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)
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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:
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Self-Assessment:
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Self-Assessment:
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Certification Deliverables |
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What's Included In Certification? |
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*Certification awarded upon successful assessment and satisfactory aggregate score level.
AREA OF INSIDE SALES | WHAT IS ASSESSED |
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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.
EXPERTISE | KNOWLEDGE NEEDED |
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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. |
CISO SUBJECT AREA | TOPIC |
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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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