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?

Yes
No  

3. Are your salespeople effective selling value rather than selling based on price?

Yes
No  

4. Does your pipeline accurately predict future revenue?

Yes
No  

5. Are there enough opportunities in your pipeline?

Yes
No
Not Sure  

6. Is your pipeline staged?

Yes
No  

7. Do You have a formal sales process that everyone follows?

Yes
No  

8. Do you have a formal sales recruiting process that consistently yields top performing salespeople

Yes
No  

9. Can your sales force execute your strategies moving forward?

Yes
No
Not Sure  

10. Is Your team aligned on all of the sales strategies?

Yes
No
Not Sure  

11. Are your salespeople coached on a daily basis?

Yes
No  

12. Have you identified the crucial metrics that drive sales?

Yes
No  

13. Do you hold a short daily meeting where salespeople are held accountable for their crucial metrics?

Yes
No  

14. Have you installed and is everyone using the latest in sales force automation?

Yes
No  

15. Is your sales force optimized for your selling geography?

Yes
No
Not Sure  

16. Do you have a formal 90 day on boarding process that prepares each salesperson for success at your company?

Yes
No  

17. Are your salespeople as effective selling in economically challenging times as they are in more optimistic and relaxed economic climates?

Yes
No  

18. Are your salespeople currently participating in a professional sales training program?

Yes
No  

19. Has your sales cycle been optimized?

Yes
No  

20. Does sales management spend at least 85% of their time coaching and motivating your salespeople and holding them accountable?

Yes
No  

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.?

Yes
No  

22. Do you have "C" players that have been with you for more than one year?

Yes
No