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    Sales Effectiveness Assessment

    Uploaded by

    Nirbhay Pandey
    This document provides a tool to assess an organization's sales effectiveness. It contains questions in different areas of sales grouped into tabs. The areas include recruitment and retention, consultative sales training, sales analysis and forecasting, sales force automation/CRM systems, and sales productivity management. For each question, the user scores their organization from 1-5 on how well they meet that criteria. The scores are then compiled into a scorecard to benchmark capabilities and identify strengths and weaknesses compared to goals. The overall goal is to achieve a sales effectiveness index score of 5.0 in each area.

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    Attribution Non-Commercial (BY-NC)
    Download as XLS, PDF, TXT or read online from Scribd

    Sales Effectiveness Assessment

    Uploaded by

    Nirbhay Pandey
    917 views2 pages
    This document provides a tool to assess an organization's sales effectiveness. It contains questions in different areas of sales grouped into tabs. The areas include recruitment and retention, consultative sales training, sales analysis and forecasting, sales force automation/CRM systems, and sales productivity management. For each question, the user scores their organization from 1-5 on how well they meet that criteria. The scores are then compiled into a scorecard to benchmark capabilities and identify strengths and weaknesses compared to goals. The overall goal is to achieve a sales effectiveness index score of 5.0 in each area.

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    © Attribution Non-Commercial (BY-NC)

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    This document provides a tool to assess an organization's sales effectiveness. It contains questions in different areas of sales grouped into tabs. The areas include recruitment and retention, consultative sales training, sales analysis and forecasting, sales force automation/CRM systems, and sales productivity management. For each question, the user scores their organization from 1-5 on how well they meet that criteria. The scores are then compiled into a scorecard to benchmark capabilities and identify strengths and weaknesses compared to goals. The overall goal is to achieve a sales effectiveness index score of 5.0 in each area.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as XLS, PDF, TXT or read online from Scribd
    Download as xls, pdf, or txt
    917 views2 pages

    Sales Effectiveness Assessment

    Uploaded by

    Nirbhay Pandey
    This document provides a tool to assess an organization's sales effectiveness. It contains questions in different areas of sales grouped into tabs. The areas include recruitment and retention, consultative sales training, sales analysis and forecasting, sales force automation/CRM systems, and sales productivity management. For each question, the user scores their organization from 1-5 on how well they meet that criteria. The scores are then compiled into a scorecard to benchmark capabilities and identify strengths and weaknesses compared to goals. The overall goal is to achieve a sales effectiveness index score of 5.0 in each area.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as XLS, PDF, TXT or read online from Scribd
    Download as xls, pdf, or txt
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    Sales Effectiveness Assessment

    Use this tool to measure your organization's Sales Effectiveness. Feel free to customize this tool as required.
    Give your organization a score of 1-5 for each of the following questions. Check the SCORECARD tab for results.

    Score 1 - Strongly Disagree


    Score 2 - Disagree
    Score 3 - Somewhat Agree
    Score 4 - Agree
    Score 5 - Strongly Agree

    Recruitment & Retention


    Score Areas of Concern

    New hires usually achieve their sales targets within 3 months of being recruited and trained 1
    We have a solid Sales Compensation Plan to retain top staff with over 50% achieving on-target-earnings 2
    Sales Skills Assessments are used to profile our top performers, screen new hires, and inform training needs 2

    Consultative Sales Training


    Score Areas of Concern

    We have adopted a consultative sales methodology such as SPIN Selling, Miller Heiman, etc 4
    Our sales representatives are capable of discussing real customer needs and the impact of key challenges 5
    Key Account Planning, Stakeholder Analysis, and/or Territory Management tools are in place to assist reps 3
    A comprehensive Sales Training Manual with Sales Tools has been created to document our methods 3
    Sales Training Workshops are conducted at least once per year to maintain continuous improvement 4
    We use standardized Sales Scripts, Presentations, Proposals, and other collateral to maintain consistency 2

    Sales Analysis & Forecasting


    Score Areas of Concern

    Our department-based quarterly sales forecasts are usually within 5-10% of actual sales results 2
    Each sales representative provides an accurate sales opportunity pipeline/funnel on minimum monthly basis 2
    We analyze sales results by product/service, market segment, channels, sales representatives, etc 3
    Annual sales plans are created to set goals and quotas for the team and individual sales representatives 4
    It is easy for sales management to obtain reports on sales results by product, segment, channels, reps, etc 2
    We have a defined Sales Process with specific criteria for each stage in the opportunity pipeline/funnel 5

    Sales Force Automation/CRM Systems


    Score Areas of Concern

    Our current Sales Force Automation/CRM System is meeting our business needs and will for next 18 months 4
    We are confident that the data inside our CRM system is accurate (no duplicates, incorrect information, etc) 3
    Over 90% of our sales representatives, managers, and senior executives have adopted our CRM system 1
    We have a competent CRM Administrator who can build reports, provide training, and customize our system 4
    Our CRM System is integrated with a lead generation system providing lead scoring & prospect analytics 4

    Sales Productivity Management


    Score Areas of Concern

    We know how many sales representatives have not achieved their quota for the past 2 quarters 5
    Performance Reviews tied to Key Performance Indicators (Productivity Metrics/Revenue) are done quarterly 4
    Productivity Metrics are tracked, monitored, and measured (# dials, appointments, new opportunities, etc) 4
    Our top performing representatives based on revenue are also highly productive and set a good example 5
    We have defined minimum standards for sales productivity metrics (work ethic) and enforce adequately 3
    Sales Management analyzes our team's Opportunity Pipeline Stages carefully to ensure we meet our targets 4
    Sales Effectiveness Assessment

    Use this Scorecard to benchmark capabilities, to measure improvements, and to identify your strengths & weaknesses related to best practices in Sales Effectiveness.
    A score of 5.0 in each category is the highest ranking you can achieve.

    Sales Effectiveness Criteria Our Firm Goal State Sales Effectiveness Index

    Sales Recruitment & Retention 1.7 2.2

    Sales Recruitment & Retention


    Consultative Sales Training 3.5 4.0
    5.0

    4.0
    Sales Analysis & Forecasting 3.0 3.5 3.0
    Sales Productivity Management Consultative Sales Training
    2.0

    Sales Force Automation/CRM Systems 3.2 3.7 1.0

    Sales Productivity Management 4.2 4.7


    5
    Sales Force Automation/CRM Systems Sales Analysis & Forecasting
    Sales Effectiveness Score 3.1 3.6

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