Sales Team Analysis

This survey has been designed to assess the level of success potential your sales team has in its current state in terms of the Five Components of Superior Sales Teams.

The Right People for Your Product

Performance
The performance of the sales reps ranges from poor to excellent.  
 
Selection Process
Despite the selection process steps we take when hiring, there still remains a range of low to high quality reps within the team.  
 
Sales Results
If I could improve the key sales activities of the reps by 20% it would greatly impact sales results.  
 
Recruiting
We have a proven recruiting system that identifies the key characteristics of top performers that will match our product, company, culture, and client's styles.  
 
Productivity
If I could improve the productivity of the lower to mid-range reps to match the top performers it would dramatically increase sales results.  

Engagement

Enthusiasm
The sales reps and leaders show high levels of enthusiasm and excitement on a daily basis.
seldom often always
 
Focus
The sales reps and leaders resist distractions and find it easy to stay focused on their targets.
seldom often always
 
Effort
The sales reps and leaders devote discretionary effort to their sales activities, problem solving outside of 9-5 hours.
seldom often always
 
Customer Satisfaction Levels
Customer satisfaction levels are increasing every year due to the high level of engagement of the team directly with the clients.
seldom often always
 
Commitment
The sales reps and leaders are committed to excellence and behave in a personally and professionally secure manner, comfortable with the expectations placed upon them.
seldom often always

Personal Accountability

Blame
The sales reps never blame other departments or customers for their problems.
seldom often always
 
Client Focus
The sales reps are focused on serving the needs of the client and always go the extra mile to ensure a high level of satisfaction.
seldom often always
 
Situations
The sales reps respond to sales and service challenges as opportunities to build a stronger relationship with the client.
seldom often always
 
Ownership
The sales reps take 100% responsibility for their sales results without any excuses.
seldom often always
 
Adaptability
The sales reps are highly adaptable to the company, product, and marketplace changes that occur regularly and don't complain about these issues that affect their job.
seldom often always

Strategic Sales Skills

Goals and Action Plans
The sales reps set and implement goals and action plans on a daily, weekly, and monthly basis to ensure their success.
seldom often always
 
Sales Success Ratios
The sales reps are continually improving their sales conversion ratios from contact/appointment/ presentation/ close to at least 75% closed.
seldom often always
 
Time Management
The sales reps make optimum use of their selling time each day and plan their time accordingly.
seldom often always
 
Profiling Profitable Clients
We have a profile of the most highly profitable clients and we build the client base with these types of prospects only.
seldom often always
 
Prospecting
The sales reps are strong at prospecting for brand new business.
seldom often always
 
Needs Analysis
The sales reps engage in a consistent, proven discovery process with prospects ensure we are proposing solutions that meet their needs.
seldom often always
 
Cross-Selling and Up-Selling Accounts
The sales reps are focused on up-selling and cross selling current clients to fully round out the accounts, and have a business strategy to do so.
seldom often always
 
Qualified Referrals
A large percent of our new clients are sourced from qualified referrals from existing accounts to build new business faster.
seldom often always
 
Building Value Over Price
The sales reps give convincing benefits presentations that build value over price so that price is rarely an issue.
seldom often always
 
Handling Objections
The team members are effective at overcoming price and other most common objections.
seldom often always
 

Highly Effective Leadership

Listens to Others
The sales leaders listen to all points of view with an open mind, soliciting ideas and suggestions from the team members.
seldom often always
 
Processes Information
The sales leaders consider the pros and cons, as well as short and long-term consequences, of decisions.
seldom often always
 
Communicates Effectively
The sales leaders communicate in a straightforward manner, even when dealing with sensitive topics until everyone understands.
seldom often always
 
Client Focus
The sales leaders consistently keep the focus on the client's needs whether in front of team members, or behind the scenes.
seldom often always
 
Coaching and Developing Others
The sales leaders are effective coaches when mentoring the team members on the sales process and how to improve their selling and relationship building skills.
seldom often always
 
Empowerment
The sales leaders empower their people to find creative solutions to problems and allow them to independently fulfill their responsibilities.
seldom often always
 
Adaptability
The sales leaders take personal responsibility for their own responses to changes within the company and marketplace in order to keep up the morale of the team, not complaining and blaming others.
seldom often always
 
Task Management
The sales leaders avoid procrastination, setting priorities and tackling assignments accordingly.
seldom often always
 
Personal Development
The sales leaders maintain a consistently high energy level, and identify and take personal responsibility to pursue resources needed to improve their personal performance as a leader and a coach.
seldom often always
 
Role Modeling
The sales leaders are strong role models of an established sales process when on joint client calls that the team members can emulate.
seldom often always
 

What are your three greatest challenges with your team in meeting or exceeding your sales targets this year?

What results would you achieve if you were to overcome it?

What difference would it make to you personally if you were to achieve these results?

What are your key performance indicators that would indicate success?

What would need to happen (or change) within your team that would justify an investment?

Are you currently using a CRM or Sales Management System, and/or an incentive program?

Please provide the following information. Fields indicated with an * are required.