Sales Assessment

Question 1

Our sales goals and metrics are clearly defined and communicated to the team.

Yes No

Question 2

We have a clearly defined sales process in place that our sales team consistently follows.

Yes, we have a sales process that everyone follows We have a sales process, but not everyone follows it We don’t have a defined sales process

Question 3

Our sales team receives regular coaching and feedback from our sales leaders.

Yes, they receive regular feedback They receive occasional feedback They never receive feedback

Question 4

We record our sales calls so that team members can get feedback and improve performance.

Yes — every rep, every time We record some sales calls We do not record sales calls regularly

Question 5

We regularly conduct role-playing exercises to practice sales scenarios and improve communication skills.

Yes, we role-play at least bi-weekly We role-play sometimes We tried doing role-plays, but the team was resistant We never do role-plays

Question 6

We use content and videos in our sales process to answer prospects' questions ahead of meetings.

Yes, sales enablement is a major focus for us We have some content, but not all sales reps use it We do not integrate content into our sales process

Question 7

Our sales reps are just as effective selling over Zoom (or a similar platform) as they are selling face-to-face.

Yes, our sales reps are great on Zoom Our sales reps use Zoom but are more successful face-to-face No, our sales reps don’t like selling virtually

Question 8

Our sales team uses the company’s CRM the way they’re supposed to.

Yes, they all use it all the time They all use it, but consistency is an issue Some do, some don't CRM adoption is a serious challenge for our team

Question 9

Our sales team has a team-first approach, and individual reps help each other get better.

Yes, it’s all-for-one and one-for-all on our sales team Some sales reps believe in the team, but we’ve got some lone-wolf types, too Everyone is focused on individual goals and quotas

Question 10

We focus on building the communications skills of our sales pros.

Yes, we provide regular communication training Yes, but we expect them to learn and practice this on their own No, we don’t focus on communication skill development

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