Get Your Sales Scoreby Doug RiffenburghMarch 28, 2021March 28, 2021 These may not describe your work setting exactly so pick the answer that is the closest match First Name Last Name E-mail Business Name Phone Do you have a documented Sales Process?Deselect AnswerI do not have a sales process – sales people should know how to sellMy sales reps have a rough idea of what they are supposed to do but nothing is written downWe have a well understood sales process but nothing is documentedWe have clearly defined and documented sales process that is reviewed periodically What measures do you use to hold your salespeople accountable?Deselect AnswerWe rely on the fact that our sales people have a quota and get paid commissions on sales.We keep an eye on sales activity but specific activity metrics aren’t defined and tracking is inconsistent.We have defined activity metrics but don’t monitor them as much as we should.We have clearly defined activity targets and metrics for each sales rep that are reviewed at least weekly. How often do you offer your sales staff formal sales training?Deselect AnswerWe don’t do any training, our sales reps typically figure it outWe have basic product/service training when sales reps get hired but don’t do any formal sales trainingWe have had formal sales training in past years but not recentlyWe periodically invest in professional sales training How well can your company staff articulate your value proposition?Deselect AnswerWe don’t have a value propositionAs the business leader I can articulate our value but my sales people often screw it upSome of my sales people can articulate our value well but others not so muchWe have a written value proposition and all staff in my company can articulate it effectively What kind of compensation plan do you have?Deselect AnswerWe use quota assignments.We have a simple commission plan that we have been using for yearsWe have a more complex compensation plan of variable commission and we can't seem to ever get the right mix of products and services.We review our compensation plan annually and make adjustments to drive the right products or services and maximize profits. How do you use technology to track funnel activity and manage customer relationships?Deselect AnswerWe don’t use technology in sales, other than email and voicemailWe use lists and spreadsheets and have a customer databaseWe have a customer relationship management system (CRM) but haven’t implemented key featuresWe have a fully developed and integrated CRM How do you hire sales people to make sure they can really sell?Deselect AnswerI don’t hire sales people any more because they never work out. I do all the selling.I hire sales people the same as any other position in the company.After hiring sales staff for years, I have a good sense of who would do well in at my company.I have a specific hiring process (or use a service) that specifically assesses sales skills and drive. Time is Up!