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1
Sales Assessment Scale: Poor (1)Fair (2)Good (3)
Excellent (4)
Exceptional (5)
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3
Company Value Proposition
4
Understands the company, it's vision and mission
5
How well can you articulate the problem you solve?
6
How well can you articulate their Value Proposition to your prospects?
7
Can you easily discuss your unique differentiation in your market?
8
AVERAGE
#DIV/0!
9
Alignment with the Business
10
Understands the Company strategy, direction, and objectives?
11
Understands Leadership's short and long term Goals?
12
Buys into the companies goals and direction?
13
AVERAGE
#DIV/0!
14
Internal Systems & Support
15
Do you understand the internal processes and systems required to get your job done effectively?
16
Do you know all of the required people to get the support you need in order to be successful?
17
Do you know all of the department heads in the business?
18
Rate your overall relationship with the following (leave blank any NA):
19
Marketing
20
Implementation
21
Support
22
Finance
23
Account Management
24
Services
25
Sales Enablement / Training
26
AVERAGE
#DIV/0!
27
Product/Service Knowledge
28
How well do you understand your product & services?
29
Understand the questions to ask that uncover weakness in your prospects current state?
30
How easy is it to demo your solution?
31
Rate your overall product/solution expertise?
32
You have the technical support you need to support the sale
33
AVERAGE
#DIV/0!
34
Sales Process
35
Have a CRM that is used on a daily basis
36
Have a well defined and sequenced sales process with stages, revenue amounts, and close dates
37
Process is always adhered to
38
Have a sales forecast
39
Forecast is updated real time and reviewed on a regular basis
40
AVERAGE
#DIV/0!
41
Ideal Customer Profile (ICP)
42
How well do you understand your ideal customer profile (Market, Industry, Size, Key buyers)
43
How well do you understand the problems within your ICP (Risks, costs, ineffieciencies, competition...)
44
How well do you understand the competitors/ competitive environment
45
AVERAGE
#DIV/0!
46
Prospecting
47
What is your comfort level calling on new prospects?
48
Is your prospecting frequency consistent week over week - month over month?
49
Do you feel you can communicate the problem you solve and the company's proposition in 30 seconds?
50
You have an adequate number of prospects to call on
51
AVERAGE
#DIV/0!
52
Marketing
53
Marketing generates an adequate number of sales qualified leads
54
Marketing does a good job keeping the Co. name & value prop in front of our ideal prospective customers
55
You have the sales materials you need to be effective in your role
56
You have the case studies you need to support the sale
57
You have the business case or ROI template you require to support the sale
58
AVERAGE
#DIV/0!
59
Discovery & Qualifying
60
You routinely ask questions early in the sales process to uncover needs & pain points
61
You ask questions to quantify the "cost" of the prospects current state ($, risks...)
62
You ask questions up front regarding budget, timeline, and authority?
63
You are comfortable holding your customers accountable to their budget, timeline and authority
64
Do you support the notion of utilizing champions and influencers?
65
You ask for or recommend next steps throughout the sales process
66
AVERAGE
#DIV/0!
67
Presentations
68
Are you comfortable presenting to groups, including the C-suite
69
Are you able to create your own presentations in Google / Powerpoint?
70
You tie back Discovery findings into the presentation
71
You are comfortable presenting a business case / ROI
72
AVERAGE
#DIV/0!
73
Objection Handling
74
Can typically anticipate effectively handle objections
75
Proactively probe for understanding and agreement from your audience
76
Can typically address objections adequately as to not derail the sale
77
AVERAGE
#DIV/0!
78
Negotiations
79
Comfortable in a negotiation setting
80
Understand what terms can be negotiated to move past an objection (payment, price, contract duration...)
81
Comfortable negotiating with a CFO and / or Head of Legal
82
Comfortable negotiating with Procurement
83
AVERAGE
#DIV/0!
84
Closing
85
Set the time table for the closing sequence
86
Always win when at this stage
87
Deals typcally close when forecasted
88
AVERAGE
#DIV/0!
89
90
AVERAGE TOTAL
#DIV/0!
91
92
93
94
95
96
97
98
99
100