Check your Sales Organization's Health

Measuring Sales Performance

See how your company stacks up in 6 key sales areas!
 
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Tell us about yourself.

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* 1. Tell us about yourself.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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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* 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.

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

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

Our sales team is consultative and service-oriented.

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

Our sales reps are very competent in questioning and listening.

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

Our sales reps are very competent in creating a need.

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

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

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

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

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

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

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

Our sales reps are very competent in negotiations.

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

Our sales reps are very competent in conducting sales presentations.

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

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

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

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.

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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.

Our corporate strategy defines explicit sales topics.

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* 24. Our corporate strategy defines explicit sales topics.

Our management team is dedicated to the sales function.

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

The image of sales inside our company is excellent.

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

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

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

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

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

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

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

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

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

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

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

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