Sales Agility Assessment 1.0

1. How do you determine your company’s sales objectives each year?*
- We don’t, we just want to do better than last year
- We select a goal each year, but it isn’t based on specific metrics
- We base our objectives on our sales pipeline and the metrics we have established

2. Are your sales representatives consistently hitting their assigned quotas?*
- No
- Occasionally
- Yes
- They do not have quotas

3. How do you compensate your salespeople?*
- Base salary only
- 1/4 base salary, 3/4 commission/bonus
- 1/2 base salary, 1/2 commission/bonus
- 3/4 base salary, 1/4 commission/bonus
- Commission/bonus only

4. Do you have a documented sales process that is followed all the time?*
- No
- No, but we have a general rule of what is to be done
- Yes, but it isn’t followed by everyone
- Yes

5. How do salespeople retain client information and document sales opportunities?*
- Salespeople document their information according to their own preference
- Our company has a proprietary electronic application
- We use a software application (i.e. Microsoft Excel, etc.)
- We use a Customer Relationship Management (CRM) system

6. What keeps you up late at night thinking about your business?*
- No proactive sales – we rely too heavily on existing clients
- I don’t have the ability to get away from my business – I need to find a way to spend more time with family and other areas of my life I enjoy
- My company’s revenue is declining
- We have a revolving door of salespeople
- The salespeople aren’t focusing where I would like them to focus
- None of the above – I am comfortable with my company’s sales efforts

7. Can your salespeople clearly communicate your Unique Selling Proposition (what makes you different than your competition)?*
- We don’t have a Unique Selling Proposition
- We have an idea what our Unique Selling Proposition is, but I am not confident that everyone is communicating the same message
- Our organization has been trained to communicate the same Unique Selling Proposition and our website and marketing collateral supports that messaging

8. Do you have a dashboard view into the major determinants of sales success?*
- No
- Yes

9. Do you feel you have the right salespeople to get you where you want to go?*
- No
- Yes
- Not Sure

10. Does your organization hold salespeople accountable for lack of performance?*
- No
- We discuss performance issues, but we don’t document those discussions and what is necessary to get back on track
- Yes, we have a documented process with clear expectations and consequences for lack of performance

Name*
First Last
Email*
Phone*
Company*
Country*
State of Company Headquarters*
Zip Code of Company Headquarters*
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Sales Agility Assessment Corporate

1. How do you determine your company’s sales objectives each year?*
- We don’t, we just want to do better than last year
- We select a goal each year, but it isn’t based on specific metrics
- We base our objectives on our sales pipeline and the metrics we have established

2. Are your sales representatives consistently hitting their assigned quotas?*
- No
- Occasionally
- Yes
- They do not have quotas

3. How do you compensate your salespeople?*
- Base salary only
- 1/4 base salary, 3/4 commission/bonus
- 1/2 base salary, 1/2 commission/bonus
- 3/4 base salary, 1/4 commission/bonus
- Commission/bonus only

4. Do you have a documented sales process that is followed all the time?*
- No
- No, but we have a general rule of what is to be done
- Yes, but it isn’t followed by everyone
- Yes

5. How do salespeople retain client information and document sales opportunities?*
- Salespeople document their information according to their own preference
- Our company has a proprietary electronic application
- We use a software application (i.e. Microsoft Excel, etc.)
- We use a Customer Relationship Management (CRM) system

6. What keeps you up late at night thinking about your business?*
- No proactive sales – we rely too heavily on existing clients
- I don’t have the ability to get away from my business – I need to find a way to spend more time with family and other areas of my life I enjoy
- My company’s revenue is declining
- We have a revolving door of salespeople
- The salespeople aren’t focusing where I would like them to focus
- None of the above – I am comfortable with my company’s sales efforts

7. Can your salespeople clearly communicate your Unique Selling Proposition (what makes you different than your competition)?*
- We don’t have a Unique Selling Proposition
- We have an idea what our Unique Selling Proposition is, but I am not confident that everyone is communicating the same message
- Our organization has been trained to communicate the same Unique Selling Proposition and our website and marketing collateral supports that messaging

8. Do you have a dashboard view into the major determinants of sales success?*
- No
- Yes

9. Do you feel you have the right salespeople to get you where you want to go?*
- No
- Yes
- Not Sure

10. Does your organization hold salespeople accountable for lack of performance?*
- No
- We discuss performance issues, but we don’t document those discussions and what is necessary to get back on track
- Yes, we have a documented process with clear expectations and consequences for lack of performance

Name*
First Last
Email*
Phone*
Company*
Country*
State of Company Headquarters*
Zip Code of Company Headquarters*
By submitting this form, you consent to receive informative emails packed with sales insights and best practices from Sales Xceleration. You may unsubscribe at any time.
CAPTCHA
Email
This field is for validation purposes and should be left unchanged.

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