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 Score Score Score Score
1 2 3 4 5
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Strongly Disagree Disagree Somewhat Agree Agree Strongly Agree
Recruitment & Retention
Score
New hires usually achieve their sales targets within 3 months of being recruited and trained We have a solid Sales Compensation Plan to retain top staff with over 50% achieving on-target-earnings Sales Skills Assessments are used to profile our top performers, screen new hires, and inform training needs
Areas of Concern
1 2 2
Consultative Sales Training
Score
We have adopted a consultative sales methodology such as SPIN Selling, Miller Heiman, etc Our sales representatives are capable of discussing real customer needs and the impact of key challenges Key Account Planning, Stakeholder Analysis, and/or Territory Management tools are in place to assist reps A comprehensive Sales Training Manual with Sales Tools has been created to document our methods Sales Training Workshops are conducted at least once per year to maintain continuous improvement We use standardized Sales Scripts, Presentations, Proposals, and other collateral to maintain consistency
Areas of Concern
4 5 3 3 4 2
Sales Analysis & Forecasting
Score
Our department-based quarterly sales forecasts are usually within 5-10% of actual sales results Each sales representative provides an accurate sales opportunity pipeline/funnel on minimum monthly basis We analyze sales results by product/service, market segment, channels, sales representatives, etc Annual sales plans are created to set goals and quotas for the team and individual sales representatives It is easy for sales management to obtain reports on sales results by product, segment, channels, reps, etc We have a defined Sales Process with specific criteria for each stage in the opportunity pipeline/funnel
Areas of Concern
2 2 3 4 2 5
Sales Force Automation/CRM Systems
Score
Our current Sales Force Automation/CRM System is meeting our business needs and will for next 18 months We are confident that the data inside our CRM system is accurate (no duplicates, incorrect information, etc) Over 90% of our sales representatives, managers, and senior executives have adopted our CRM system We have a competent CRM Administrator who can build reports, provide training, and customize our system Our CRM System is integrated with a lead generation system providing lead scoring & prospect analytics
Areas of Concern
4 3 1 4 4
Sales Productivity Management
Score
We know how many sales representatives have not achieved their quota for the past 2 quarters Performance Reviews tied to Key Performance Indicators (Productivity Metrics/Revenue) are done quarterly Productivity Metrics are tracked, monitored, and measured (# dials, appointments, new opportunities, etc) Our top performing representatives based on revenue are also highly productive and set a good example We have defined minimum standards for sales productivity metrics (work ethic) and enforce adequately Sales Management analyzes our team's Opportunity Pipeline Stages carefully to ensure we meet our targets
Areas of Concern
5 4 4 5 3 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
Sales Recruitment & Retention Consultative Sales Training Sales Analysis & Forecasting Sales Force Automation/CRM Systems Sales Productivity Management
Our Firm
Goal State
Sales Effectiveness Index
Sales Recruitment & Retention
5.0 4.0
1.7 3.5 3.0 3.2 4.2 3.1
2.2 4.0 3.5 3.7 4.7 3.6
Sales Force Automation/CRM Systems Sales Productivity Management
3.0
2.0 1.0
Consultative Sales Training
Sales Effectiveness Score
Sales Analysis & Forecasting