The CEO Diagnostic
This CEO Diagnostic is being provided to allow you, the business owner who must maintain a profitable bottom line regardless of economic conditions, market conditions, or prospect excuses. You are held accountable to the day-to-day operations of your business, your monthly expenses and meeting payroll. Your vendors and employees expect consistent performance out of you. But how accountable are those who are responsible for growing your business-Sales management and your sales team?
Allowing identified areas of inefficiency to continue is simply acceptance of the problem. By completing this diagnostic six-point sales questionnaire and five-point sales management questionnaire you will be able to determine exactly where you stand in terms of sales effectiveness and productivity, allowing you to implement methods and processes to overcome any identified weakness.
PRINT, ANSWER & FAX THIS SHEET TO 818-995-7640 FOR IMMEDIATE FEEDBACK & CHANGE YOUR SALES!
Sales Questionnaire
1. Prospecting: On a scale of 1-10, how would you rate your sales team's overall effectiveness with regard to Prospecting ? Prospecting for new business refers to proactive activity, consistency and effectiveness with regards to identifying and penetrating new business opportunities. Your decision on how to rate your group should be based on results, meaning a sufficient number of qualified new business meetings.
2. Sales Effectiveness Rating: On a scale of 1-10, how would you rate your sales team's overall effectiveness with regard to qualifying, uncovering decision-makers, holding prices, differentiating unique features, diplomatically dealing with objections, and shortening the selling cycle? A clear indication of sales ineffectiveness is over-bloated pipelines that fail to convert into paying clients.
3.a. Closing : On a scale of 1-10, how would you rate your sales team's overall effectiveness with regard to New Business Development? This question is solely geared towards their ability to identify new business opportunities and close business.
3.b. Where do you believe they should rank with regard to closing?
3.c. What would be the difference in sales revenue if you could close this gap?
4. Time Spent Selling: How much time (on a percentage basis) does your sales team spend engaging in actual sales activity? Time spent selling is not time spent checking e-mail, chasing procrastinators, or writing proposals with little or no criteria. Time spent selling is eye-to-eye, one-on-one selling with new prospects
5. Attitudinal Rating: On a scale of 1-10, how would you rate your sales team's overall attitude? This rating is lower if you're dealing with a sales team that suffers from the following: Making excuses, placing external blame for their poor performance, complacency, being subservient to the prospect, lack of proactive activity, negatively influencing other sales people, poor day to day sales activities. Are they looking to move a mountain or simply meet quota?
Attitude : The side effects of a bad attitude include: Turnover, management frustration, additional time spent motivating people, going over the same thing with the same people, time spent hiring to deal with turnover, bad attitudes dragging down other members of the sales team.
6. Rate your Sales Team's IMPACT : On a scale of 1-10, how would you rate your sales team's overall ability to influence and clearly differentiate (opposed to commoditize) your services? Are they simply offering a service by presenting features and benefits, or do they actually have a strong impact while engaging?
If you could close the gap between your current performance and optimal performance, what would that mean to your company?
Increase in Revenue
Reduction in management frustration
Reduction in Turnover
Reduction in Advertising/Marketing Expense
Increase in control over corporate direction
Enhanced Corporate Image
Sales Management Questionnaire
1. Hiring Process and Criteria : On a scale of 1-10, how would you rate yourself with regard to hiring? (What is your ability to identify, attract and retain producers?) Please take into consideration how many recent hires (past two years) have been terminated, quit and left, or quit but stuck around.
2. On a scale of 1-10, how would you rate yourself with regard to your ability to motivate and change mindsets, routines and results? Have you uncovered their incentive to change or do you find yourself constantly going over the same thing with the same people?
3. How often are you going over the same thing with the same people?
Occasionally Often Frequently Constantly
4. ROI: You are providing a 100% investment in your sales team in the form of salaries, draws, benefits, expense allowances, advertising/marketing and other sales support, what percentage are you getting back from your sales team with respect to effort, energy and sales results?
PRINT, ANSWER & FAX THIS SHEET TO 818-995-7640 FOR IMMEDIATE FEEDBACK & CHANGE YOUR SALES!
Allowing identified areas of inefficiency to continue is simply acceptance of the problem. By completing this diagnostic six-point sales questionnaire and five-point sales management questionnaire you will be able to determine exactly where you stand in terms of sales effectiveness and productivity, allowing you to implement methods and processes to overcome any identified weakness.
PRINT, ANSWER & FAX THIS SHEET TO 818-995-7640 FOR IMMEDIATE FEEDBACK & CHANGE YOUR SALES!
Sales Questionnaire
1. Prospecting: On a scale of 1-10, how would you rate your sales team's overall effectiveness with regard to Prospecting ? Prospecting for new business refers to proactive activity, consistency and effectiveness with regards to identifying and penetrating new business opportunities. Your decision on how to rate your group should be based on results, meaning a sufficient number of qualified new business meetings.
2. Sales Effectiveness Rating: On a scale of 1-10, how would you rate your sales team's overall effectiveness with regard to qualifying, uncovering decision-makers, holding prices, differentiating unique features, diplomatically dealing with objections, and shortening the selling cycle? A clear indication of sales ineffectiveness is over-bloated pipelines that fail to convert into paying clients.
3.a. Closing : On a scale of 1-10, how would you rate your sales team's overall effectiveness with regard to New Business Development? This question is solely geared towards their ability to identify new business opportunities and close business.
3.b. Where do you believe they should rank with regard to closing?
3.c. What would be the difference in sales revenue if you could close this gap?
4. Time Spent Selling: How much time (on a percentage basis) does your sales team spend engaging in actual sales activity? Time spent selling is not time spent checking e-mail, chasing procrastinators, or writing proposals with little or no criteria. Time spent selling is eye-to-eye, one-on-one selling with new prospects
5. Attitudinal Rating: On a scale of 1-10, how would you rate your sales team's overall attitude? This rating is lower if you're dealing with a sales team that suffers from the following: Making excuses, placing external blame for their poor performance, complacency, being subservient to the prospect, lack of proactive activity, negatively influencing other sales people, poor day to day sales activities. Are they looking to move a mountain or simply meet quota?
Attitude : The side effects of a bad attitude include: Turnover, management frustration, additional time spent motivating people, going over the same thing with the same people, time spent hiring to deal with turnover, bad attitudes dragging down other members of the sales team.
6. Rate your Sales Team's IMPACT : On a scale of 1-10, how would you rate your sales team's overall ability to influence and clearly differentiate (opposed to commoditize) your services? Are they simply offering a service by presenting features and benefits, or do they actually have a strong impact while engaging?
If you could close the gap between your current performance and optimal performance, what would that mean to your company?
Increase in Revenue
Reduction in management frustration
Reduction in Turnover
Reduction in Advertising/Marketing Expense
Increase in control over corporate direction
Enhanced Corporate Image
Sales Management Questionnaire
1. Hiring Process and Criteria : On a scale of 1-10, how would you rate yourself with regard to hiring? (What is your ability to identify, attract and retain producers?) Please take into consideration how many recent hires (past two years) have been terminated, quit and left, or quit but stuck around.
2. On a scale of 1-10, how would you rate yourself with regard to your ability to motivate and change mindsets, routines and results? Have you uncovered their incentive to change or do you find yourself constantly going over the same thing with the same people?
3. How often are you going over the same thing with the same people?
Occasionally Often Frequently Constantly
4. ROI: You are providing a 100% investment in your sales team in the form of salaries, draws, benefits, expense allowances, advertising/marketing and other sales support, what percentage are you getting back from your sales team with respect to effort, energy and sales results?
PRINT, ANSWER & FAX THIS SHEET TO 818-995-7640 FOR IMMEDIATE FEEDBACK & CHANGE YOUR SALES!
