Overview In this section you get the chance, depending on your status as a sales manager or salesperson, to answer 20 questions covering the key competencies of each role. Once you have answered the questions why not take advantage of our free telephone consultation offer? During this discussion we will help you analyse your results. Before you answer the questions challenge yourself to provide evidence to support any question you have answered yes to. If the evidence is not readily available chances are the answer should be no. You may be enjoying success without answering yes to all questions but if nothing changes is this sustainable over the long term? Reaching the benchmark in our 10 areas of professional sales competency will turn any no's into yes's. However, before any improvement can be made the starting point has to be a frank and honest assessment of where you are today. As another little reminder, honesty really is the best policy when it comes to self analysis!!   Sales Team Manager Questions Yes No 1 Are you sure that each member of your team expects rather than hopes to convert their hot prospects into customers 2 Do you challenge the robustness of your team pipeline on a regular basis 3 Do you know what activities are carried out by your team when they are not customer facing 4 Do you have KPI's in place for time management and do you monitor adherence 5 Do you provide specific coaching for your team in the art of prospecting 6 Is there a mutual understanding of the preparation required for any customer facing meeting and is this always done to your satisfaction 7 Are you fully briefed by your team member as to the preferred outcome of any jointly attended customer meeting 8 Do you discuss and agree your role in any customer meeting including the specific skills you will be observing 9 Are all meetings with customers documented and content used for reference in follow up meetings 10 Does every member of your team have the minimum standard of product knowledge required to their job effectively 11 Does every member of your team follow best practise covering, prospecting, qualifying, proposing & negotiating 12 Do your 1-2-1 meetings with team members focus on why business will be done rather than why it cannot 13 Do you have sales KPI's for measuring competency that are accepted and understood by your team 14 Are you comfortable explaining to your team members the specific areas they need to improve in 15 Do you provide tangible evidence to support your observations 16 Once areas for improvement are agreed do you set SMART objectives that are mutually agreed and documented 17 Do your team members regularly ask for your help in an area they have identified needs improving 18 Can you provide appropriate support to your team covering the key areas of product knowledge and sales skills 19 Do you know your areas of weakness and have a SMART plan in place to address them 20 Do you trust your team to do what is right   Press calculate at bottom of page to get a summary of your responses Total If you want to change the no’s into yes’s contact me now!!   Salesperson Questions Yes No 1 Can you explain why you expect, rather than hope to convert your hot prospects into customers 2 Are you able use your sales pipeline to accurately forecast performance against target 3 Do you always make effective use of non customer facing time 4 Is your diary full for the next 5 working days 5 Do you proactively set time aside for prospecting 6 Do you always prepare thoroughly for each customer meeting 7 Do you set an expected outcome of any customer meeting and work towards that goal 8 On joint visits do you brief your line manager on the purpose of the call and welcome the opportunity to have your sales skills & competencies observed 9 Do you document the outcomes of your meetings with customers and ensure any commitments are met 100% 10 Do you have the minimum standard of product knowledge required to establish credibility with any customer 11 Do you follow a proven sales process covering, prospecting, qualifying, proposing & negotiating that produces positive results 12 Do you take responsibility for any tender, bid or proposal that goes to your prospect/customer 13 Do you proactively identify the areas of learning and sales competency that you need to improve 14 Other than achievement of target do you have any other way of monitoring the effectiveness of your performance 15 Do you work to SMART objectives in terms of your own development 16 Do you accept constructive criticism 17 Do you understand the key KPI's associated with your role 18 Do you lead by example and proactively work towards these KPI's 19 Do you maximise every opportunity to ask for a referral 20 Can you be trusted to do what is right   Press calculate at bottom of page to get a summary of your responses Total If you want to change the no’s into yes’s contact me now!!

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