SPC Sales Organization Health Check

Check your Sales Organization's Health

See how your company stacks up in 6 key sales areas!

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* 1. Tell us about yourself.

First Name *

Last Name *

Company Name

Title

State/Province *

Email Address *

Phone Number

Question Title

* 2. Our sales strategy has been clearly defined, properly communicated and shared by everyone on the sales team.

No Clear Sales Strategy.

Semi-Clear Sales Strategy shared by some.

Clear Sales Strategy documented in writing shared by some.

Clear Sales Strategy documented in writing shared by most.

Clear Sales Strategy documented in writing shared by all.

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* 3. Our sales processes/workflows are clearly defined, properly communicated and executed by everyone on the sales team.

No clear sales processes/workflows.

Semi-clear sales processes/workflows executed by some.

Clear sales processes/workflows documented in writing shared by some.

Clear sales processes/workflows documented in writing shared by most.

Clear sales processes/workflows documented in writing shared by all.

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* 4. For each step of the sales process/workflow we have defined training modules, checklists/instruments.

No defined training modules, checklists/instruments.

Some defined training modules, checklists/instruments and some have completed some of them.

Defined training modules, checklists/instruments and some have completed them all.

Defined training modules, checklists/instruments and most have completed them all.

Defined training modules, checklists/instruments and all have completed all of them.

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* 5. Team selling within the organization is an important aspect in our sales practice.

No team selling.

Team selling is somewhat important and some are doing it.

Team selling is important and most are doing it.

Team selling is very important and all are doing it.

Team selling is very important and all are doing it and leveraging Vendor sales support.

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* 6. Our Target Market is clear, and our sales and marketing efforts are focused on it.

We have no clear Target Market.

We have a semi-clear Target Market.

We have a clear Target Market, but our sales and marketing efforts are not focused on it.

We have a clear Target Market and our sales are marketing efforts are somewhat focused on it.

We have a clear Target Market and our sales and marketing efforts are focused on it.

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* 7. Our Differentiators are clear, and all of our sales and marketing efforts communicate them.

Our Differentiators are not clear.

Our Differentiators are semi-clear.

Our Differentiators are clear, but our sales and marketing efforts don't communicate them.

Our Differentiators are clear, and our sales and marketing efforts communicate them sometimes.

We have clear Differentiators and our sales and marketing efforts communicate them.

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* 8. Our CRM tool is integral to the company, populated with relevant information and regularly updated by the sales team.

No CRM tool.

We have a CRM tool, but it is not populated with relevant information but not regularly updated by the sales team.

We have a CRM tool, and it is populated with some relevant information, and regularly updated by some.

We have a CRM tool, it is populated with relevant information and regularly updated by most.

We have a CRM tool, it is populated with relevant information and regularly updated by all.

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* 9. Each member of our sales team has a systematic account management planning process for each of their Customers.

No systematic account management planning process.

Semi-clear systematic account management planning process executed by some.

Clear systematic account management planning process executed by some.

Clear systematic account management planning process executed by most.

Clear systematic account management planning process executed by all.

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* 10. Our sales team works in a structured way (planning activity, fixing priorities for Customers and products).

No structured work planning and execution.

Unstructured work planning and execution by some.

Structured work planning and execution by some.

Structured work planning and execution by most.

Structured work planning and execution by all.

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* 11. Our sales team has a high social competence/can establish strong relationships.

None of our sales team have a high social competence/can establish strong relationships.

Some of our sales team have a high social competence, but cannot establish strong relationships.

Some of our sales team have a high social competence/can establish strong relationships.

Most of our sales team have a high social competence/can establish strong relationships.

All of our sales team have a high social competence/can establish strong relationships.

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* 12. Our sales team has a comprehensive knowledge of all of our products', services' and solutions' features and benefits and can present them to our prospects.

None of our sales team has a comprehensive knowledge of all of our products', services' and solutions' features and benefits.

Some of our sales team has some knowledge of some of our products', services' and solutions' features and benefits and can present them to our prospects.

Most of our sales team has some knowledge of some of our products', services' and solutions' features and benefits and can present them to our prospects.

All of our sales team has some knowledge of all of our products', services' and solutions' features and benefits and can present them to our prospects.

All of our sales team has a comprehensive knowledge of all of our products', services' and solutions' features and benefits and can present them to our prospects.

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* 13. Our sales team has a comprehensive knowledge of their Customer's business, processes and markets.

None of our sales team has a comprehensive knowledge of their Customer's businesses, processes and markets.

Some of our sales team has some knowledge of some of their Customer's businesses, processes and markets.

Most of our sales team has some knowledge of some of their Customer's businesses, processes and markets.

All of our sales team has some knowledge of all of their Customer's businesses, processes and markets.

All of our sales team has a comprehensive knowledge of all of their Customer's businesses, processes and markets.

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* 14. Our sales team is consultative and service-oriented.

Our sales team is neither consultative or service-oriented, but more transactional.

Some of our sales team is service-oriented.

Some of our sales team is consultative and service-oriented.

Most of our sales team is consultative and service-oriented.

All of our sales team is consultative and service-oriented.

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* 15. Our sales reps are very competent in questioning and listening.

None of our sales reps are very competent in questioning and listening.

Some of our sales reps are moderately competent in questioning and listening.

Some of our sales reps are very competent in questioning and listening.

Most of our sales reps are very competent in questioning and listening.

All of our sales reps are very competent in questioning and listening.

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* 16. Our sales reps are very competent in creating a need.

None of our sales reps are very competent in creating a need.

Some of our sales reps are moderately competent in creating a need.

Some of our sales reps are very competent in creating a need.

Most of our sales reps are very competent in creating a need.

All of our sales reps are very competent in creating a need.

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* 17. Our sales reps are very competent in making concrete our added value.

None of our sales reps are very competent in making concrete our added value.

Some of our sales reps are moderately competent in making concrete our added value.

Some of our sales reps are very competent in making concrete our added value.

Most of our sales reps are very competent in making concrete our added value.

All of our sales reps are very competent in making concrete our added value.

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* 18. Our sales reps are very competent in creating a customized offer/solution.

None of our sales reps are very competent in creating a customized offer/solution.

Some of our sales reps are moderately competent in creating a customized offer/solution.

Some of our sales reps are very competent in creating a customized offer/solution.

Most of our sales reps are very competent in creating a customized offer/solution.

All of our sales reps are very competent in creating a customized offer/solution.

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* 19. Our sales reps are very competent in handling objections and Customer resistance.

None of our sales reps are very competent in handling objections and Customer resistance.

Some of our sales reps are moderately competent in handling objections and Customer resistance.

Some of our sales reps are very competent in handling objections and Customer resistance.

Most of our sales reps are very competent in handling objections and Customer resistance.

All of our sales reps are very competent in handling objections and Customer resistance.

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* 20. Our sales reps are very competent in negotiations.

None of our sales reps are very competent in negotiations.

Some of our sales reps are moderately competent in negotiations.

Some of our sales reps are very competent in negotiations.

Most of our sales reps are very competent in negotiations.

All of our sales reps are very competent in negotiations.

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* 21. Our sales reps are very competent in conducting sales presentations.

None of our sales reps are very competent in conducting sales presentations.

Some of our sales reps are moderately competent in conducting sales presentations.

Some of our sales reps are very competent in conducting sales presentations.

Most of our sales reps are very competent in conducting sales presentations.

All of our sales reps are very competent in conducting sales presentations.

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* 22. Our sales reps are very competent in internal communications and teamwork.

None of our sales reps are very competent in internal communications and teamwork.

Some of our sales reps are moderately competent in internal communications and teamwork.

Some of our sales reps are very competent in internal communications and teamwork.

Most of our sales reps are very competent in internal communications and teamwork.

All of our sales reps are very competent in internal communications and teamwork.

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* 23. All sales meetings are on the same day and at the same time each week, have the same printed agenda, include a pipeline review for each sales rep, start on time, and end on time.

We have no regular sales meetings.

We have some regular sales meetings but no agenda and inconsistent pipeline review.

We have some regular sales meetings with a printed agenda and pipeline review.

All sales meetings are same day/time/agenda/pipeline review, but don't start or end on time.

All sales meetings are same day/time/agenda/pipeline review and start and end on time.

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* 24. Our corporate strategy defines explicit sales topics.

Our corporate strategy defines no explicit sales topics.

Our corporate strategy defines some sales topics, but they aren't explicit.

Our corporate strategy defines some sales topics, but they aren't explicit enough.

Our corporate strategy defines explicit sales topics.

Our corporate strategy defines explicit sales topics, and they are shared with and known by everyone in the organization.

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* 25. Our management team is dedicated to the sales function.

Our management team is not dedicated to the sales function.

Some of our management team is somewhat dedicated to the sales function.

Some of our management team is dedicated to the sales function.

Most of our management team is dedicated to the sales function.

All of our management team is dedicated to the sales function.

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* 26. The image of sales inside our company is excellent.

The image of sales inside our company is poor.

The image of sales inside our company is fair.

The image of sales inside our company is average.

The image of sales inside our company is good.

The image of sales inside our company is excellent.

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* 27. A Scorecard for weekly sales activity metrics and measurables is in place.

We have no sales activity Scorecard.

We monitor some numbers but they aren't weekly measurables.

We have a Scorecard to track some weekly sales activity measurables.

We have a Scorecard and track weekly sales activity measurables consistently, but don't feel we have a real pulse on our sales organization yet.

We have a Scorecard, track weekly sales activity measurables consistently and have a real pulse on our sales organization.

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* 28. We have a culture whereby every employee regards his/her self as a sales person.

We do not have a sales culture.

We have a culture whereby some employees regard themselves as a sales person.

We have a culture whereby many employees regard themselves as a sales person.

We have a culture whereby most employees regard themselves as a sales person.

We have a culture whereby all employees regard themselves as a sales person.

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* 29. All of our sales reps consistently sell a minimum of 4.5 times their yearly W2 compensation in GP.

None of our sales reps sell a minimum of 4.5 times their yearly W2 compensation in GP.

Some of our sales reps sell a minimum of 4.5 times their yearly W2 compensation in GP, but it isn't consistent.

Some of our sales reps consistently sell a minimum of 4.5 times their yearly W2 compensation in GP.

Most of our sales reps consistently sell a minimum of 4.5 times their yearly W2 compensation in GP.

All of our sales reps consistently sell a minimum of 4.5 times their yearly W2 compensation in GP.

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* 30. Our sales compensation plans are aligned with, and support our company strategy, budgets and forecasts.

Our sales compensation plans are unaligned with our company strategy, budgets and forecasts.

Some of our sales compensation plans are somewhat aligned with our company strategy, budgets and forecasts.

Some of our sales compensation plans are aligned with our company strategy, budgets and forecasts.

Most of our sales compensation plans are aligned with our company strategy, budgets and forecasts.

All of our sales compensation plans are aligned with our company strategy, budgets and forecasts.

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* 31. Our sales compensation plans include realistic quotas that our sales reps are held accountable to attaining.

Our sales compensation plans have no quotas.

Some or all of our sales compensation plans have quotas, but sales reps are not held accountable to attaining them.

Some or all of our sales compensation plans have quotas, and some sales reps are held accountable to attaining them.

Some or all of our sales compensation plans have quotas, and most sales reps are held accountable to attaining them.

All of our sales compensation plans have quotas, and all sales reps are held accountable to attaining them.