Sales Self-Assessment Survey 9-2022

ACCOUNT, TERRITORY, KEY ACCOUNT MANAGERS

Sales Core Competencies, Knowledge and Skills define what is required to execute at a world class level. Consider your knowledge and skills for each element, the quality of your output, as well as how consistently you utilize the skills on a daily basis, and select a rating.

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* 1. Your name?

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* 2. Your company name?

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* 3. Your job title?

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* 4. Your email address?

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* 5. Your Location? (city/state/country)

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* 6. Sales Planning is robust, consistently meets sales/business objectives

	Demonstrated mastery of skill; consistent utilization, delivers high quality results	Basic working knowledge of skill, inconsistent utilization , sub-optimal results	Minimal knowledge of skill, sporadic utilization with unpredictable results	No knowledge of skill	N/A
Territory/account plan includes opportunity map, target accounts, forecast, sales strategies, tactics and resource requirements	Territory/account plan includes opportunity map, target accounts, forecast, sales strategies, tactics and resource requirements Demonstrated mastery of skill; consistent utilization, delivers high quality results	Territory/account plan includes opportunity map, target accounts, forecast, sales strategies, tactics and resource requirements Basic working knowledge of skill, inconsistent utilization , sub-optimal results	Territory/account plan includes opportunity map, target accounts, forecast, sales strategies, tactics and resource requirements Minimal knowledge of skill, sporadic utilization with unpredictable results	Territory/account plan includes opportunity map, target accounts, forecast, sales strategies, tactics and resource requirements No knowledge of skill	Territory/account plan includes opportunity map, target accounts, forecast, sales strategies, tactics and resource requirements N/A
Ensures that the sales plan and sales activities are consistent with overall business goals.	Ensures that the sales plan and sales activities are consistent with overall business goals. Demonstrated mastery of skill; consistent utilization, delivers high quality results	Ensures that the sales plan and sales activities are consistent with overall business goals. Basic working knowledge of skill, inconsistent utilization , sub-optimal results	Ensures that the sales plan and sales activities are consistent with overall business goals. Minimal knowledge of skill, sporadic utilization with unpredictable results	Ensures that the sales plan and sales activities are consistent with overall business goals. No knowledge of skill	Ensures that the sales plan and sales activities are consistent with overall business goals. N/A
Reviews and updates the sales plan on a regular basis to reflect progress and take corrective actions as necessary	Reviews and updates the sales plan on a regular basis to reflect progress and take corrective actions as necessary Demonstrated mastery of skill; consistent utilization, delivers high quality results	Reviews and updates the sales plan on a regular basis to reflect progress and take corrective actions as necessary Basic working knowledge of skill, inconsistent utilization , sub-optimal results	Reviews and updates the sales plan on a regular basis to reflect progress and take corrective actions as necessary Minimal knowledge of skill, sporadic utilization with unpredictable results	Reviews and updates the sales plan on a regular basis to reflect progress and take corrective actions as necessary No knowledge of skill	Reviews and updates the sales plan on a regular basis to reflect progress and take corrective actions as necessary N/A
Competition is understood, and sales plans are developed and executed to win share as well as defend against share loss	Competition is understood, and sales plans are developed and executed to win share as well as defend against share loss Demonstrated mastery of skill; consistent utilization, delivers high quality results	Competition is understood, and sales plans are developed and executed to win share as well as defend against share loss Basic working knowledge of skill, inconsistent utilization , sub-optimal results	Competition is understood, and sales plans are developed and executed to win share as well as defend against share loss Minimal knowledge of skill, sporadic utilization with unpredictable results	Competition is understood, and sales plans are developed and executed to win share as well as defend against share loss No knowledge of skill	Competition is understood, and sales plans are developed and executed to win share as well as defend against share loss N/A

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* 7. Sales Pipeline is managed effectively to ensure that revenue expectations are met.

	Demonstrated mastery of skill; consistent utilization, delivers high quality results	Basic working knowledge of skill, inconsistent utilization , sub-optimal results	Minimal knowledge of skill, sporadic utilization with unpredictable results	No knowledge of skill	N/A
Identifies, qualifies and prioritizes leads, and develops sales tactics to maintain a robust opportunity funnel	Identifies, qualifies and prioritizes leads, and develops sales tactics to maintain a robust opportunity funnel Demonstrated mastery of skill; consistent utilization, delivers high quality results	Identifies, qualifies and prioritizes leads, and develops sales tactics to maintain a robust opportunity funnel Basic working knowledge of skill, inconsistent utilization , sub-optimal results	Identifies, qualifies and prioritizes leads, and develops sales tactics to maintain a robust opportunity funnel Minimal knowledge of skill, sporadic utilization with unpredictable results	Identifies, qualifies and prioritizes leads, and develops sales tactics to maintain a robust opportunity funnel No knowledge of skill	Identifies, qualifies and prioritizes leads, and develops sales tactics to maintain a robust opportunity funnel N/A
Sales cycle, win ratios and probabilities are utilized to develop a pipeline that exceeds sales target by 3-4X to ensure revenue goals are met	Sales cycle, win ratios and probabilities are utilized to develop a pipeline that exceeds sales target by 3-4X to ensure revenue goals are met Demonstrated mastery of skill; consistent utilization, delivers high quality results	Sales cycle, win ratios and probabilities are utilized to develop a pipeline that exceeds sales target by 3-4X to ensure revenue goals are met Basic working knowledge of skill, inconsistent utilization , sub-optimal results	Sales cycle, win ratios and probabilities are utilized to develop a pipeline that exceeds sales target by 3-4X to ensure revenue goals are met Minimal knowledge of skill, sporadic utilization with unpredictable results	Sales cycle, win ratios and probabilities are utilized to develop a pipeline that exceeds sales target by 3-4X to ensure revenue goals are met No knowledge of skill	Sales cycle, win ratios and probabilities are utilized to develop a pipeline that exceeds sales target by 3-4X to ensure revenue goals are met N/A
Understands the hurdles for the different stages of the sales cycle and is skilled at moving opportunities through the funnel in the product/market appropriate time frame	Understands the hurdles for the different stages of the sales cycle and is skilled at moving opportunities through the funnel in the product/market appropriate time frame Demonstrated mastery of skill; consistent utilization, delivers high quality results	Understands the hurdles for the different stages of the sales cycle and is skilled at moving opportunities through the funnel in the product/market appropriate time frame Basic working knowledge of skill, inconsistent utilization , sub-optimal results	Understands the hurdles for the different stages of the sales cycle and is skilled at moving opportunities through the funnel in the product/market appropriate time frame Minimal knowledge of skill, sporadic utilization with unpredictable results	Understands the hurdles for the different stages of the sales cycle and is skilled at moving opportunities through the funnel in the product/market appropriate time frame No knowledge of skill	Understands the hurdles for the different stages of the sales cycle and is skilled at moving opportunities through the funnel in the product/market appropriate time frame N/A
Understands different levels of risk associated with different stages of the sales cycle, and develops mitigation plan to minimize revenue risk	Understands different levels of risk associated with different stages of the sales cycle, and develops mitigation plan to minimize revenue risk Demonstrated mastery of skill; consistent utilization, delivers high quality results	Understands different levels of risk associated with different stages of the sales cycle, and develops mitigation plan to minimize revenue risk Basic working knowledge of skill, inconsistent utilization , sub-optimal results	Understands different levels of risk associated with different stages of the sales cycle, and develops mitigation plan to minimize revenue risk Minimal knowledge of skill, sporadic utilization with unpredictable results	Understands different levels of risk associated with different stages of the sales cycle, and develops mitigation plan to minimize revenue risk No knowledge of skill	Understands different levels of risk associated with different stages of the sales cycle, and develops mitigation plan to minimize revenue risk N/A
Updates lead/contact management system to track progress.	Updates lead/contact management system to track progress. Demonstrated mastery of skill; consistent utilization, delivers high quality results	Updates lead/contact management system to track progress. Basic working knowledge of skill, inconsistent utilization , sub-optimal results	Updates lead/contact management system to track progress. Minimal knowledge of skill, sporadic utilization with unpredictable results	Updates lead/contact management system to track progress. No knowledge of skill	Updates lead/contact management system to track progress. N/A

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* 8. Forecasting process is robust, output is high quality and high degree of accuracy

	Demonstrated mastery of skill; consistent utilization, delivers high quality results	Basic working knowledge of skill, inconsistent utilization , sub-optimal results	Minimal knowledge of skill, sporadic utilization with unpredictable results	No knowledge of skill	N/A
Utilizes historical sales data, as well as a method to forecast opportunities in the sales funnel, with clear tangible framework for timing and probability	Utilizes historical sales data, as well as a method to forecast opportunities in the sales funnel, with clear tangible framework for timing and probability Demonstrated mastery of skill; consistent utilization, delivers high quality results	Utilizes historical sales data, as well as a method to forecast opportunities in the sales funnel, with clear tangible framework for timing and probability Basic working knowledge of skill, inconsistent utilization , sub-optimal results	Utilizes historical sales data, as well as a method to forecast opportunities in the sales funnel, with clear tangible framework for timing and probability Minimal knowledge of skill, sporadic utilization with unpredictable results	Utilizes historical sales data, as well as a method to forecast opportunities in the sales funnel, with clear tangible framework for timing and probability No knowledge of skill	Utilizes historical sales data, as well as a method to forecast opportunities in the sales funnel, with clear tangible framework for timing and probability N/A
Provides realistic sales forecasts to management with periodic reviews and communicates any significant changes or developments, minimizing unexpected revenue misses	Provides realistic sales forecasts to management with periodic reviews and communicates any significant changes or developments, minimizing unexpected revenue misses Demonstrated mastery of skill; consistent utilization, delivers high quality results	Provides realistic sales forecasts to management with periodic reviews and communicates any significant changes or developments, minimizing unexpected revenue misses Basic working knowledge of skill, inconsistent utilization , sub-optimal results	Provides realistic sales forecasts to management with periodic reviews and communicates any significant changes or developments, minimizing unexpected revenue misses Minimal knowledge of skill, sporadic utilization with unpredictable results	Provides realistic sales forecasts to management with periodic reviews and communicates any significant changes or developments, minimizing unexpected revenue misses No knowledge of skill	Provides realistic sales forecasts to management with periodic reviews and communicates any significant changes or developments, minimizing unexpected revenue misses N/A

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* 9. Time management is effectively balanced between existing accounts to maintain market share, and new opportunities to drive share gain and meet sales targets

	Demonstrated mastery of skill; consistent utilization, delivers high quality results	Basic working knowledge of skill, inconsistent utilization , sub-optimal results	Minimal knowledge of skill, sporadic utilization with unpredictable results	No knowledge of skill	N/A
Sales time/tactics are balanced between prospecting for new customers, managing current opportunities in the sales funnel while providing support and management of existing accounts	Sales time/tactics are balanced between prospecting for new customers, managing current opportunities in the sales funnel while providing support and management of existing accounts Demonstrated mastery of skill; consistent utilization, delivers high quality results	Sales time/tactics are balanced between prospecting for new customers, managing current opportunities in the sales funnel while providing support and management of existing accounts Basic working knowledge of skill, inconsistent utilization , sub-optimal results	Sales time/tactics are balanced between prospecting for new customers, managing current opportunities in the sales funnel while providing support and management of existing accounts Minimal knowledge of skill, sporadic utilization with unpredictable results	Sales time/tactics are balanced between prospecting for new customers, managing current opportunities in the sales funnel while providing support and management of existing accounts No knowledge of skill	Sales time/tactics are balanced between prospecting for new customers, managing current opportunities in the sales funnel while providing support and management of existing accounts N/A
Customer and opportunity milestones are proactively managed and scheduled for the duration of the sales cycle	Customer and opportunity milestones are proactively managed and scheduled for the duration of the sales cycle Demonstrated mastery of skill; consistent utilization, delivers high quality results	Customer and opportunity milestones are proactively managed and scheduled for the duration of the sales cycle Basic working knowledge of skill, inconsistent utilization , sub-optimal results	Customer and opportunity milestones are proactively managed and scheduled for the duration of the sales cycle Minimal knowledge of skill, sporadic utilization with unpredictable results	Customer and opportunity milestones are proactively managed and scheduled for the duration of the sales cycle No knowledge of skill	Customer and opportunity milestones are proactively managed and scheduled for the duration of the sales cycle N/A

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* 10. Prospecting for new business continually feeds the front end of the sales funnel with high quality opportunities

	Demonstrated mastery of skill; consistent utilization, delivers high quality results	Basic working knowledge of skill, inconsistent utilization , sub-optimal results	Minimal knowledge of skill, sporadic utilization with unpredictable results	No knowledge of skill	N/A
Prospects across the installed base and in new accounts to ensure that target opportunities are identified and developed.	Prospects across the installed base and in new accounts to ensure that target opportunities are identified and developed. Demonstrated mastery of skill; consistent utilization, delivers high quality results	Prospects across the installed base and in new accounts to ensure that target opportunities are identified and developed. Basic working knowledge of skill, inconsistent utilization , sub-optimal results	Prospects across the installed base and in new accounts to ensure that target opportunities are identified and developed. Minimal knowledge of skill, sporadic utilization with unpredictable results	Prospects across the installed base and in new accounts to ensure that target opportunities are identified and developed. No knowledge of skill	Prospects across the installed base and in new accounts to ensure that target opportunities are identified and developed. N/A
Sales from new customers represents >10% of revenues year after year (New Customer Vitality)	Sales from new customers represents >10% of revenues year after year (New Customer Vitality) Demonstrated mastery of skill; consistent utilization, delivers high quality results	Sales from new customers represents >10% of revenues year after year (New Customer Vitality) Basic working knowledge of skill, inconsistent utilization , sub-optimal results	Sales from new customers represents >10% of revenues year after year (New Customer Vitality) Minimal knowledge of skill, sporadic utilization with unpredictable results	Sales from new customers represents >10% of revenues year after year (New Customer Vitality) No knowledge of skill	Sales from new customers represents >10% of revenues year after year (New Customer Vitality) N/A

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* 11. Customer management reaches deep and across the organization, and leverages key customer metrics for entry points into the account

	Demonstrated mastery of skill; consistent utilization, delivers high quality results	Basic working knowledge of skill, inconsistent utilization , sub-optimal results	Minimal knowledge of skill, sporadic utilization with unpredictable results	No knowledge of skill	N/A
Builds relationships at multiple levels of account and across all functions.	Builds relationships at multiple levels of account and across all functions. Demonstrated mastery of skill; consistent utilization, delivers high quality results	Builds relationships at multiple levels of account and across all functions. Basic working knowledge of skill, inconsistent utilization , sub-optimal results	Builds relationships at multiple levels of account and across all functions. Minimal knowledge of skill, sporadic utilization with unpredictable results	Builds relationships at multiple levels of account and across all functions. No knowledge of skill	Builds relationships at multiple levels of account and across all functions. N/A
Fluent in key customer metrics and financials such that value proposition can be customized to resonate across customer organization	Fluent in key customer metrics and financials such that value proposition can be customized to resonate across customer organization Demonstrated mastery of skill; consistent utilization, delivers high quality results	Fluent in key customer metrics and financials such that value proposition can be customized to resonate across customer organization Basic working knowledge of skill, inconsistent utilization , sub-optimal results	Fluent in key customer metrics and financials such that value proposition can be customized to resonate across customer organization Minimal knowledge of skill, sporadic utilization with unpredictable results	Fluent in key customer metrics and financials such that value proposition can be customized to resonate across customer organization No knowledge of skill	Fluent in key customer metrics and financials such that value proposition can be customized to resonate across customer organization N/A

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* 12. Negotiating and Closing Sales

	Demonstrated mastery of skill; consistent utilization, delivers high quality results	Basic working knowledge of skill, inconsistent utilization , sub-optimal results	Minimal knowledge of skill, sporadic utilization with unpredictable results	No knowledge of skill	N/A
Builds commitment and closure at each stage of the sales process.	Builds commitment and closure at each stage of the sales process. Demonstrated mastery of skill; consistent utilization, delivers high quality results	Builds commitment and closure at each stage of the sales process. Basic working knowledge of skill, inconsistent utilization , sub-optimal results	Builds commitment and closure at each stage of the sales process. Minimal knowledge of skill, sporadic utilization with unpredictable results	Builds commitment and closure at each stage of the sales process. No knowledge of skill	Builds commitment and closure at each stage of the sales process. N/A
Understands the customer needs as well as the deal framework requirements of company and works towards a win-win scenario	Understands the customer needs as well as the deal framework requirements of company and works towards a win-win scenario Demonstrated mastery of skill; consistent utilization, delivers high quality results	Understands the customer needs as well as the deal framework requirements of company and works towards a win-win scenario Basic working knowledge of skill, inconsistent utilization , sub-optimal results	Understands the customer needs as well as the deal framework requirements of company and works towards a win-win scenario Minimal knowledge of skill, sporadic utilization with unpredictable results	Understands the customer needs as well as the deal framework requirements of company and works towards a win-win scenario No knowledge of skill	Understands the customer needs as well as the deal framework requirements of company and works towards a win-win scenario N/A
Creates a sense of urgency to close the sale; asks for the order	Creates a sense of urgency to close the sale; asks for the order Demonstrated mastery of skill; consistent utilization, delivers high quality results	Creates a sense of urgency to close the sale; asks for the order Basic working knowledge of skill, inconsistent utilization , sub-optimal results	Creates a sense of urgency to close the sale; asks for the order Minimal knowledge of skill, sporadic utilization with unpredictable results	Creates a sense of urgency to close the sale; asks for the order No knowledge of skill	Creates a sense of urgency to close the sale; asks for the order N/A