Sales Training Assessment

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					This is an assessment that is used to identify the strengths and weaknesses of a sales
representative as part of a training program. This assessment analyzes the
representative’s communication skills, general selling skills, prospecting skills, needs
analysis skills, solution building, product knowledge, and closing skills. The
representative is assigned a mark designating whether they need improvement in the
respective field. This assessment is useful for small businesses or other entities that
want to analyze their representatives selling and marketing skills while providing
suggestions for improvement.
                                                 Sales Training Assessment

                                                  3 - No improvement needed
 Assess company sales representatives based
                                                  2 - Some improvement needed                             Comments
     on they perform in the following:            1 - Much improvement needed



 Communication Skills
                                                                                Agents tend to interject before listening to the client's entire
 Listen fully to prospects and do not interrupt                2
                                                                                explanation of why he wants to purchase.
 Take careful notes when the prospect gives
 information
 Ask relevant, intelligent questions to
 prospects
 Are able to communicate information
 effectively to prospects

 General Selling Skills

 Are able to build rapport with prospects
 Ask qualifying questions to identify the
 quality of the opportunity and identify
 pitfalls
 Ask closing trial questions at each stage of
 the sales cycle to facilitate the move to the
 next stage




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 Prospecting Skills
 Know how to generate industry-specific
 sales leads that have the highest potential
 for producing opportunities
 Are able to network effectively to generate
 referrals
 Consistently use good approach statements
 during field and phone cold calls to capture
 prospect's attention and interest
 Are adept at using turnaround responses to
 answer objections and stalls to keep the cold
 call alive
 Have a satisfactory ratio of cold call
 contacts to first appointments scheduled

 Needs Analysis Skills

 Consistently perform the pre-appointment
 fact-finding needed to facilitate the sales
 process
 Effectively use questions to identify
 problem or improvement opportunities for
 the prospect
 Consistently seek to identify several areas of
 problem or improvement areas
 Do not talk about products or solutions until
 all of the prospect's needs are uncovered
 Obtain prospects' buy-in that the problem
 and improvement areas are valid and worth
 addressing




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 Routinely have the prospects identify the
 specific beneficial consequences resulting
 from improvement
 Schedule the next appointment with the
 prospect while with the prospect




 Solution Building/Proposal Writing
 Are able to connect the problems and
 improvement areas identified by the
 prospect with product features
 Understand and utilize hard dollar and soft
 dollar savings that impact the ROI and cost
 of ownership
 Effectively organize all elements of the
 solution into a proposal
 Present a document that is free from typos
 and grammar errors, and is easy to read
 Utilize developed customer references and
 testimonials that are relevant to the prospect


 Product Knowledge/Demonstrations

 Are knowledgeable about the product
 specifications
 Are knowledgeable about how the product
 benefits the customers
 Can effectively demo the product
 Know two to three customer stories,
 illustrating each of the product benefits
 Are familiar with competitors' product lines




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 Closing and Objection-Handling Skills

 Ask trial closing questions to determine
 readiness to buy
 Consistently and clearly ask for the close
 Have a clear and consistent process for
 addressing objections
 Confirm no other objections exist before
 answering
 Confirm that the objections are all
 answered, and then closing again

 Implementation

 Enter orders into the corporate system
 efficiently and correctly
 Maintain contact with the new customer
 throughout implementation process
 Understand all the relevant internal
 resources to use during implementation
 Contact new customers after
 implementation to confirm satisfaction and
 seek referrals

 Time Management

 Plan the events and tasks needed each day
 Maintain daily and weekly sales activity
 goals, and track progress
 Efficiently schedule events to minimize
 travel time and downtime
 Avoid tasks that do not relate directly or
 indirectly to revenue generation.




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Description: This is an assessment that is used to identify the strengths and weaknesses of a sales representative as part of a training program. This assessment analyzes the representative’s communication skills, general selling skills, prospecting skills, needs analysis skills, solution building, product knowledge, and closing skills. The representative is assigned a mark designating whether they need improvement in the respective field. This assessment is useful for small businesses or other entities that want to analyze their representatives selling and marketing skills while providing suggestions for improvement.