Get Your Sales Scoreby Doug RiffenburghMarch 28, 2021March 28, 2021 To find out how you stack up, answer the seven multiple choice questions below. NOTE: Every business is unique so pick the answers that most closely represent your situation. 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 downOur sales process is well understood 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 commissions and bonuses to drive our sales people.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 periodic intervals. How often do you offer your sales staff formal sales training?Deselect AnswerWe don’t do any training, our sales people should know how to sell.We have basic product/service training when sales reps get hired but don’t do any formal sales trainingWe have had formal sales training in the past but not in recent yearsWe periodically invest in professional sales training How well can your company staff articulate your value proposition?Deselect AnswerWe don’t have a developed value propositionAs our business leader, I can articulate our value but my sales people can't seem to get it right.Some of my sales people can articulate our value well but others are challengedWe have a written value proposition and all staff in my company articulate it effectively What kind of compensation plan do you have?Deselect AnswerWe use quota assignments but don't rely on commissions or bonuses.We have a simple commission plan that we have been using for yearsWe have a compensation plan that includes commissions and bonuses but our sales reps don't seem to care.We review our compensation plan annually and make specific adjustments to drive effective sales behaviors. How do you use technology to track activity and manage customer relationships?Deselect AnswerWe don’t use technology in sales, other than email and voicemailWe use lists and spreadsheets and use a customer databaseWe have a customer relationship management system (CRM) but only use its most basic featuresWe have a fully developed and integrated CRM system How do you hire your sales people?Deselect AnswerI don’t hire sales people any more because they never work out. I do all the selling.I use the same process to hire sales people as I would any other person in the company.I have spent years hiring salespeople and have a good sense of who will do well and who won't.I have a specific hiring process for sales people (or use a service) to assess sales skills and "sales DNA" Time is Up!