Sales Leadership Assessment

This assessment is designed to help us identify and understand the strengths and areas of improvement within your sales team before your training with us begins. This will help us customize our curriculum to best serve your needs and your organization.

You will notice that the first few questions require personal information. These questions are purely for our purposes, so that we may identify which responses are yours while we internally conduct our data analysis. Your responses will not be shared with any other entity, and will remain confidential within MindsetGo.

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* 1. Are you ready to take this assessment?

Heck yeah!

Sure

I guess so

Let’s do this!

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* 2. Enter your name.

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* 3. Enter your email address.

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* 4. Enter your leadership role.

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* 5. What are the primary challenges you are facing with your sales team? (Check all that apply)

Growing revenue

Using a measurable or repeatable sales process

Onboarding new reps more effectively

Driving sales for a specific product

Increasing average contract length

Attracting target customers

Increasing average deal size

Increasing percentage of repeat customers

Reducing average discount size and frequency

Increasing retention rate

Increasing up-sell or cross-sell rate

Managing deal flow

Building a bigger pipeline

Increasing close rates

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* 6. Are there clear sales processes and templates built for onboarding and scalability?

Yes

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* 7. What are your least favorite parts of your job as a leader?

Running sales meetings

Giving feedback

Performance reviews

Onboarding new employees

Motivating your team (especially when they’re not passionate!)

Reporting to higher-ups

Managing different types of personalities

Other (please specify)

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* 8. Communication and Presentation Skills (Select all boxes that apply)

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* 9. Assertiveness (Select all boxes that apply)

	You personally could benefit from coaching to better help your direct reports improve in this area.	Your team could use training on this skill.	Certain members of your team could use a refresher on this skill.
Good at uncovering budget before writing a proposal or recommendation	Good at uncovering budget before writing a proposal or recommendation You personally could benefit from coaching to better help your direct reports improve in this area.	Good at uncovering budget before writing a proposal or recommendation Your team could use training on this skill.	Good at uncovering budget before writing a proposal or recommendation Certain members of your team could use a refresher on this skill.
Negotiates win-win solutions	Negotiates win-win solutions You personally could benefit from coaching to better help your direct reports improve in this area.	Negotiates win-win solutions Your team could use training on this skill.	Negotiates win-win solutions Certain members of your team could use a refresher on this skill.
Good at selling at full margin. They seldom discount to earn the business.	Good at selling at full margin. They seldom discount to earn the business. You personally could benefit from coaching to better help your direct reports improve in this area.	Good at selling at full margin. They seldom discount to earn the business. Your team could use training on this skill.	Good at selling at full margin. They seldom discount to earn the business. Certain members of your team could use a refresher on this skill.
Closes effectively	Closes effectively You personally could benefit from coaching to better help your direct reports improve in this area.	Closes effectively Your team could use training on this skill.	Closes effectively Certain members of your team could use a refresher on this skill.
Differentiates themselves and your company from the competition effectively	Differentiates themselves and your company from the competition effectively You personally could benefit from coaching to better help your direct reports improve in this area.	Differentiates themselves and your company from the competition effectively Your team could use training on this skill.	Differentiates themselves and your company from the competition effectively Certain members of your team could use a refresher on this skill.
Follows up with a phone call and not an email to see if the prospect is ready to move forward	Follows up with a phone call and not an email to see if the prospect is ready to move forward You personally could benefit from coaching to better help your direct reports improve in this area.	Follows up with a phone call and not an email to see if the prospect is ready to move forward Your team could use training on this skill.	Follows up with a phone call and not an email to see if the prospect is ready to move forward Certain members of your team could use a refresher on this skill.
Knows when to walk away and doesn't stay with a deal longer than they should	Knows when to walk away and doesn't stay with a deal longer than they should You personally could benefit from coaching to better help your direct reports improve in this area.	Knows when to walk away and doesn't stay with a deal longer than they should Your team could use training on this skill.	Knows when to walk away and doesn't stay with a deal longer than they should Certain members of your team could use a refresher on this skill.
Asks for referrals consistently from existing clients	Asks for referrals consistently from existing clients You personally could benefit from coaching to better help your direct reports improve in this area.	Asks for referrals consistently from existing clients Your team could use training on this skill.	Asks for referrals consistently from existing clients Certain members of your team could use a refresher on this skill.
Gets face-to-face to close the sale when possible	Gets face-to-face to close the sale when possible You personally could benefit from coaching to better help your direct reports improve in this area.	Gets face-to-face to close the sale when possible Your team could use training on this skill.	Gets face-to-face to close the sale when possible Certain members of your team could use a refresher on this skill.
Re-engages buyers who have gone cold	Re-engages buyers who have gone cold You personally could benefit from coaching to better help your direct reports improve in this area.	Re-engages buyers who have gone cold Your team could use training on this skill.	Re-engages buyers who have gone cold Certain members of your team could use a refresher on this skill.

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* 10. Sales Habits (Select all boxes that apply)

	You personally could benefit from coaching to better help your direct reports improve in this area.	Your team could use training on this skill.	Certain members of your team could use a refresher on this skill.
Good at identifying and getting meetings with buyers in the 'C-Suite'	Good at identifying and getting meetings with buyers in the 'C-Suite' You personally could benefit from coaching to better help your direct reports improve in this area.	Good at identifying and getting meetings with buyers in the 'C-Suite' Your team could use training on this skill.	Good at identifying and getting meetings with buyers in the 'C-Suite' Certain members of your team could use a refresher on this skill.
Feels rushed at times and ignores rapport and relationship-building due to perceived or real time restrictions from prospect	Feels rushed at times and ignores rapport and relationship-building due to perceived or real time restrictions from prospect You personally could benefit from coaching to better help your direct reports improve in this area.	Feels rushed at times and ignores rapport and relationship-building due to perceived or real time restrictions from prospect Your team could use training on this skill.	Feels rushed at times and ignores rapport and relationship-building due to perceived or real time restrictions from prospect Certain members of your team could use a refresher on this skill.
Focuses too much on product/service selling instead of relationship-building	Focuses too much on product/service selling instead of relationship-building You personally could benefit from coaching to better help your direct reports improve in this area.	Focuses too much on product/service selling instead of relationship-building Your team could use training on this skill.	Focuses too much on product/service selling instead of relationship-building Certain members of your team could use a refresher on this skill.
Updates key buying and decision-maker notes in CRM to effectively evaluate why a deal closed or didn't	Updates key buying and decision-maker notes in CRM to effectively evaluate why a deal closed or didn't You personally could benefit from coaching to better help your direct reports improve in this area.	Updates key buying and decision-maker notes in CRM to effectively evaluate why a deal closed or didn't Your team could use training on this skill.	Updates key buying and decision-maker notes in CRM to effectively evaluate why a deal closed or didn't Certain members of your team could use a refresher on this skill.
Conducts pre-appointment research and preparation	Conducts pre-appointment research and preparation You personally could benefit from coaching to better help your direct reports improve in this area.	Conducts pre-appointment research and preparation Your team could use training on this skill.	Conducts pre-appointment research and preparation Certain members of your team could use a refresher on this skill.
Uses needs-assessments and discovery to generate solutions	Uses needs-assessments and discovery to generate solutions You personally could benefit from coaching to better help your direct reports improve in this area.	Uses needs-assessments and discovery to generate solutions Your team could use training on this skill.	Uses needs-assessments and discovery to generate solutions Certain members of your team could use a refresher on this skill.
Seldom experiences chase mode (i.e., prospects that don't return phone calls or emails)	Seldom experiences chase mode (i.e., prospects that don't return phone calls or emails) You personally could benefit from coaching to better help your direct reports improve in this area.	Seldom experiences chase mode (i.e., prospects that don't return phone calls or emails) Your team could use training on this skill.	Seldom experiences chase mode (i.e., prospects that don't return phone calls or emails) Certain members of your team could use a refresher on this skill.
Gathers appropriate information and context before presenting solutions	Gathers appropriate information and context before presenting solutions You personally could benefit from coaching to better help your direct reports improve in this area.	Gathers appropriate information and context before presenting solutions Your team could use training on this skill.	Gathers appropriate information and context before presenting solutions Certain members of your team could use a refresher on this skill.
Reads sales/ marketing/ self-improvement blogs and/or voluntarily attends professional development workshops	Reads sales/ marketing/ self-improvement blogs and/or voluntarily attends professional development workshops You personally could benefit from coaching to better help your direct reports improve in this area.	Reads sales/ marketing/ self-improvement blogs and/or voluntarily attends professional development workshops Your team could use training on this skill.	Reads sales/ marketing/ self-improvement blogs and/or voluntarily attends professional development workshops Certain members of your team could use a refresher on this skill.
Seeks out wisdom and advice from peers and mentors in order to improve their personal and professional skills	Seeks out wisdom and advice from peers and mentors in order to improve their personal and professional skills You personally could benefit from coaching to better help your direct reports improve in this area.	Seeks out wisdom and advice from peers and mentors in order to improve their personal and professional skills Your team could use training on this skill.	Seeks out wisdom and advice from peers and mentors in order to improve their personal and professional skills Certain members of your team could use a refresher on this skill.
Good at identifying which areas they need additional training or coaching	Good at identifying which areas they need additional training or coaching You personally could benefit from coaching to better help your direct reports improve in this area.	Good at identifying which areas they need additional training or coaching Your team could use training on this skill.	Good at identifying which areas they need additional training or coaching Certain members of your team could use a refresher on this skill.
Creates an awesome buying experience	Creates an awesome buying experience You personally could benefit from coaching to better help your direct reports improve in this area.	Creates an awesome buying experience Your team could use training on this skill.	Creates an awesome buying experience Certain members of your team could use a refresher on this skill.

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* 11. Time Management and Prospecting (Select all boxes that apply)

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* 12. Sales Emotional Intelligence (Select all boxes that apply)

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* 13. Have you personally had leadership training at all?

Yes

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* 14. Did you receive leadership training when you were promoted?

Yes

N/A

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* 15. When is the last time the team has had training or coaching from a different voice?

6 months ago

1 year ago

2-3 years ago

4 years or more

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* 16. Do you feel comfortable delegating tasks to an assistant or certain members of your team?

Yes

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* 17. Please indicate if the majority of your team:

	Never	Seldom	Sometimes	Often	Always
Feels comfortable providing you unsolicited feedback on how you could do better for them	Feels comfortable providing you unsolicited feedback on how you could do better for them Never	Feels comfortable providing you unsolicited feedback on how you could do better for them Seldom	Feels comfortable providing you unsolicited feedback on how you could do better for them Sometimes	Feels comfortable providing you unsolicited feedback on how you could do better for them Often	Feels comfortable providing you unsolicited feedback on how you could do better for them Always
Avoids making excuses when they aren’t hitting their goals or executing on the behaviors you expect of them	Avoids making excuses when they aren’t hitting their goals or executing on the behaviors you expect of them Never	Avoids making excuses when they aren’t hitting their goals or executing on the behaviors you expect of them Seldom	Avoids making excuses when they aren’t hitting their goals or executing on the behaviors you expect of them Sometimes	Avoids making excuses when they aren’t hitting their goals or executing on the behaviors you expect of them Often	Avoids making excuses when they aren’t hitting their goals or executing on the behaviors you expect of them Always
Receives overall performance coaching on a quarterly or monthly basis	Receives overall performance coaching on a quarterly or monthly basis Never	Receives overall performance coaching on a quarterly or monthly basis Seldom	Receives overall performance coaching on a quarterly or monthly basis Sometimes	Receives overall performance coaching on a quarterly or monthly basis Often	Receives overall performance coaching on a quarterly or monthly basis Always
Receives call coaching	Receives call coaching Never	Receives call coaching Seldom	Receives call coaching Sometimes	Receives call coaching Often	Receives call coaching Always
Receives presentation/field coaching	Receives presentation/field coaching Never	Receives presentation/field coaching Seldom	Receives presentation/field coaching Sometimes	Receives presentation/field coaching Often	Receives presentation/field coaching Always
Embraces changes in regards to quotas, marketing strategies or company policies	Embraces changes in regards to quotas, marketing strategies or company policies Never	Embraces changes in regards to quotas, marketing strategies or company policies Seldom	Embraces changes in regards to quotas, marketing strategies or company policies Sometimes	Embraces changes in regards to quotas, marketing strategies or company policies Often	Embraces changes in regards to quotas, marketing strategies or company policies Always
Engages and consistently participating during sales meetings	Engages and consistently participating during sales meetings Never	Engages and consistently participating during sales meetings Seldom	Engages and consistently participating during sales meetings Sometimes	Engages and consistently participating during sales meetings Often	Engages and consistently participating during sales meetings Always
Follows-up consistently with their clients	Follows-up consistently with their clients Never	Follows-up consistently with their clients Seldom	Follows-up consistently with their clients Sometimes	Follows-up consistently with their clients Often	Follows-up consistently with their clients Always
Follows-up consistently with their prospects	Follows-up consistently with their prospects Never	Follows-up consistently with their prospects Seldom	Follows-up consistently with their prospects Sometimes	Follows-up consistently with their prospects Often	Follows-up consistently with their prospects Always

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* 18. Indicate how frequently you deal with the following challenges:

	Never	Seldom	Sometimes	Often	Always
Having the same conversations over and over again without any uptick in results	Having the same conversations over and over again without any uptick in results Never	Having the same conversations over and over again without any uptick in results Seldom	Having the same conversations over and over again without any uptick in results Sometimes	Having the same conversations over and over again without any uptick in results Often	Having the same conversations over and over again without any uptick in results Always
Consistently lackluster performance from under-motivated or complacent team members	Consistently lackluster performance from under-motivated or complacent team members Never	Consistently lackluster performance from under-motivated or complacent team members Seldom	Consistently lackluster performance from under-motivated or complacent team members Sometimes	Consistently lackluster performance from under-motivated or complacent team members Often	Consistently lackluster performance from under-motivated or complacent team members Always
Spending too much of your own time and energy fixing problems for your team	Spending too much of your own time and energy fixing problems for your team Never	Spending too much of your own time and energy fixing problems for your team Seldom	Spending too much of your own time and energy fixing problems for your team Sometimes	Spending too much of your own time and energy fixing problems for your team Often	Spending too much of your own time and energy fixing problems for your team Always
Feeling spread too thin because one or more team members is helpless and constantly looking to you for help	Feeling spread too thin because one or more team members is helpless and constantly looking to you for help Never	Feeling spread too thin because one or more team members is helpless and constantly looking to you for help Seldom	Feeling spread too thin because one or more team members is helpless and constantly looking to you for help Sometimes	Feeling spread too thin because one or more team members is helpless and constantly looking to you for help Often	Feeling spread too thin because one or more team members is helpless and constantly looking to you for help Always

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* 19. Think about tough situations you have faced in the last 6 months that required you to make a difficult decision about people (let someone go, make compensation decisions etc.) Were there times when you avoided or deferred making a tough decision?

Yes

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* 20. Think about your answer to the previous question. For you, was your behavior in this scenario the exception or the norm? (ie. do you always act in this way, or was this a rare situation?)

Exception

Norm

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* 21. Think about an underperformer on your team. Were there times when you avoided or deferred dealing effectively with this underperformer?

Yes

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* 22. What is your primary professional motivator?

Money

Career progression

Passion for the work

People you work with

Other (please specify)