The objective of this study is to provide a metric that helps to assess the solution readiness
status of a firm's sales force. Sales are often considered as part of a marketing strategy. It
will be analyzed to what extent this perspective is justified and how this is influenced by the
emergence of solutions. Besides an overview about the sales marketing interface will be given
to raise the awareness of this topic. Furthermore this study will increase the understanding
of the reader about applied metric concepts in marketing departments that can be found in
existing firms today. It will be demonstrated how shareholder value influenced the design and
why these metrics are not aligned with the latest study of firm value.
