Entrepreneur 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. Time Management

9
8
7
6
5
4
3
2
1

We can’t manage time. We all have the same amount of time in a day. We have the ability to prioritize and do what is truly necessary, or choose to put off what is invaluable.

How important is having the ability to manage time effectively and prioritizing to you?

2. 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 a consistent prospecting plan (so sales don’t go up one month and dip down the next month) to you?

3. Too Many Bids and Proposals

9
8
7
6
5
4
3
2
1

This competency reflects the ability to pre-qualify a prospect, so as not to prepare proposals that have little chance to turn into a sale. Having a true process to rely on to know what the chances are before we put time and energy into the proposal.

How important is having a process to eliminate proposals unlikely to close upfront before time is wasted?

4. Vulnerability to ‘Think it Over’

9
8
7
6
5
4
3
2
1

Getting an “I’ll think it over” is probably the worst outcome in a sales situation, because we really have no way of gauging if it is truly being considered or is actually an excuse. This wastes time, energy, and keeps us “following up” which doesn’t allow us enough time to go after true prospects that are going to close.

How important is being able to know the difference between a “think it over” and a true prospect to you?

5. 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 being in control of the sale and knowing what to do next to you?

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?

6. Time Management

9
8
7
6
5
4
3
2
1

We can’t manage time. We all have the same amount of time in a day. We have the ability to prioritize and do what is truly necessary, or choose to put off what is invaluable.

How effective are you at manage time effectively and prioritizing?

7. 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 are you at consistent prospecting?

8. Too Many Bids and Proposals

9
8
7
6
5
4
3
2
1

This competency reflects the ability to pre-qualify a prospect, so as not to prepare proposals that have little chance to turn into a sale. Having a true process to rely on to know what the chances are before we put time and energy into the proposal.

How effective are you at having a process to eliminate proposals unlikely to close upfront before time is wasted?

9. Vulnerability to ‘Think it Over’

9
8
7
6
5
4
3
2
1

Getting an “I’ll think it over” is probably the worst outcome in a sales situation, because we really have no way of gauging if it is truly being considered or is actually an excuse. This wastes time, energy, and keeps us “following up” which doesn’t allow us enough time to go after true prospects that are going to close.

How effective are you at distinguishing the difference between a “think it over” and a true prospect?

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 effective are you at being in control of the sale and knowing what to do next?

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.