SOFT SKILLS RUBRIC FOR PRE-SALES ENGINEERS
Name: Date:
5 4 3 2 1
Usually prepared and
Appears completely rehearsed. Sometimes
Setup + Preparation
prepared and has Almost always prepared settles for 15min briefing in
obviously rehearsed and rehearsed (>95%) lobby Inconsistent preparation. Completely unprepared
Utilizes all major
competitive traps (and
some minor) in Uses major competitive
Competitive Traps
appropriate situations. traps at appropriate Able to communicate May use 1-2 competitive
Customer moments. Reinforces their major agreed-upon traps. Not always No competitive knowledge
acknowledgement use. competitive traps appropriate or use
Always uses realistic
scenarios or example
Realistic Scenario which are relevant to the Almost always uses Utilizes discovery and Mainly relies upon OOTB Unrealistic scenarios -
customer. Confirms with realistic scenarios (via research to build customer- demo. May change unrelated to the customers
customer discovery). focused scenario customer name and logo problem
Able to traverse current /
Technology/Business desired state and link HP Able to link business and Able to link business and 100% technology oriented.
Linkage technology to stated technology with relevant technology issues with Rarely focuses upon Loves to dive into the
customer issues industry examples generic industry examples business issues weeds
Always presents and Usually presents Unique
Unique Value Proposition reinforces the Unique Almost always uses UVP. Value Prop. Minimal ROI Occasionally uses UVP . No reference to any unique
Value. Utilizes ROI Some ROI usage usage Minimal ROI proposition
Longer-Term Vision / Big Always relates current Almost always relates Usually can relate specific Minimal awareness of 100% tactical , no
Picture customer issues to longer current customer issues to tactical issues to a longer vision or big picture. awareness of larger
term business picture strategic longer term. term vision Knows it exists deals/issues
Highly competent on
product knowledge. Highly competent on Competent on product
Product Knowledge Viewed by customer as product knowledge. solution set presented. Weak product knowledge. No product knowledge.
trusted advisor on our Viewed by customer as an Viewed by customer as Customer views as Customer usually states
solutions expert adding-value uncertain and novice that fact
Utilizes own or another's
Business Trends SME to weave in current Usually aware of business Some knowledge of Has no SME, does not
business trends to match trends or will seek out Subject Matter Expertise. Some knowledge of seek out others for
HP and customer needs expertise May self-research if time. Subject Matter Expertise assistance
Almost always uses
Reinforces key points and customer examples Almost always uses Minimal customer
Customer References
statements with specific (>90%) in relevant industry customer examples Mostly uses customer references, citations or
customer examples or solution set (>90%) examples (>75%) examples used (95%) and can control the (>80%). Acceptable room areas. Poor audience topic was. Multiple room
questions audience control control conversations.
Always acknowledges Acknowledges questions,
Objection/Question questions, clarifies & handles appropriately - Acknowledges questions, Answers before question is Ignores questions, no
Handling answers appropriately and provides answers or follow- can answer most, and completed. Minimal follow- follow-up, makes up
follows-up up mostly follows-up up or conformation answers
Always follows-up in a Follows-up in a timely
timely fashion (100% in 2 fashion (100% in 3 days). Usually follows up in a
Follow-Up
days). Hits committed Very rarely misses a timely fashion (>95% in 2- Mostly follows-up in timely inconsistent follow-up
deadlines. deadline 3 days) fashion (>80% in 3-4 days) (95% correct. acceptable and sales- always needs to be of grammatical and format
grammatically correct Always sales appropriate. aware checked errors
Compelling presence.
Viewed by customer and Inconsistent performances.
peers as high value-add Compelling presence. Solid presence. In demand Needs hi-touch Wallflower. Minimal value-
Authenticity
individual. Credible and Mostly viewed by from reps and customers. preparation and add on sales deals.
truthful. High confidence in customers and peers as Peers usually confident in monitoring. Limited Minimal confidence from
delivery skills high-value add. delivery on commitments credibility with customers colleagues and reps
Custom Position #1
Custom Position #2
Custom Position #3
Overall (Subjective)
Impression (10pts)
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