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Welcome to your Sales Team Effectiveness
1) Number of Field Sales People?
Between 1 & 2
Between 3 & 5
Between 6 & 10
Above 10
2) Our sales team has clear sales strategies, the tools, and skill sets to exceed their individual targets?
Agree
Disagree
Not Sure
3) The percentage of our salespeople that achieve their quarterly targets consistently is ?
Less than 40%
Between 40%-75%
Between 75%-90%
Above 90%
4) At least one sales person delivered LESS than half of quota over the last year ?
Agree
Disagree
5) How would you classify the MAJORITY of your salespeople ?
Passive Order Takers
Motivated Order Creators
Your new question!
6) Majority of our sales people take great pains to understand the customer’s buying process thus closely controlling the deal progression ?
Agree
Disagree
7) Our sales team can forecast ( within +/- 10% ) their potential monthly/quarterly achievement at the beginning of every monthly/quarter ?
Agree
Disagree
8) Our sales team builds sufficient pipeline and progresses opportunities to meet targets ?
Agree
Disagree
Not Sure
9) We are able to hire the right sales people at the right time ?
Agree
Disagree
10) We have a formal on boarding process for all sales persons to prepare them for success ?
Agree
Disagree
11) Our Territory Design strategy ensures appropriate Territory, Account and Lead assignment for best potential success ?
Agree
Disagree
Not Sure
12) Our salespeople undergo a formal sales training program at least once a year ?
Agree
Disagree
13) Our Sales Manager imparts 'on the job' learning on appropriate sales behaviours and techniques to the sales team regularly ?
Agree
Disagree
14) Our CEO/Senior Management frequently accompanies sales people on customer calls and otherwise spends time reviewing and coaching them ?
Agree
Disagree
15) We undertand and have implemented different sales pipeline stages - opportunity identification, validation, qualification, proposal and closing ?
Agree
Disagree
16) Our sales process is clearly documented and everyone follows it uniformly ?
Agree
Disagree
17) Our organization is highly effective in allocating right resources when pursuing target deals ?
Agree
Disagree
Not Sure
18) We have a clear lead (activity) and lag (outcome) indicators that we use to drive opportunities ?
Agree
Disagree
19) We regularly meet and review our opportunity pipeline to ensure that all opportunities remain relevant ?
Agree
Disagree
20) Many of our prospects take inordinately long to move between sales stages thus prolonging sales cycles ?
Agree
Disagree
21)We utilize CRM in some form ( excel, CRM tool, etc.) that helps identify, define & action items for our pipeline opportunities ?
Agree
Disagree
Time is Up!
Time's up
