Sales Assessment Test Questions

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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

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

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

Sales Agility Assessment®