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Services
Consultancy
Designing the Sales playbook
Sales Training Programs
Keynote Speaking
Coaching
Podcast
About Steven
Book
Blog
Contact
Step
1
of
8
12%
Sales organisations will usually have challenges in one or more of the following areas, how would you rate your organisation in each of the following categories?
Sales Hiring
We know the key characteristics of our top sellers
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Strongly Disagree
Disagree
Neutral
Agree
Strongly Agree
Our JDs for key sales roles are up to date
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Strongly Disagree
Disagree
Neutral
Agree
Strongly Agree
We have a clear and repeatable sales hiring process
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Strongly Disagree
Disagree
Neutral
Agree
Strongly Agree
We regularly use independent assessment tools
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Strongly Disagree
Disagree
Neutral
Agree
Strongly Agree
Customer Targeting
We are clear which industries or customer types are our priority.
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Strongly Disagree
Disagree
Neutral
Agree
Strongly Agree
We have identified the key personas in our target market(s).
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Strongly Disagree
Disagree
Neutral
Agree
Strongly Agree
Sellers understand the priorities/challenges of our target customers and key personas.
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Strongly Disagree
Disagree
Neutral
Agree
Strongly Agree
We have clear value propositions relevant to each customer/industry.
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Strongly Disagree
Disagree
Neutral
Agree
Strongly Agree
Prospecting (Top of Funnel)
We have a high quality and targeted account list.
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Strongly Disagree
Disagree
Neutral
Agree
Strongly Agree
We have key messages for our key industry targets and personas.
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Strongly Disagree
Disagree
Neutral
Agree
Strongly Agree
We have processes for call preparation and customer research.
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Strongly Disagree
Disagree
Neutral
Agree
Strongly Agree
We generate a steady stream of qualified leads.
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Strongly Disagree
Disagree
Neutral
Agree
Strongly Agree
Deal Management (Middle of Funnel)
Our sellers are expert at Qualifying opportunities.
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Strongly Disagree
Disagree
Neutral
Agree
Strongly Agree
Our sellers bring industry insight and value to customers.
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Strongly Disagree
Disagree
Neutral
Agree
Strongly Agree
We effectively identify key Influencers and Decision-Makers.
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Strongly Disagree
Disagree
Neutral
Agree
Strongly Agree
We identify key business drivers and build strong business cases with our prospects.
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Strongly Disagree
Disagree
Neutral
Agree
Strongly Agree
Gaining Commitment
We close on small commitments throughout the sales process.
*
Strongly Disagree
Disagree
Neutral
Agree
Strongly Agree
We have a high close rate.
*
Strongly Disagree
Disagree
Neutral
Agree
Strongly Agree
We generate profitable deal outcomes.
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Strongly Disagree
Disagree
Neutral
Agree
Strongly Agree
Our sellers have expert negotiation skills.
*
Strongly Disagree
Disagree
Neutral
Agree
Strongly Agree
Salespeople Management
We have a coaching cadence in place at an individual level.
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Strongly Disagree
Disagree
Neutral
Agree
Strongly Agree
We have a commitment to ongoing sales training and development.
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Strongly Disagree
Disagree
Neutral
Agree
Strongly Agree
We identify and develop high performers.
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Strongly Disagree
Disagree
Neutral
Agree
Strongly Agree
70% or more of our sellers make their targets.
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Strongly Disagree
Disagree
Neutral
Agree
Strongly Agree
Sales Management
Our pipeline management and forecasting is effective.
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Strongly Disagree
Disagree
Neutral
Agree
Strongly Agree
There is strong alignment with other functions.
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Strongly Disagree
Disagree
Neutral
Agree
Strongly Agree
We have a commitment to new initiatives and ongoing improvement.
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Strongly Disagree
Disagree
Neutral
Agree
Strongly Agree
We have a strong planning process.
*
Strongly Disagree
Disagree
Neutral
Agree
Strongly Agree
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