* 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.

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

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>Intrapreneurship, 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.

* 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
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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 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.

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

* 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)

* (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.