Sales Assessment

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Sales Assessment

Company Sales Assessment

Please check the following statements that apply to your current sales process. The more detail you can provide the higher the level of analysis we can give you for increasing and implementing a more effective sales process.

Step 1 of 4

25%

Company Name
Main Contact
Name:
Title
Phone
Email
Secondary Contact
Name
Title
Phone
Email
Back to Basics - Selling Focus

Is there a clear understanding of who the customer is? Is the sales team focused on prospects with the highest potential to close, with good credit within your service area?

Is the sales team focused on prospects with the highest potential to close, with good credit within your service area?

Comments

Are you focused on selling to current customers or acquiring new customers or both?

Current customer focused
Acquisition of new customers
Both

Comments

Are sales goals and quotas realistic, aggressive and attainable but require some stretching?

Comments

Are marketing efforts aligned to produce strong leads that are easily converted to paying customers?

Comments

Is there too much technology, reporting that stops the sales team from selling?

Comments

Please rate the desired outcome from sales training on a scale from 1 to 4 where 1 is least important and 4 is most important.

Increase the productivity of the team

Sell at higher profit margin

Build a structured program to keep sales team ‘on the same page’

Improve close ratios

Comments on the above:

Change

Have there been changes in your business model? Has your product focus changed?

Comments

Have you recently restructured your sales department or have plans to restructure in the near future?

Comments

Team Dynamics
The sales team is:
- Outbound Sales in Person Cold Calling
- Outbound Sales over the telephone
- Inbound Customer Service Desk Sales Department
- Lead Generation / Development
- Renewal Division
- Combination
Comments
Is there a hand off sales process for cancellation requests and / or to close new clients?
- Yes
- No
Comments
Average years each team member has been with the company
- 20
- 15
- 10
- 5
- less than 2 years
Comments
Annual turnover rate for sales people
- 0%
- 10%
- 20%
- 30%
- 40%
- 50%
- 60%
- 70%
- 80%
- 90%
- 100%
Comments
Sales Sources
New customers come from referral leads:
- 0%
- 10%
- 20%
- 30%
- 40%
- 50%
- 60%
- 70%
- 80%
- 90%
- 100%
Comments
Warm lead sources – third party sales sources
- 0%
- 10%
- 20%
- 30%
- 40%
- 50%
- 60%
- 70%
- 80%
- 90%
- 100%
Comments

Where are your sales generated from?
Direct one on one sales from in person sales department
- 0%
- 10%
- 20%
- 30%
- 40%
- 50%
- 60%
- 70%
- 80%
- 90%
- 100%
Comments
Call ins
- 0%
- 10%
- 20%
- 30%
- 40%
- 50%
- 60%
- 70%
- 80%
- 90%
- 100%
Comments
Presentations
- 0%
- 10%
- 20%
- 30%
- 40%
- 50%
- 60%
- 70%
- 80%
- 90%
- 100%
Comments
Other – please be specific:
- 0%
- 10%
- 20%
- 30%
- 40%
- 50%
- 60%
- 70%
- 80%
- 90%
- 100%
Comments
Is sales forecasting typically accurate or difficult and surprising?
- Accurate
- Difficult
Comments
Percentage of the sales team that are hitting budget
- 0%
- 10%
- 20%
- 30%
- 40%
- 50%
- 60%
- 70%
- 80%
- 90%
- 100%
Comments
Outside sales team close ratio
- 0%
- 10%
- 20%
- 30%
- 40%
- 50%
- 60%
- 70%
- 80%
- 90%
- 100%
Comments
Percentage of the sales team who are considered top performers
- 0%
- 10%
- 20%
- 30%
- 40%
- 50%
- 60%
- 70%
- 80%
- 90%
- 100%
Comments
Most commonly new sales opportunities are lost to:
- Pricing resistance
- Unable to handle objections
- Competitive bidding
- Lack of sales focus to track opportunities
- Inability to deliver services or products
- Unable to find decision makers 60%
- Follow up failure
- Inability to close the deal
Comments
There is an active tracked customer satisfaction program in place
- Yes
- No
Comments
Management bonuses are tied to customer satisfaction numbers
- Yes
- No
Comments
Current customer re-purchase is:
- 0%
- 10%
- 20%
- 30%
- 40%
- 50%
- 60%
- 70%
- 80%
- 90%
- 100%
Comments
Customer attrition rate is
- 0%
- 10%
- 20%
- 30%
- 40%
- 50%
- 60%
- 70%
- 80%
- 90%
- 100%
Comments
Customer defection rate is
- 0%
- 10%
- 20%
- 30%
- 40%
- 50%
- 60%
- 70%
- 80%
- 90%
- 100%
Comments
Average customer life is:
- 10+ years
- 8 years
- 6 years
- 4 years
- 2 years
- Less than 1 year
Comments
Reason for customer defection:
- Competitive pricing
- Service / product disappointment
- Re-purchase failure
- Customer service
- Other – please identify
Comments
Challenges for the sales team are:
- Overcoming objections
- Price
- Finding decision makers
- Time management
- Basic sales skills
Comments

Pricing Integrity
Outside sales team sells at what profit margin __%
Are you using the original contract or have changes been made to adjust the agreement?
- 0%
- 10%
- 20%
- 30%
- 40%
- 50%
- 60%
- 70%
- 80%
- 90%
- 100%
Comments
Inside sales team sells at what profit margin - with clean contracts (if applicable) ___%
- 0%
- 10%
- 20%
- 30%
- 40%
- 50%
- 60%
- 70%
- 80%
- 90%
- 100%
Comments
Based on the sales budget and the remaining months for the fiscal year is the department on track to hit budget?
- Yes
- No
Comments
If no, is there a detailed plan in place to recoup revenue (i.e. price increase, annual sales event)?
- Yes
- No
Comments
What does success in your sales department look like in the next 30 days?
What results would be achieved?
90 days and a year?
Do you have the tools and skills needed to coach your team on an ongoing basis?
If no, what support would you need?
Return to Drew and Associates and schedule your Sales Assessment call with President Nancy Drew where you identify the core areas to create your customized sales plan.

Comments are closed.

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Company Sales Assessment

Step 1 of 4

Main Contact

Secondary Contact

Back to Basics - Selling Focus

Change

Team Dynamics

Sales Sources

Where are your sales generated from?

Pricing Integrity

Testimonials

Nancy's Blog