Sales Effectiveness Assessment

Document Sample
Sales Effectiveness Assessment Powered By Docstoc
					                                                                                                                              Sales Effectiveness Assessment

Use this tool to measure your organization's Sales Effectiveness. Feel free to customize this tool as required.
Give your organization a score of 1-5 for each of the following questions. Check the SCORECARD tab for results.

   Score   1   -   Strongly Disagree
   Score   2   -   Disagree
   Score   3   -   Somewhat Agree
   Score   4   -   Agree
   Score   5   -   Strongly Agree

    Recruitment & Retention
                                                                                                                   Score   Areas of Concern
 New hires usually achieve their sales targets within 3 months of being recruited and trained                       1
 We have a solid Sales Compensation Plan to retain top staff with over 50% achieving on-target-earnings             2
 Sales Skills Assessments are used to profile our top performers, screen new hires, and inform training needs       2

    Consultative Sales Training
                                                                                                                   Score   Areas of Concern
    We have adopted a consultative sales methodology such as SPIN Selling, Miller Heiman, etc                       4
    Our sales representatives are capable of discussing real customer needs and the impact of key challenges        5
    Key Account Planning, Stakeholder Analysis, and/or Territory Management tools are in place to assist reps       3
    A comprehensive Sales Training Manual with Sales Tools has been created to document our methods                 3
    Sales Training Workshops are conducted at least once per year to maintain continuous improvement                4
    We use standardized Sales Scripts, Presentations, Proposals, and other collateral to maintain consistency       2

    Sales Analysis & Forecasting
                                                                                                                   Score   Areas of Concern
    Our department-based quarterly sales forecasts are usually within 5-10% of actual sales results                 2
    Each sales representative provides an accurate sales opportunity pipeline/funnel on minimum monthly basis       2
    We analyze sales results by product/service, market segment, channels, sales representatives, etc               3
    Annual sales plans are created to set goals and quotas for the team and individual sales representatives        4
    It is easy for sales management to obtain reports on sales results by product, segment, channels, reps, etc     2
    We have a defined Sales Process with specific criteria for each stage in the opportunity pipeline/funnel        5

    Sales Force Automation/CRM Systems
                                                                                                                   Score   Areas of Concern
    Our current Sales Force Automation/CRM System is meeting our business needs and will for next 18 months         4
    We are confident that the data inside our CRM system is accurate (no duplicates, incorrect information, etc)    3
    Over 90% of our sales representatives, managers, and senior executives have adopted our CRM system              1
    We have a competent CRM Administrator who can build reports, provide training, and customize our system         4
    Our CRM System is integrated with a lead generation system providing lead scoring & prospect analytics          4

    Sales Productivity Management
                                                                                                                   Score   Areas of Concern
    We know how many sales representatives have not achieved their quota for the past 2 quarters                    5
    Performance Reviews tied to Key Performance Indicators (Productivity Metrics/Revenue) are done quarterly        4
    Productivity Metrics are tracked, monitored, and measured (# dials, appointments, new opportunities, etc)       4
    Our top performing representatives based on revenue are also highly productive and set a good example           5
    We have defined minimum standards for sales productivity metrics (work ethic) and enforce adequately            3
    Sales Management analyzes our team's Opportunity Pipeline Stages carefully to ensure we meet our targets        4
                                                                                                                                                                                          Sales Effectiveness Assessment

Use this Scorecard to benchmark capabilities, to measure improvements, and to identify your strengths & weaknesses related to best practices in Sales Effectiveness.
A score of 5.0 in each category is the highest ranking you can achieve.

   Sales Effectiveness Criteria                                                                 Our Firm               Goal State                                       Sales Effectiveness Index
                                                                                                                                                                                Sales Recruitment &
Description: Use this tool to assess your sales effectiveness in terms of Recruiting & Retention, Consultative Sales Training, Sales Analysis & Forecasting, Sales Force Automation/CRM, and Sales Productivity Management.
This document is also part of a package Sales Effectiveness & CRM 45 Documents Included