---- A VALID E-MAIL MUST BE FILLED IN TO RECEIVE YOUR EVALUATION! ---- Do not answer YES to a question unless you are in complete complience.
1. We have a formal and documented (written) sales process? 1. No. 2. Yes
2. We have specific procedures (scripts) for handling common actions such as; qualifying, handling objections, dealing with a specific competitor, or doing an evaluation 1. No. 2. Yes.
3. The message our sales team delivers is the same as marketing's company and product positioning in our literature and on the web. 1. No. 2. Yes.
4. We have a specific method and strategy in place to track actual field selling practices against our best practice sales process? 1. No. 2. Yes.
5. We provide the sales team with a hard-copy of the sales process document to help them execute properly and or solve problems in the sales process when they arise? 1. No. 2. Yes.
6. Our managers use the above document with salespeople as a coaching tool? 1. No 2. Yes.
7. Our sales training reflects and includes the known internal best practices of our selling process? Note that any packaged sales training program would not do this unless customized. 1. No. 2. Yes.
8. Our sales training reflects the critical skills demanded by our sales process? 1. No. 2. Yes.
9. Our sales process uses and includes the best practices of many different sales models? 1. No. 2. Yes.
10. If a number of sales people were asked to tell you the correct way we handle objections, would you get exactly the same answer from each? 1. Probably not. 2. Absolutely.
