Below are 26 questions that will help you assess the vitality of your sales function.  At the end, we will share your overall score with you.   Please answer as objectively as possible so you can get maximum value from the results. When you see your results at the end you can easily identify areas you may need to work on and areas where you are already world-class!

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* 1. Our business works hard to make our customers feel important.

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* 2. Our salespeople understand how to connect with customers deeply.

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* 3. Our salespeople are skilled relationship builders.

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* 4. Our salespeople are the best in our industry.

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* 5. Our salespeople know exactly what they are selling and whom to sell it to.

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* 6. We consistently outsell our top 3 competitors.

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* 7. We need to work harder to understand and outsell our competitors.

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* 8. Our business is super clear on how to communicate why we are different from our competition.

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* 9. Our sales team understands how to fast-track rapport and build trust with customers.

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* 10. Our salespeople are very good at developing valuable long-term relationships.

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* 11. We are skilled at navigating stakeholders to get to influencers and decision-makers.

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* 12. Our team understands communication styles to help customers feel more engaged.

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* 13. Our salespeople are skilled listeners and apply this skill to build trust.

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* 14. Our salespeople know how to genuinely create urgency and get people to take action.

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* 15. Our team is too passive and can spend too much time with the worst types of customers.

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* 16. Our business understands our customer value drivers and all the reason a customer may buy.

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* 17. Our salespeople know how to probe, dig deeper and ask masterful questions.

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* 18. Our team is passionate about our business and motivated to be their best and succeed.

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* 19. Our salespeople present with passion and know-how to speak in benefit language.

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* 20. All salespeople in our team use an objection handling tool.

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* 21. Our salespeople are skilled negotiators without being pushy.

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* 22. Our salespeople rarely discount to get sales over the line.

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* 23. Our sales team has a number of levers they pull to help them negotiate.

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* 24. Our salespeople are strong in follow-up and work to a follow-up process.

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* 25. Our business knows how to delight customers and deliver world-class service.

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* 26. Our clients come back and refer us business because we go the extra mile.

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* 27. Now we just need a few details so you can see your results.

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