Sales and Marketing Performance Blog

Sales Performance Survey on use of Best-practices

Posted by Mark Gibson on Fri, May 08, 2009

I created this self-assessment survey for one our clients, VICO Software last week to understand what skills and techniques they are actually using from our Consultative Selling training and performance support program. This survey was conducted prior to our group coaching session entitled "Getting out of your comfort-zone". I was surprised that a lot of the most useful techniques were not being widely used on a daily basis...hence the coaching session title.

Anyone who answers yes to all of these questions should be on track to achieve 200+% of goal, because they will be maximizing their most precious resource - time and optimizing every encounter with buyers and only working on opportunities that are highly qualified and likely to close.

As a bit of background, we started working through a sequence of events with VICO, commencing in October 08 with a Sales and Marketing Messaging Alignment Workshop; we trained the sales team in November and provisioned the Performance Support (E-Learning) in December. We are now 6 months into the program and starting to see the fruits of the effort everyone has put in....but the survey showed there is still plenty of upside for performance improvement.

The attached survey includes 20 questions to establish the use of "best-practices". If you are unfamiliar with some of the concepts, I have included URL's to take you to a "GoView" recording of the concepts captured from our Performance Support program.

I invite you to take the test, or have your sales team take the test. Please feel free to send me the results or to share it freely and I hope you enjoy the freeview of the concepts from our "Consultative Selling in the Internet Age" E-Learning Program. If you would like to discuss improving your own or your team's performance please contact us.

Click on the link to view/download the Excel form.

http://www.admarco.net/Default.aspx?app=LeadgenDownload&shortpath=docs%2fSales+self+assessment.xlsx

 20 Questions for Sales Professionals

 

Topics: sales performance

Subscribe to Our Blog

The B2B Buying Process Sales Guide 

The B2B Buying Process; why you need to understand it and how to facilitate transitions with the buyer through the process.

buyers_journey_cover

Click on the image or on this link to download the B2B Buying Process Sales Guide

Selling Disruptive Technology?

Get the new eBook update from the authors of "Why Killer Products don't Sell"

impact-1

This new 20 page eBook is a primer for entrepreneurs, executives and investors in early stage technology companies. 

Sales and Marketing Alignment eBook

SMA eBook iconSalespeople are struggling to effectively engage buyers across the buying cycle from after they say hello. This eBook explores messaging alignment principles and uses a new content delivery platform to assist in the message capture and delivery process.

The Quick and the Dead

An inbound lead is as cold as a mother-in-law's kiss after 1 hour.
Responsiveness is the new competitive advantage in selling. Download the WittyParrot eBook to learn how.

speed in sales

Connect on Social Media

Popular posts

Categories