The paperclips didn't need a sales pitch. Neither do your clients.

Corporate Sales Assessment

Importance

Rate these core competencies on a scale of 1-10 (1 being not at all important and 10 being extremely important) based on the following definitions;

Importance - How important is the particular competency to you/your organization in order to be successful?

1. Leadership

9
8
7
6
5
4
3
2
1

Leadership consists of structured coaching, creating accountability that can be tracked, consistent recruiting efforts, and the ability to motivate different types of salespeople. Don’t assume management is the same as leadership; it is not.

How important is leadership to your organization?

2. Forecasting

9
8
7
6
5
4
3
2
1

Forecasting sales allows you to calculate revenue for an efficient top and bottom line revenue projection. The ability to trust the projected revenue numbers for closed sales from the sales department allows for effective planning.

How important is forecasting to your organization?

3. Goals

9
8
7
6
5
4
3
2
1

True goals have specific, measureable, and time targeted objectives for both individuals and for the company as a whole. Tracking progress towards those goals for better accountability and forecasting is part of the “goal setting” process. For Goals to be taken seriously, they must be in writing and followed up on regularly. This helps keep everyone on track and helps the organization plan appropriately based on these goals.

How important is goal-setting to your organization?

4. Accountability

9
8
7
6
5
4
3
2
1

Accountability is creating clear expectations and holding salespeople to that standard. Being held accountable for results also creates urgency, focus, and a positive pressure to perform. Accountability takes away the “grey” area and truly measures success in three distinct areas; Attitude, Activities, and Approach. How important is it for your people to get straight “A’s?”

How important is accountability to your organization?

5. Training

9
8
7
6
5
4
3
2
1

To grow, organizations must utilize their greatest source of power - the power to increase sales performance by developing their people, not just their product knowledge. An on-going, reinforcement training program includes a true sales process and steps for management to better lead your people to success; not just for new employees, but for the existing sales team as well.

How important is training to your organization?

6. Prospecting

9
8
7
6
5
4
3
2
1

Prospecting effectively is identifying and finding new prospects on a regular basis, not just when the sales funnel is “drying up.” These activities are on-going, consistent business development activities that may include (but are not limited to) cold calling, networking, asking for referrals, follow up phone calls, etc. and a plan to follow for each.

How important is prospecting to your organization?

7. Up-selling or Cross-selling

9
8
7
6
5
4
3
2
1

Up-selling/Cross-selling is selling additional products or services to existing clients. The ability to assess the needs of a client and sell additional products or services based on those needs rounding out the account, giving you more of a connection through additional products and services.

How important is up-selling/cross-selling to your organization?

8. Commitment

9
8
7
6
5
4
3
2
1

Commitment is the “fire-in-the-belly” hunger that drives salespeople to greatness. A committed salesperson will do whatever it takes to make it happen.

How important is commitment to your organization?

9. Hiring

9
8
7
6
5
4
3
2
1

Hiring consists of attracting and retaining good sales people on an on-going basis, always looking for someone better than your best salesperson. Proper hiring should include these 5 steps;

  • Identifying what an ideal candidate actually looks like in your organization
  • Searching properly for the candidates
  • Pre-qualifying the candidate as not to waste time with the wrong ones
  • Assessing the candidate with the proper tools to eliminate pure subjectivity in hiring
  • In-person interview

How important is hiring to your organization?

10. Sales Process

9
8
7
6
5
4
3
2
1

A sales process includes steps like; regular prospecting, “interviewing” your prospect to uncover the “real issue” of why he might need your product or service, proper follow-up, and actually closing the sale.

How important is having a sales process to your organization?

Effective

Rate these core competencies on a scale of 1-10 (1 being not at all effective and 10 being extremely effective) based on the following definitions;

Effective - How effective is your organization at each of the following competencies currently?

11. Leadership

9
8
7
6
5
4
3
2
1

Leadership consists of structured coaching, creating accountability that can be tracked, consistent recruiting efforts, and the ability to motivate different types of salespeople. Don’t assume management is the same as leadership; it is not.

How effective is your organization at leadership?

12. Forecasting

9
8
7
6
5
4
3
2
1

Forecasting sales allows you to calculate revenue for an efficient top and bottom line projection. The ability to trust the projected revenue numbers for closed sales from the sales department allows for effective planning.

How effective is your organization at forecasting?

13. Goals

9
8
7
6
5
4
3
2
1

True goals have specific, measureable, and time targeted objectives for both individuals and for the company as a whole. Tracking progress towards those goals for better accountability and forecasting is part of the “goal setting” process.

How effective is your organization at setting goals?

14. Accountability

9
8
7
6
5
4
3
2
1

Accountability is creating clear expectations and holding salespeople to that standard. Being held accountable for results also creates urgency, focus, and a positive pressure to perform. Accountability takes away the “grey” area and truly measures success in three distinct areas; Attitude, Activities, and Approach. Do your people get straight “A’s?”

How effective is your organization at accountability?

15. Training

9
8
7
6
5
4
3
2
1

To grow, organizations must utilize their greatest source of power - the power to increase sales performance by developing their people, not just their product knowledge. An on-going, reinforcement training program includes a true sales process and steps for management to better lead your people to success; not just for new employees, but for the existing sales team as well.

How effective is your organization at training?

16. Prospecting

9
8
7
6
5
4
3
2
1

Prospecting effectively is identifying and finding new prospects on a regular basis, not just when the sales funnel is “drying up.” These activities are on-going, consistent business development activities that may include (but are not limited to) cold calling, networking, asking for referrals, follow up phone calls, etc. and a plan to follow for each.

How effective is your organization at prospecting?

17. Up-selling or Cross-selling

9
8
7
6
5
4
3
2
1

Up-selling/Cross-selling is selling additional products or services to existing clients. The ability to assess the needs of a client and sell additional products or services based on those needs rounds out the account, giving you more of a connection through additional products and services.

How effective is your organization at up-selling/cross-selling?

18. Commitment

9
8
7
6
5
4
3
2
1

Commitment is the “fire-in-the-belly” hunger that drives salespeople to greatness. A committed salesperson will do whatever it takes to make it happen.

How effective is your organization when it comes to commitment?

19. Hiring

9
8
7
6
5
4
3
2
1

Hiring consists of attracting and retaining good sales people on an on-going basis, always looking for someone better than your best salesperson. Proper hiring should include these 5 steps;

  • Identifying what an ideal candidate actually looks like in your organization
  • Searching properly for the candidates
  • Pre-qualifying the candidate as not to waste time with the wrong ones
  • Assessing the candidate with the proper tools to eliminate pure subjectivity in hiring
  • In-person interview

How effective is your organization at hiring?

20. Sales Process

9
8
7
6
5
4
3
2
1

A process includes steps like; regular prospecting, “interviewing” your prospect to uncover the “real issue” of why he might need your product or service, proper follow-up, and actually closing the sale.

How effective is your organization at employing a sales process?

Assessment Results

Thank you so much for taking our Sales Assessment. Your results will be sent to you in 12-24 hours after review. If you have any questions please email info@schulzbusiness.com or call (561) 745-8892.