KPIs in measuring and driving sales performance.
SALES ORGANIZATION How the sales organization is structured for efficiency and effectiveness.
SALES PROCESS How the sales process is structured and optimized.
TECHNOLOGY & TOOLS Technology and systems used to support sales operations.
TRAINING & DEVELOPMENT Commitment, focus, and effectiveness of sales team training.

*Compliance is mainly applicable in business-to-consumer sales programs.

Participation Guidelines

Due to the cross-functional nature of the assessment, CISO will may require participation of multiple team members. The chart below outlines the expertise and knowledge needed to be able to complete the CISO process at any certification level.

EXPERTISE KNOWLEDGE NEEDED
SALES & MARKETING LEADERSHIP How the sales and the marketing organizations interact and work together.
SALES LEADERSHIP

How the sales organization is managed, staffed, structured, measured, trained, and supported.

Detailed knowledge of sales processes and measurements.

SALES & MARKETING LEADERSHIP Type and use of all sales support systems.

TOPICS COVERED DURING CERTIFICATION

CISO SUBJECT AREA TOPIC
CAMPAIGN MANAGEMENT Campaign Management
Customer Analysis
COMPENSATION & REWARD Performance Management
COMPLIANCE* Telephone Consumer Protection Act
Industry or Other Compliance
GO-TO MARKET STRATEGIES Brand
Competitive Landscape
Planning
Sales Optimization
LEADERSHIP Teamwork
PERFORMANCE MANAGEMENT Performance Management
Quality Assurance
RECRUITING & HIRING Hiring & Onboarding
Recruiting
SALES CULTURE Job Satisfaction
SALES METRICS Analytics
Data Capture
Performance Management
SALES ORGANIZATION Organizational Structure
SALES PROCESS Sales Optimization
Sales Process
TECHNOLOGY & TOOLS Analytics
Data
Systems
Systems Capabilities
TRAINING & DEVELOPMENT Training Processes
Training Curriculum

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