Sales Numbers and Metrics

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* 1. We sell our products through the following channels (select all that apply)

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* 2. Our average sales cycle for our flagship product/service is

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* 3. We have achieved our revenue targets consistently every year.

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* 4. Our Sales Funnel is sufficiently large enough to support our revenue targets.

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* 5. On average, our Sales Funnel is at least 3X-4X or greater than our revenue target.

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* 6. The average deal size is consistently the same from sales rep to sales rep.

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* 7. The average sales cycle is consistently the same from sales rep to sales rep

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* 8. The average closing ratio is consistently the same from sales rep to sales rep.

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* 9. We distinguish between sales quota (baseline) and sales target (which is variable).

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* 10. We have done Sales Funnel math to determine the number of Marketing Qualified Leads (MQLs) and Sales Qualified Leads (SQLs) that we need to hit our revenue targets every Month/Quarter/Year.

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* 11. Each sales rep has a specific set of Key Performance Indicators (KPI) against which his/her performance is measured each week and each month—separate from actual sales target.

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* 12. Each sales rep has a targeted number of sales calls and key conversations they are required make each week.

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* 13. Each sales rep has a targeted number of new prospect opportunities that they need to add to the Sales Funnel each week/month/quarter.

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* 14. We track funnel growth and sales activities each week by sales rep.

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* 15. When a sales rep falls short of his or her metrics, we sit with them and determine how we can get them back on track.

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* 16. We track and review the achievement of team and individual metrics in our CRM.

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* 17. We have a well-defined and approved sales methodology.

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* 18. Our Sales Reps develop and present, to Management, a quarterly territory plan that outlines how they will hit their assigned numbers.

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* 19. These territory plans are in alignment with our approved sales methodology.

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* 20. Our approved sales methodology clearly defines what must happen before a sales
opportunity is moved from one sales stage to the next.

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* 21. All of our sales reps have been trained on the approved sales methodology and understand it well.

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* 22. All of our sales reps consistently follow the approved sales methodology.

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* 23. We have identified a strong sales predictor such that when this predictor is present, 75% or more of sales opportunities will close.

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* 24. Our ability to determine when a sales deal will close is not arbitrary and is based on our experience and methodology such that 90% or more of what is forecasted to close, each quarter, will close.

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* 25. Our Sales Systems and tools were designed to support the approved sales methodology.

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* 26. Within minutes, the Head of Sales can provide reliable forecast on how much new business will close this and next quarter.

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* 27. Within minutes, we can pull a report that tells us which customers have which product but don’t have a complimentary product that we also sell.

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* 28. The executive team knows how many sales opportunities are in the stage closed-lost each quarter.

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* 29. The executive team knows exactly why a sales opportunity was closed-lost.

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* 30. We know the average deal size each month, quarter, or year.

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* 31. We have standardized sales tools such that each sales rep communicates with prospects in a consistent way.

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* 32. We have specific sales tools that support deals in each stage of the sales process/sales funnel.

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* 33. We have automated the communication and engagement steps such that it is highly unlikely that a sales rep can forget to follow up with a prospective customer.

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* 34. At least one Sales Manager is automatically notified when a sales opportunity goes past a critical turning point or has been on the “forecast” longer than the acceptable period.

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* 35. At least one Sales Manager is automatically notified when a sales opportunity is closed-lost.

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* 36. We have a tiered compensation plan that rewards higher commission rates for achieving beyond quota and for achieving above sales targets.

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* 37. We have an activity incentive plan that rewards sales reps that consistently meet their targeted activities (sales calls, key conversations, demos performed, sales funnel growth, etc.).

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* 38. What is the difference between your top performing sales rep and least performing sales rep in terms of revenues brought in?

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* 39. What is the difference between your top performing and least performing sales rep in terms of sales activities (such as calls made, emails sent, etc) completed each month/quarter?

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* 40. What is the difference between your top performing sales rep and least performing sales rep in terms of sales funnel size each month/quarter?

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* 41. Each sales rep has been trained on and is proficient in using our Sales systems and tools.

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* 42. Every sales rep can effectively communicate the pain your products and services solve for the prospective customer.

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* 43. Every sales rep is trained to prospect high at the decision maker level and knows how to engage a high-level decision maker.

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* 44. Every sales rep knows how to make a compelling case for your product or service by quantitatively demonstrating value such as costs reduced or eliminated, risk reduced or eliminated, return on investment, or similar.

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* 45. We know that we have gaps in our sales processes which need to be filled in order for our company to meet its revenue objectives.

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* 46. In general we believe that we have a highly effective team who consistently meets objectives and understands the corporate sales mission.

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