Sales Skills Assessment by demandmetric

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									                                                                                                                                     Sales Skills Assessment

Instructions

1. In the "Sales Skill Assessment" tab, use this matrix to evaluate the skills of your sales staff.                                        Ranking Scale

2. For each parameter, rank each sales representative. based on the following scale.                                                       1 - Poor


3. Once you have completed this exercise for each representative, average the scores for each skill and complete the “Average” column.     2 - Satisfactory


  Additionally, add up the total score to identify your top rep and insert their scores into the “Top Rep.” column.                        3 - Good


4. Send this assessment back to each representative so they can see how they compare to the average and the top rep.                       4 - Excellent


  Use this assessment in conjunction with your Performance Reviews to discuss strengths/weaknesses in coaching sessions.
                                                                                                                  Sales Skills Assessment
Feel free to add/delete any parameters as you see fit to ensure this assessment fits your organization’s needs.

  Decision Making Criterion                               Sales Rep              Average              Top Rep           Notes

  Relevant Knowledge

  Industry knowledge & expertise                              3                     1                    3
  Product knowledge                                           2                     1                    3
  Competitor knowledge                                        3                     2                    4
  Technical knowledge                                         4                     2                    3
  Company Strategy knowledge                                  4                     2                    3
  Customer-base familiarity                                   1                     2                    2
  Key Account knowledge                                       2                     1                    4
  Sales Process knowledge                                     1                     2                    4
  Sales Skills

  Excellent communication skills                              3                     1                    3
  Translates features to benefits                             2                     1                    3
  Ability to identify client needs                            3                     2                    4
Proposal/presentation skills     1   2   2
Business acumen                  2   1   4
Listening skills                 1   2   4
Objection handling skills        3   1   3
Problem solving skills           2   1   3
Closing skills                   3   2   4
Ability to recruit new clients   1   2   2
Account Planning skills          2   1   4
Effective use of collateral      1   2   4
Professionalism

Calm professional attitude       3   1   3
Sensitive to political issues    2   1   3
Provides department leadership   3   2   4
Helps develop new recruits       1   2   2
History of punctuality           4   3   2
Dresses appropriately            2   1   4
Displays integrity & honesty         1   2   4
Contributes to sales meetings        3   1   3
Exceptional work ethic               2   1   3
Account Management

Territory management & plans         3   1   3
Maintains updated account info       1   3   3
Pre and post call planning           2   1   3
Customer targeting skills            4   2   1
Effectively uses CRM system          3   2   4
Sales call frequency                 1   2   2
Customer segmentation skills         2   1   4
Ability to mitigate client erosion   1   2   4
Customer Service

Customer service call frequency      3   1   3
Measures customer satisfaction       2   1   3
Relays customer feedback             4   4   4
‘Customer-service’ attitude     3    2    4
Handles upset customers well    1    2    2
Solid base of happy customers   2    1    4
Maintains frequent contact      1    2    4

Totals                          98   72   142
                    2                     4
   Helps develop new recruits                                   1                      2                     2
   History of punctuality                                       4                      3                     2
   Dresses appropriately                                        2                      1                     4
   Displays integrity & honesty                                 1                      2                     4
   Contributes to sales meetings                                3                      1                     3
   Exceptional work ethic                                       2                      1                     3
   Account Management
   Territory management & plans                                 3                      1                     3
   Maintains updated account info                               1                      3                     3
   Pre and post call planning                                   2                      1                     3
   Customer targeting skills                                    4                      2                     1
   Effectively uses CRM system                                  3                      2                     4
   Sales call frequency                                         1                      2                     2
   Customer segmentation skills                                 2                      1                     4
   Ability to mitigate client erosion                           1                      2                     4
   Customer Service
   Customer service call frequency                              3                      1                     3
   Measures customer satisfaction                               2                      1                     3
   Relays customer feedback                                     4                      4                     4
   „Customer-service‟ attitude                                  3                      2                     4
   Handles upset customers well                                 1                      2                     2
   Solid base of happy customers                                2                      1                     4
   Maintains frequent contact                                   1                      2                     4
                          Totals                                98                    72                    142

								
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