Candidate Sales Evaluation Template.xlsx

	B	C	D	E	F	G
1	Account Executive Evaluation Card for Sales Presentation
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3			Missed by a mile	Partial	Absolutely	Core Competencies
4	General Sales Skills	Starts meeting on time and checks on basic meeting ettiquette - confirm time, attendees etc.				Time Management
5		Starts with Discovery by asking relevant (context) questions - about role, company, current state				Basic Sales Acumen
6		Engages with the audience when speaking. Coherrent. Good smooth pace				Communication Skills
7		Introduces questions to check alignment throughout the presentation and builds on the responses				Good Listener
8		Ends meeting on time leaving time for feedback and outline next steps				Basic Sales Acumen
9	Pursuasion: Communicating Value and Differentiation	Confirms understanding of the current state (and ideally future state) before jumping into the pitch				Consultative Selling
10		Asks pointed questions that would establish fit for the product/service being positioned				Analytical Skills
11		Calls out differences from alternate options for the customer (competing products or do-nothing)				Consultative Selling
12		[Bonus] Identifies the personal goals of the customer and how your product/sevice could make them successful OR lays torpedoes for competing products/services				Advanced sales skills (Not a must have)
13	Closing: Ability to qualify and identify key decision parameters	Probing on the decision timeline, budget, process and decision makers				Closing Skills
14		Ability to come up with actional next steps based on the above				Closing Skills
15		[Bonus] Identifying other competitors in the mix				Advanced sales skills (Not a must have)
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17	Note: You can have the candidate present their current sales process if coming in from a different industry if you want to go deep into each of the above evaluation criteria. It is unfair to expect a candidate to demonstrate all of the above for an unfamiliar product and buyer persona
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