Sales Organization Assessment

The following questions were designed for Sales Leaders to use in determining the strengths and weaknesses of their Sales Organizations.

Take this brief quiz and count the number of Yes’s and No’s. For any of the areas in which you answered No, Contact Us to learn how we can help support your Sales Organization development in these areas.

• Is there a common “DNA” in the way my sales people sell?

• Regarding my Sales Organization’s morale, are they well-armed to survive in the current economy?

• Are my sales people leveraging what they’ve learned about their prospects and their customers in an effort to close for meetings, ask the right questions, discuss our value proposition and/or negotiate objections?

• Is my Sales Organization able to gain the right number of meetings, with the right companies, at the right level?

• Do my salespeople maximize their time in the office with set client/prospect phone meetings?

• Do my salespeople understand the difference between a “Sales Strategy” and a “Communication Strategy?”

• Are my Salespeople becoming too predictable in their approach with clients/prospects?

• When qualifying a prospect, are my salespeople asking strategic questions? Are they effective at leveraging the responses?

• Has my Sales Organization embraced the “Solution Selling” or “Integrated Selling” approach?

• What are the other aspects/phases of a Sales Cycle my salespeople need to master to help reduce the amount of, and increase their ability to overcome objections?

• When delivering our Value Proposition, are my salespeople able to let the prospects do most of the talking?

• When delivering our Value Proposition, are my salespeople consistently delivering the 3-5 key points I expect them to with each prospect?

• When my salespeople do get objections…are they any good at negotiating?

• Are my salespeople doing an effective job dealing with longer sales cycles with now multiple decision makers, all the way up to the CFO?

• Are my salespeople effective at presenting Sales tools (over the phone and face to face)?

Here are some additional questions for you to answer about your Sales Organization. There are no right or wrong answers – they are designed to help you think about the best investments of your resources in the next 12 months.

• What is our forecasting accuracy percentage? How has it changed in the past 12 months?

• When was the last time I/they had Sales training?

• How would my sales team respond to additional training and development? What would they say would be most valuable? What would they say they don’t need in terms of training?

• Do I have a formal “On-Boarding” program for new hires to shorten their learning curve?

• Is my Sales Organization proactive with performance management?

• Do I have the most current and effective interviewing best practices?

• What New Business development ideas should I be working on to support the Business?

COACH MEdia
978.927.9155
info@coachmediapros.com