Assessment ToolThis assessment tool will help us understand your sales objectives and goals, so that we can discuss further your specific needs and goals. Name * First Name Last Name Email * Phone * (###) ### #### How do you determine your company's sales objectives each year? * We don't, we just want to do better than last year We select a goal each year, but it isn't based upon specific metrics We base our objectives on our sales pipeline and the metrics we have established Are all of your sellers consistently hitting their assigned quotas? No Occasionally Yes They do not have quotas How clearly have you defined your Ideal Client? We have not defined our Ideal Client We have an idea what our Ideal Client looks like, but am not confident that everyone could define it the same Our team has been trained on how we define our Ideal Client and our website and marketing collateral supports that messaging Do you find yourself thinking about any of the following? (Check all that apply.) No proactive sales – we rely too heavily on existing customers. I don't have the bandwidth to spend the time I need to effectively manage the sales team. Company revenue is declining. We are experiencing high salesperson turnover. We do not have a clear definition of our ideal customer. I do not have confidence in our pipeline reporting and/or forecasting. Other concerns. None of the above, I am comfortable with my company's sales efforts. Do you feel you have the right salespeople, doing the right things, at the right time – can you reach your goals with them? No Yes Not Sure Which of the following methods are ways you provide feedback to your sales team? (Check all that apply.) Formal scheduled performance reviews. Informal performance reviews/discussion. Feedback on sales skills. Feedback on behavior. Feedback on other items, please specify. We do not have reviews or give feedback on performance. Which of the following best represent your company's sales process? Very informal – varies from salesperson to salesperson. Informal – sales team all follow similar steps, but not written down. Documented process with clearly defined steps, but not really followed. Formal – documented process with defined steps that everyone follows. Which of the following are measured by the company? (Check all that apply.) Average deal size Average account size Average growth by account year-over-year Average monthly recurring revenue Other We do not measure any of these Which of the following areas are your salespeople measured? (Check all that apply.) Revenue Gross profit Number of calls or meetings Call time Number of new opportunities or leads generated Number of prospects, of customers visited or reached Number of demos or presentations given How often do you have team meetings? Daily 2-4 times per week Weekly Bi-weekly Monthly Quarterly Less often How often do you have formal one-on-one meetings? Daily 2-4 times per week Weekly Bi-weekly Monthly Quarterly Less often How often do you have informal one-on-one meetings? Daily 2-4 times per week Weekly Bi-weekly Monthly Quarterly Less often How often do you have joint calls, ride-alongs or listen-ins? Daily Option 2-4 times per week Weekly Bi-weekly Monthly Quarterly Less often How often do you have forecast meetings? Daily 2-4 times per week Weekly Bi-weekly Monthly Quarterly Less often How often do you have planning meetings? Daily 2-4 times per week Weekly Bi-weekly Monthly Quarterly Less often Do you have annual sales meetings? Yes No Thank you!
