SALESchronicity Skill Assessment Survey

Question Title

* Welcome to the SALESchronicity Skill Assessment Survey!

The purpose of this instrument is to evaluate the ability and willingness of a particular sales representative (either yourself or a member of your sales team) to demonstrate proficiency in each of the twelve sales skills that most sales organization expect their sales people to master.

To get started, we need you collect some information from you, the survey taker.

First Name:

Last Name:

Company:

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Phone Number:

Question Title

* Now, who is the individual being rated? If you are rating yourself, please re-enter your name and provide the other information.

Full Name:

Position/Job Title:

Experience (Time in Sales):

Tenure (Time with the Company):

Question Title

The SALESchronicity Model
Today's sales professional is expected to master skills in three vital areas:
Customer Relationship Management,
Intrapreneurship, and
Personal Marketing Strategies.

Each skill set is comprised of specific capabilities that build upon the most basic one in order to become proficient in a more sophisticated skill.

The SALESchronicity Model<br>Today's sales professional is expected to master skills in three vital areas: <br>Customer Relationship Management, <br><em>Intra</em>preneurship, and <br>Personal Marketing Strategies. <br><br>Each skill set is comprised of specific capabilities that build upon the most basic one in order to become proficient in a more sophisticated skill.

Question Title

* Please assess the sales person in each of the twelve skills using the following scale:

	Totally Incompetent	Poor	Fair	Average	Good	Very Good	Excellent	Outstanding; bordering on expert	N/A
Understands your unique sales process—Recognizes the market/client information that should be gathered prior to launching a sales effort and the sequence of steps that should occur from the initial contact with a prospect through closing a new account and the fulfillment of its order. Understands and practices the optimal way to sell—that is, doing the right thing at the right time in order to keep the selling cycle as short as possible.	Understands your unique sales process—Recognizes the market/client information that should be gathered prior to launching a sales effort and the sequence of steps that should occur from the initial contact with a prospect through closing a new account and the fulfillment of its order. Understands and practices the optimal way to sell—that is, doing the right thing at the right time in order to keep the selling cycle as short as possible. Totally Incompetent	Understands your unique sales process—Recognizes the market/client information that should be gathered prior to launching a sales effort and the sequence of steps that should occur from the initial contact with a prospect through closing a new account and the fulfillment of its order. Understands and practices the optimal way to sell—that is, doing the right thing at the right time in order to keep the selling cycle as short as possible. Poor	Understands your unique sales process—Recognizes the market/client information that should be gathered prior to launching a sales effort and the sequence of steps that should occur from the initial contact with a prospect through closing a new account and the fulfillment of its order. Understands and practices the optimal way to sell—that is, doing the right thing at the right time in order to keep the selling cycle as short as possible. Fair	Understands your unique sales process—Recognizes the market/client information that should be gathered prior to launching a sales effort and the sequence of steps that should occur from the initial contact with a prospect through closing a new account and the fulfillment of its order. Understands and practices the optimal way to sell—that is, doing the right thing at the right time in order to keep the selling cycle as short as possible. Average	Understands your unique sales process—Recognizes the market/client information that should be gathered prior to launching a sales effort and the sequence of steps that should occur from the initial contact with a prospect through closing a new account and the fulfillment of its order. Understands and practices the optimal way to sell—that is, doing the right thing at the right time in order to keep the selling cycle as short as possible. Good	Understands your unique sales process—Recognizes the market/client information that should be gathered prior to launching a sales effort and the sequence of steps that should occur from the initial contact with a prospect through closing a new account and the fulfillment of its order. Understands and practices the optimal way to sell—that is, doing the right thing at the right time in order to keep the selling cycle as short as possible. Very Good	Understands your unique sales process—Recognizes the market/client information that should be gathered prior to launching a sales effort and the sequence of steps that should occur from the initial contact with a prospect through closing a new account and the fulfillment of its order. Understands and practices the optimal way to sell—that is, doing the right thing at the right time in order to keep the selling cycle as short as possible. Excellent	Understands your unique sales process—Recognizes the market/client information that should be gathered prior to launching a sales effort and the sequence of steps that should occur from the initial contact with a prospect through closing a new account and the fulfillment of its order. Understands and practices the optimal way to sell—that is, doing the right thing at the right time in order to keep the selling cycle as short as possible. Outstanding; bordering on expert	Understands your unique sales process—Recognizes the market/client information that should be gathered prior to launching a sales effort and the sequence of steps that should occur from the initial contact with a prospect through closing a new account and the fulfillment of its order. Understands and practices the optimal way to sell—that is, doing the right thing at the right time in order to keep the selling cycle as short as possible. N/A
Sales conversation skills—The ability to conduct professional sales calls and convincing sales presentations, present features and benefits in a sales call, and/or demonstrate your product(s) so as to clearly illustrate how the product or service satisfies key customer needs and deliver to the customer meaningful ROI.	Sales conversation skills—The ability to conduct professional sales calls and convincing sales presentations, present features and benefits in a sales call, and/or demonstrate your product(s) so as to clearly illustrate how the product or service satisfies key customer needs and deliver to the customer meaningful ROI. Totally Incompetent	Sales conversation skills—The ability to conduct professional sales calls and convincing sales presentations, present features and benefits in a sales call, and/or demonstrate your product(s) so as to clearly illustrate how the product or service satisfies key customer needs and deliver to the customer meaningful ROI. Poor	Sales conversation skills—The ability to conduct professional sales calls and convincing sales presentations, present features and benefits in a sales call, and/or demonstrate your product(s) so as to clearly illustrate how the product or service satisfies key customer needs and deliver to the customer meaningful ROI. Fair	Sales conversation skills—The ability to conduct professional sales calls and convincing sales presentations, present features and benefits in a sales call, and/or demonstrate your product(s) so as to clearly illustrate how the product or service satisfies key customer needs and deliver to the customer meaningful ROI. Average	Sales conversation skills—The ability to conduct professional sales calls and convincing sales presentations, present features and benefits in a sales call, and/or demonstrate your product(s) so as to clearly illustrate how the product or service satisfies key customer needs and deliver to the customer meaningful ROI. Good	Sales conversation skills—The ability to conduct professional sales calls and convincing sales presentations, present features and benefits in a sales call, and/or demonstrate your product(s) so as to clearly illustrate how the product or service satisfies key customer needs and deliver to the customer meaningful ROI. Very Good	Sales conversation skills—The ability to conduct professional sales calls and convincing sales presentations, present features and benefits in a sales call, and/or demonstrate your product(s) so as to clearly illustrate how the product or service satisfies key customer needs and deliver to the customer meaningful ROI. Excellent	Sales conversation skills—The ability to conduct professional sales calls and convincing sales presentations, present features and benefits in a sales call, and/or demonstrate your product(s) so as to clearly illustrate how the product or service satisfies key customer needs and deliver to the customer meaningful ROI. Outstanding; bordering on expert	Sales conversation skills—The ability to conduct professional sales calls and convincing sales presentations, present features and benefits in a sales call, and/or demonstrate your product(s) so as to clearly illustrate how the product or service satisfies key customer needs and deliver to the customer meaningful ROI. N/A
Defending price—Being able to make current pricing stick in the face of pressure from competitors or customers. When the customer proposes a price concession, being able to negotiate a fair trade-off by adjusting the deliverables, terms and/or conditions of the offer in order to strike a value equitable to all parties.	Defending price—Being able to make current pricing stick in the face of pressure from competitors or customers. When the customer proposes a price concession, being able to negotiate a fair trade-off by adjusting the deliverables, terms and/or conditions of the offer in order to strike a value equitable to all parties. Totally Incompetent	Defending price—Being able to make current pricing stick in the face of pressure from competitors or customers. When the customer proposes a price concession, being able to negotiate a fair trade-off by adjusting the deliverables, terms and/or conditions of the offer in order to strike a value equitable to all parties. Poor	Defending price—Being able to make current pricing stick in the face of pressure from competitors or customers. When the customer proposes a price concession, being able to negotiate a fair trade-off by adjusting the deliverables, terms and/or conditions of the offer in order to strike a value equitable to all parties. Fair	Defending price—Being able to make current pricing stick in the face of pressure from competitors or customers. When the customer proposes a price concession, being able to negotiate a fair trade-off by adjusting the deliverables, terms and/or conditions of the offer in order to strike a value equitable to all parties. Average	Defending price—Being able to make current pricing stick in the face of pressure from competitors or customers. When the customer proposes a price concession, being able to negotiate a fair trade-off by adjusting the deliverables, terms and/or conditions of the offer in order to strike a value equitable to all parties. Good	Defending price—Being able to make current pricing stick in the face of pressure from competitors or customers. When the customer proposes a price concession, being able to negotiate a fair trade-off by adjusting the deliverables, terms and/or conditions of the offer in order to strike a value equitable to all parties. Very Good	Defending price—Being able to make current pricing stick in the face of pressure from competitors or customers. When the customer proposes a price concession, being able to negotiate a fair trade-off by adjusting the deliverables, terms and/or conditions of the offer in order to strike a value equitable to all parties. Excellent	Defending price—Being able to make current pricing stick in the face of pressure from competitors or customers. When the customer proposes a price concession, being able to negotiate a fair trade-off by adjusting the deliverables, terms and/or conditions of the offer in order to strike a value equitable to all parties. Outstanding; bordering on expert	Defending price—Being able to make current pricing stick in the face of pressure from competitors or customers. When the customer proposes a price concession, being able to negotiate a fair trade-off by adjusting the deliverables, terms and/or conditions of the offer in order to strike a value equitable to all parties. N/A
Pricing strategies—Knows how to price products and/or appreciates how goods and services are priced in order to ensure profitability goals are met. Controls expenses and keeps costs down in order to preserve net and gross profit margins.	Pricing strategies—Knows how to price products and/or appreciates how goods and services are priced in order to ensure profitability goals are met. Controls expenses and keeps costs down in order to preserve net and gross profit margins. Totally Incompetent	Pricing strategies—Knows how to price products and/or appreciates how goods and services are priced in order to ensure profitability goals are met. Controls expenses and keeps costs down in order to preserve net and gross profit margins. Poor	Pricing strategies—Knows how to price products and/or appreciates how goods and services are priced in order to ensure profitability goals are met. Controls expenses and keeps costs down in order to preserve net and gross profit margins. Fair	Pricing strategies—Knows how to price products and/or appreciates how goods and services are priced in order to ensure profitability goals are met. Controls expenses and keeps costs down in order to preserve net and gross profit margins. Average	Pricing strategies—Knows how to price products and/or appreciates how goods and services are priced in order to ensure profitability goals are met. Controls expenses and keeps costs down in order to preserve net and gross profit margins. Good	Pricing strategies—Knows how to price products and/or appreciates how goods and services are priced in order to ensure profitability goals are met. Controls expenses and keeps costs down in order to preserve net and gross profit margins. Very Good	Pricing strategies—Knows how to price products and/or appreciates how goods and services are priced in order to ensure profitability goals are met. Controls expenses and keeps costs down in order to preserve net and gross profit margins. Excellent	Pricing strategies—Knows how to price products and/or appreciates how goods and services are priced in order to ensure profitability goals are met. Controls expenses and keeps costs down in order to preserve net and gross profit margins. Outstanding; bordering on expert	Pricing strategies—Knows how to price products and/or appreciates how goods and services are priced in order to ensure profitability goals are met. Controls expenses and keeps costs down in order to preserve net and gross profit margins. N/A
Sales forecasting—Can accurately forecast sales, by account or by product, for the next 12 months by predicting which—and when—accounts on a prospect list will become new customers, and anticipates outside economic factors that could significantly affect revenue flow.	Sales forecasting—Can accurately forecast sales, by account or by product, for the next 12 months by predicting which—and when—accounts on a prospect list will become new customers, and anticipates outside economic factors that could significantly affect revenue flow. Totally Incompetent	Sales forecasting—Can accurately forecast sales, by account or by product, for the next 12 months by predicting which—and when—accounts on a prospect list will become new customers, and anticipates outside economic factors that could significantly affect revenue flow. Poor	Sales forecasting—Can accurately forecast sales, by account or by product, for the next 12 months by predicting which—and when—accounts on a prospect list will become new customers, and anticipates outside economic factors that could significantly affect revenue flow. Fair	Sales forecasting—Can accurately forecast sales, by account or by product, for the next 12 months by predicting which—and when—accounts on a prospect list will become new customers, and anticipates outside economic factors that could significantly affect revenue flow. Average	Sales forecasting—Can accurately forecast sales, by account or by product, for the next 12 months by predicting which—and when—accounts on a prospect list will become new customers, and anticipates outside economic factors that could significantly affect revenue flow. Good	Sales forecasting—Can accurately forecast sales, by account or by product, for the next 12 months by predicting which—and when—accounts on a prospect list will become new customers, and anticipates outside economic factors that could significantly affect revenue flow. Very Good	Sales forecasting—Can accurately forecast sales, by account or by product, for the next 12 months by predicting which—and when—accounts on a prospect list will become new customers, and anticipates outside economic factors that could significantly affect revenue flow. Excellent	Sales forecasting—Can accurately forecast sales, by account or by product, for the next 12 months by predicting which—and when—accounts on a prospect list will become new customers, and anticipates outside economic factors that could significantly affect revenue flow. Outstanding; bordering on expert	Sales forecasting—Can accurately forecast sales, by account or by product, for the next 12 months by predicting which—and when—accounts on a prospect list will become new customers, and anticipates outside economic factors that could significantly affect revenue flow. N/A
Customer intelligence—Asks prospects and customers the right questions and carefully listens to their answers to obtain a clear, complete and mutual understanding of personal and professional needs, and their priority of importance or urgency to be met.	Customer intelligence—Asks prospects and customers the right questions and carefully listens to their answers to obtain a clear, complete and mutual understanding of personal and professional needs, and their priority of importance or urgency to be met. Totally Incompetent	Customer intelligence—Asks prospects and customers the right questions and carefully listens to their answers to obtain a clear, complete and mutual understanding of personal and professional needs, and their priority of importance or urgency to be met. Poor	Customer intelligence—Asks prospects and customers the right questions and carefully listens to their answers to obtain a clear, complete and mutual understanding of personal and professional needs, and their priority of importance or urgency to be met. Fair	Customer intelligence—Asks prospects and customers the right questions and carefully listens to their answers to obtain a clear, complete and mutual understanding of personal and professional needs, and their priority of importance or urgency to be met. Average	Customer intelligence—Asks prospects and customers the right questions and carefully listens to their answers to obtain a clear, complete and mutual understanding of personal and professional needs, and their priority of importance or urgency to be met. Good	Customer intelligence—Asks prospects and customers the right questions and carefully listens to their answers to obtain a clear, complete and mutual understanding of personal and professional needs, and their priority of importance or urgency to be met. Very Good	Customer intelligence—Asks prospects and customers the right questions and carefully listens to their answers to obtain a clear, complete and mutual understanding of personal and professional needs, and their priority of importance or urgency to be met. Excellent	Customer intelligence—Asks prospects and customers the right questions and carefully listens to their answers to obtain a clear, complete and mutual understanding of personal and professional needs, and their priority of importance or urgency to be met. Outstanding; bordering on expert	Customer intelligence—Asks prospects and customers the right questions and carefully listens to their answers to obtain a clear, complete and mutual understanding of personal and professional needs, and their priority of importance or urgency to be met. N/A
Sales attrition awareness and control—Identifies the cause of sales attrition, by account, and minimizes the loss of sales revenue by leveraging those capabilities of the company that are within their control.	Sales attrition awareness and control—Identifies the cause of sales attrition, by account, and minimizes the loss of sales revenue by leveraging those capabilities of the company that are within their control. Totally Incompetent	Sales attrition awareness and control—Identifies the cause of sales attrition, by account, and minimizes the loss of sales revenue by leveraging those capabilities of the company that are within their control. Poor	Sales attrition awareness and control—Identifies the cause of sales attrition, by account, and minimizes the loss of sales revenue by leveraging those capabilities of the company that are within their control. Fair	Sales attrition awareness and control—Identifies the cause of sales attrition, by account, and minimizes the loss of sales revenue by leveraging those capabilities of the company that are within their control. Average	Sales attrition awareness and control—Identifies the cause of sales attrition, by account, and minimizes the loss of sales revenue by leveraging those capabilities of the company that are within their control. Good	Sales attrition awareness and control—Identifies the cause of sales attrition, by account, and minimizes the loss of sales revenue by leveraging those capabilities of the company that are within their control. Very Good	Sales attrition awareness and control—Identifies the cause of sales attrition, by account, and minimizes the loss of sales revenue by leveraging those capabilities of the company that are within their control. Excellent	Sales attrition awareness and control—Identifies the cause of sales attrition, by account, and minimizes the loss of sales revenue by leveraging those capabilities of the company that are within their control. Outstanding; bordering on expert	Sales attrition awareness and control—Identifies the cause of sales attrition, by account, and minimizes the loss of sales revenue by leveraging those capabilities of the company that are within their control. N/A
Marketing strategies—Knows exactly how to market and promote themselves, the company and its products in order to capture greater market share and generate brand-name equity. Maintains a list of satisfied customers as references and leverages a portfolio of customer testimonials.	Marketing strategies—Knows exactly how to market and promote themselves, the company and its products in order to capture greater market share and generate brand-name equity. Maintains a list of satisfied customers as references and leverages a portfolio of customer testimonials. Totally Incompetent	Marketing strategies—Knows exactly how to market and promote themselves, the company and its products in order to capture greater market share and generate brand-name equity. Maintains a list of satisfied customers as references and leverages a portfolio of customer testimonials. Poor	Marketing strategies—Knows exactly how to market and promote themselves, the company and its products in order to capture greater market share and generate brand-name equity. Maintains a list of satisfied customers as references and leverages a portfolio of customer testimonials. Fair	Marketing strategies—Knows exactly how to market and promote themselves, the company and its products in order to capture greater market share and generate brand-name equity. Maintains a list of satisfied customers as references and leverages a portfolio of customer testimonials. Average	Marketing strategies—Knows exactly how to market and promote themselves, the company and its products in order to capture greater market share and generate brand-name equity. Maintains a list of satisfied customers as references and leverages a portfolio of customer testimonials. Good	Marketing strategies—Knows exactly how to market and promote themselves, the company and its products in order to capture greater market share and generate brand-name equity. Maintains a list of satisfied customers as references and leverages a portfolio of customer testimonials. Very Good	Marketing strategies—Knows exactly how to market and promote themselves, the company and its products in order to capture greater market share and generate brand-name equity. Maintains a list of satisfied customers as references and leverages a portfolio of customer testimonials. Excellent	Marketing strategies—Knows exactly how to market and promote themselves, the company and its products in order to capture greater market share and generate brand-name equity. Maintains a list of satisfied customers as references and leverages a portfolio of customer testimonials. Outstanding; bordering on expert	Marketing strategies—Knows exactly how to market and promote themselves, the company and its products in order to capture greater market share and generate brand-name equity. Maintains a list of satisfied customers as references and leverages a portfolio of customer testimonials. N/A
Product knowledge—Knows everything there is to know about all of your products’ features and benefits. Recognizes which features and benefits are exclusive to the product line and knows the capabilities and limitations of competitive offerings.	Product knowledge—Knows everything there is to know about all of your products’ features and benefits. Recognizes which features and benefits are exclusive to the product line and knows the capabilities and limitations of competitive offerings. Totally Incompetent	Product knowledge—Knows everything there is to know about all of your products’ features and benefits. Recognizes which features and benefits are exclusive to the product line and knows the capabilities and limitations of competitive offerings. Poor	Product knowledge—Knows everything there is to know about all of your products’ features and benefits. Recognizes which features and benefits are exclusive to the product line and knows the capabilities and limitations of competitive offerings. Fair	Product knowledge—Knows everything there is to know about all of your products’ features and benefits. Recognizes which features and benefits are exclusive to the product line and knows the capabilities and limitations of competitive offerings. Average	Product knowledge—Knows everything there is to know about all of your products’ features and benefits. Recognizes which features and benefits are exclusive to the product line and knows the capabilities and limitations of competitive offerings. Good	Product knowledge—Knows everything there is to know about all of your products’ features and benefits. Recognizes which features and benefits are exclusive to the product line and knows the capabilities and limitations of competitive offerings. Very Good	Product knowledge—Knows everything there is to know about all of your products’ features and benefits. Recognizes which features and benefits are exclusive to the product line and knows the capabilities and limitations of competitive offerings. Excellent	Product knowledge—Knows everything there is to know about all of your products’ features and benefits. Recognizes which features and benefits are exclusive to the product line and knows the capabilities and limitations of competitive offerings. Outstanding; bordering on expert	Product knowledge—Knows everything there is to know about all of your products’ features and benefits. Recognizes which features and benefits are exclusive to the product line and knows the capabilities and limitations of competitive offerings. N/A
Account management—Cares for current customer’s needs. Assumes a leadership role in current accounts by inviting the client to explore possible areas of improvement and helping the customer set specific, measurable and realistic goals in the areas of productivity, efficiency, profitability, simplicity and/or cost savings.	Account management—Cares for current customer’s needs. Assumes a leadership role in current accounts by inviting the client to explore possible areas of improvement and helping the customer set specific, measurable and realistic goals in the areas of productivity, efficiency, profitability, simplicity and/or cost savings. Totally Incompetent	Account management—Cares for current customer’s needs. Assumes a leadership role in current accounts by inviting the client to explore possible areas of improvement and helping the customer set specific, measurable and realistic goals in the areas of productivity, efficiency, profitability, simplicity and/or cost savings. Poor	Account management—Cares for current customer’s needs. Assumes a leadership role in current accounts by inviting the client to explore possible areas of improvement and helping the customer set specific, measurable and realistic goals in the areas of productivity, efficiency, profitability, simplicity and/or cost savings. Fair	Account management—Cares for current customer’s needs. Assumes a leadership role in current accounts by inviting the client to explore possible areas of improvement and helping the customer set specific, measurable and realistic goals in the areas of productivity, efficiency, profitability, simplicity and/or cost savings. Average	Account management—Cares for current customer’s needs. Assumes a leadership role in current accounts by inviting the client to explore possible areas of improvement and helping the customer set specific, measurable and realistic goals in the areas of productivity, efficiency, profitability, simplicity and/or cost savings. Good	Account management—Cares for current customer’s needs. Assumes a leadership role in current accounts by inviting the client to explore possible areas of improvement and helping the customer set specific, measurable and realistic goals in the areas of productivity, efficiency, profitability, simplicity and/or cost savings. Very Good	Account management—Cares for current customer’s needs. Assumes a leadership role in current accounts by inviting the client to explore possible areas of improvement and helping the customer set specific, measurable and realistic goals in the areas of productivity, efficiency, profitability, simplicity and/or cost savings. Excellent	Account management—Cares for current customer’s needs. Assumes a leadership role in current accounts by inviting the client to explore possible areas of improvement and helping the customer set specific, measurable and realistic goals in the areas of productivity, efficiency, profitability, simplicity and/or cost savings. Outstanding; bordering on expert	Account management—Cares for current customer’s needs. Assumes a leadership role in current accounts by inviting the client to explore possible areas of improvement and helping the customer set specific, measurable and realistic goals in the areas of productivity, efficiency, profitability, simplicity and/or cost savings. N/A
Time and opportunity management—By using tools such as pre-call planning and analysis of call logs, makes effective and efficient use of time in order to make a sufficient number of quality sales calls on the right people. Organizes their sales effort so as to maximize more personal (e.g. face-to-face, voice-to-voice) contact with prospects and customers.	Time and opportunity management—By using tools such as pre-call planning and analysis of call logs, makes effective and efficient use of time in order to make a sufficient number of quality sales calls on the right people. Organizes their sales effort so as to maximize more personal (e.g. face-to-face, voice-to-voice) contact with prospects and customers. Totally Incompetent	Time and opportunity management—By using tools such as pre-call planning and analysis of call logs, makes effective and efficient use of time in order to make a sufficient number of quality sales calls on the right people. Organizes their sales effort so as to maximize more personal (e.g. face-to-face, voice-to-voice) contact with prospects and customers. Poor	Time and opportunity management—By using tools such as pre-call planning and analysis of call logs, makes effective and efficient use of time in order to make a sufficient number of quality sales calls on the right people. Organizes their sales effort so as to maximize more personal (e.g. face-to-face, voice-to-voice) contact with prospects and customers. Fair	Time and opportunity management—By using tools such as pre-call planning and analysis of call logs, makes effective and efficient use of time in order to make a sufficient number of quality sales calls on the right people. Organizes their sales effort so as to maximize more personal (e.g. face-to-face, voice-to-voice) contact with prospects and customers. Average	Time and opportunity management—By using tools such as pre-call planning and analysis of call logs, makes effective and efficient use of time in order to make a sufficient number of quality sales calls on the right people. Organizes their sales effort so as to maximize more personal (e.g. face-to-face, voice-to-voice) contact with prospects and customers. Good	Time and opportunity management—By using tools such as pre-call planning and analysis of call logs, makes effective and efficient use of time in order to make a sufficient number of quality sales calls on the right people. Organizes their sales effort so as to maximize more personal (e.g. face-to-face, voice-to-voice) contact with prospects and customers. Very Good	Time and opportunity management—By using tools such as pre-call planning and analysis of call logs, makes effective and efficient use of time in order to make a sufficient number of quality sales calls on the right people. Organizes their sales effort so as to maximize more personal (e.g. face-to-face, voice-to-voice) contact with prospects and customers. Excellent	Time and opportunity management—By using tools such as pre-call planning and analysis of call logs, makes effective and efficient use of time in order to make a sufficient number of quality sales calls on the right people. Organizes their sales effort so as to maximize more personal (e.g. face-to-face, voice-to-voice) contact with prospects and customers. Outstanding; bordering on expert	Time and opportunity management—By using tools such as pre-call planning and analysis of call logs, makes effective and efficient use of time in order to make a sufficient number of quality sales calls on the right people. Organizes their sales effort so as to maximize more personal (e.g. face-to-face, voice-to-voice) contact with prospects and customers. N/A
Builds and maintains genuine customer relationships—Demonstrates likeability and trustworthiness; for example, consistently keeps promises, timely follow-up and attention to detail. Creates a friendly climate that makes the buying experience for the customer as convenient, enjoyable and memorable as possible.	Builds and maintains genuine customer relationships—Demonstrates likeability and trustworthiness; for example, consistently keeps promises, timely follow-up and attention to detail. Creates a friendly climate that makes the buying experience for the customer as convenient, enjoyable and memorable as possible. Totally Incompetent	Builds and maintains genuine customer relationships—Demonstrates likeability and trustworthiness; for example, consistently keeps promises, timely follow-up and attention to detail. Creates a friendly climate that makes the buying experience for the customer as convenient, enjoyable and memorable as possible. Poor	Builds and maintains genuine customer relationships—Demonstrates likeability and trustworthiness; for example, consistently keeps promises, timely follow-up and attention to detail. Creates a friendly climate that makes the buying experience for the customer as convenient, enjoyable and memorable as possible. Fair	Builds and maintains genuine customer relationships—Demonstrates likeability and trustworthiness; for example, consistently keeps promises, timely follow-up and attention to detail. Creates a friendly climate that makes the buying experience for the customer as convenient, enjoyable and memorable as possible. Average	Builds and maintains genuine customer relationships—Demonstrates likeability and trustworthiness; for example, consistently keeps promises, timely follow-up and attention to detail. Creates a friendly climate that makes the buying experience for the customer as convenient, enjoyable and memorable as possible. Good	Builds and maintains genuine customer relationships—Demonstrates likeability and trustworthiness; for example, consistently keeps promises, timely follow-up and attention to detail. Creates a friendly climate that makes the buying experience for the customer as convenient, enjoyable and memorable as possible. Very Good	Builds and maintains genuine customer relationships—Demonstrates likeability and trustworthiness; for example, consistently keeps promises, timely follow-up and attention to detail. Creates a friendly climate that makes the buying experience for the customer as convenient, enjoyable and memorable as possible. Excellent	Builds and maintains genuine customer relationships—Demonstrates likeability and trustworthiness; for example, consistently keeps promises, timely follow-up and attention to detail. Creates a friendly climate that makes the buying experience for the customer as convenient, enjoyable and memorable as possible. Outstanding; bordering on expert	Builds and maintains genuine customer relationships—Demonstrates likeability and trustworthiness; for example, consistently keeps promises, timely follow-up and attention to detail. Creates a friendly climate that makes the buying experience for the customer as convenient, enjoyable and memorable as possible. N/A

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* (Optional) Are there any additional comments, information, or input you believe needs to be considered to fairly evaluate this sales person?

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* In which of the twelve skills listed above do you believe, if training was provided, would yield the greatest improvement in the shortest amount of time? (Check up to THREE)

Product knowledge

Understands your unique sales process

Customer intelligence

Time and opportunity management

Sales conversation skills

Marketing strategies

Builds and maintains genuine customer relationships

Pricing strategies

Sales attrition awareness and control

Sales forecasting

Account management

Defending price

Other (please specify)

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* (Optional) Please add any other feedback or comment regarding this survey or your training needs.

If you experience any problem while completing the survey, or if you have any questions, please contact
Vince DiCecco at 770-329-5107.

Thank you for your time and input. You should expect to receive an interpretation of your responses in the near future.