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Achieving Operational Excellence

Sep 28, 2011 11:26 AM

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The Sales Assessment Tool

Richard James & Partners have created a Sales Assessment Tool customized for CEDIA members. The Sales Assessment Tool assists companies in determining whether a potential employee will perform well in their sales environment. This tool was created based on sales research from the largest sales database in the world.

The Sales Assessment Tool may also be used to establish a fair set of standards for sales staff. This tool normally costs companies $300, but the CEDIA member version is available for $99. Contact Meredith Cummings (at with questions about the Sales Assessment Tool.

Chart of Accounts

Is your company not making money – or not making enough money – and you don’t know why? This is a common question among many ESCs. The answer may be hiding in your financial statements and corresponding chart of accounts, but you may not be able to find the solutions you need if your financial statements and accounts are not organized in a meaningful way.

Business knowledge is crucial to manage a successful and profitable company. CEDIA has developed a Recommended Chart of Accounts for members to use. CEDIA’s fundamental goal is to provide ESCs with the help they need to set up an accounting system that supports profitability. This is a great tool for new companies looking to get started on the right path, companies changing their accounting system, or more established companies looking for recommended modifications.

CEDIA members can log in to the forum on CEDIA Crosspoint at, where they can download the Recommended Chart of Accounts and corresponding White Paper, make comments, ask questions, and share information with peers. If you have questions about the Recommended Chart of Accounts; contact Erica Shonkwiler at

Visit the CEDIA YouTube channel at to view the Annual CEDIA EXPO Keynote in its entirety and check out Costello’s other tips to thrive in a down economy.

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