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Sales Force Grader

Answer just 22 questions (it will take less than 5 minutes) and we will provide you with an instant score (on the next page) on the relative effectiveness of your sales force. Along with your score, you'll see how your sales force compares with others, receive an explanation of what your score means, and we'll recommend what you can do to improve your score. Ready?
1. Enter the percentage of salespeople that consistently (every month) over achieve.
 
2. Are your salespeople more like order takers and account managers instead of proactive Hunters and Closers?
 
3. Are your salespeople effective selling value rather than selling based on price?
 
4. Does your pipeline accurately predict future revenue?
 
5. Are there enough opportunities in your pipeline?
 
6. Is your pipeline staged?
 
7. Do You have a formal sales process that everyone follows?
 
8. Do you have a formal sales recruiting process that consistently yields top performing salespeople
 
9. Can your sales force execute your strategies moving forward?
 
10. Is Your team aligned on all of the sales strategies?
 
11. Are your salespeople coached on a daily basis?
 
12. Have you identified the crucial metrics that drive sales?
 
13. Do you hold a short daily meeting where salespeople are held accountable for their crucial metrics?
 
14. Have you installed and is everyone using the latest in sales force automation?
 
15. Is your sales force optimized for your selling geography?
 
16. Do you have a formal 90 day on boarding process that prepares each salesperson for success at your company?
 
17. Are your salespeople as effective selling in economically challenging times as they are in more optimistic and relaxed economic climates?
 
18. Are your salespeople currently participating in a professional sales training program?
 
19. Has your sales cycle been optimized?
 
20. Does sales management spend at least 85% of their time coaching and motivating your salespeople and holding them accountable?
 
21. Do you have metrics for things like the cost of a sales call, the cost of a bad hire, the cost of under achievers, etc.?
 
22. Do you have "C" players that have been with you for more than one year?
 

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