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SALES LEADERSHIP EVALUATION

Upon finishing and clicking the "Submit Evaluation" button this page will reload and display
your Twenty Question Sales Leadership Evaluation results and analysis, you may refresh the results page to retake the evaluation. Your results will also be emailed to you.

First Name Last Name Company/Business Email
1. Your skills as an organized administrator are…?

HintAre you effectively managing the financials and budgets of your department? Are all your reports current and accurate? Are you fighting unreasonable or disruptive demands made of the sales force by other departments? How consistently do you follow through on what you promise you will do?


2. Your skills used to coach your sales reps in problem solving methods are…?

HintDo all members of your team know when to call for help with a problem, or are they holding onto problems too long before they ask for assistance? What kind of problem best practices have you identified and developed for your team so everyone understands how problems are to be solved and/or resolved? How often are you and your sales team solving the same type of problems? Do you evaluate all major problems, the solutions that were required and then proactively adjust how your systems need to handle this type of problem in the future?


3. Your skills managing the pricing and profitability decisions of your team are…?

HintAre you able to predict a competitors pricing when writing up a customer bid or proposal? Do you accurately track the past pricing wins and losses so you can identify and predict your competitors pricing strategies? How often are you surprised by a lower than expected price from a competitor? Are you able to maintain a stable profitability range for all accounts sold?


4. Your “new sales person” searching and interviewing skills are…?

HintHave you established solid sources to provide or help you identify good sales candidates? Are you satisfied with the quality and quantity of your candidates recently interviewed? Do you have multiple individuals interview all sales candidates? Do you always drug test, check the background references and resume facts of a candidate before making an offer?


5. Your “new hire” sales training program is…?

HintDo you and your team believe new hire training is not needed because experienced = trained? Do you have a written, organized and structured new hire sales training program currently in place? Do you have a way to track and measure a new hire’s progress through their training process?


6. Your Performance Plan program in place for each member of your team is…?

HintDo you have an annual performance plan in place where you evaluate and work to improve all aspects of your sales team’s selling efforts? Do you discuss each rep’s current performance plan several times throughout the year to provide informal feedback and progress updates? As part of their performance plan evaluation do you also ask each person to evaluate and provide feedback on how you are performing as their sales manager/leader?


7. Your ongoing experienced sales team training process is…?

HintHow much training have you conducted for your sales team in the last 12 months? How much of your sales training in the last year only focused on product knowledge training?


8. Your accessibility to your sales force is…?

HintHow accessible are you? How easy is it for your sales reps to get in touch with you when they need something? Do your sales team members feel they can bring you bad news without getting yelled at? Can they bring you a problem, asking for help, without already feeling they have to have identified the solution? Do you initiate discussions with your sales team members when you know they are struggling with a problem or challenge?


9. Your sales team would rate their satisfaction working for you as…?

HintDo your sales reps feel you listen, and understand their concerns and challenges? Do your sales team members feel you are helping them achieve more than they would be achieving if just left alone?


10. The amount of positive communication you have with your sales team is..?

HintHow much of your communications language with your team is positive vs. negative? Are you working to catch your people doing something right or are you focused on looking to see if your people are doing something wrong? How positive is your personal energy and attitude? Is your personal life in balance? Are you positive and excited about your job?


11. Your ability to initiate new ideas and account planning conversations with your team is…?

HintAre you an initiator or a reactor to new ideas and account planning? Do you initiate discussions with your team or do you wait for things to be brought to you? Are you able to help your people see more moves ahead than they would on their own? Do your team members feel spending an hour with you planning and strategizing for one of their accounts is a positive investment of their time?


12. Your ability to delegate to your sales team is…?

HintAre you able to delegate as a sales leader or do you feel like you have to do everything yourself? Are you constantly looking for things you can delegate to members of your team?


13. Your ability to organize and lead your sales team as a single market force is…?

HintWhen was the last time a tough prospect or account was presented to your sales team to see if others could offer any insight or direction? How much debriefing do you do with your entire sales team about what worked to win accounts or didn’t work causing you to lose business? When was the last time you led your entire sales team in a discussion and coaching session on how you could improve your selling processes, shorten your selling cycle, increase your prospect qualifying efforts or increase your competitive advantage?


14. Your sales team’s ability to communicate a single message of competitive uniqueness and market leadership is…?

HintHow are your sales team members answering a customer who asks…“You’re the fifth vendor I’ve talked to this week about this stuff, why, based on all of the competitive alternatives available to me, do I want to buy from you?” How many different answers to this question are your sales team members taking to your markets? How much of a competitive advantage are your best sales people gaining by their answer to this question?


15. Your ongoing new business prospecting process currently in place is…?

HintHow consistent are the “new business” (finding new companies to sell) prospecting efforts of your sales team? How consistent are the “existing customer prospecting” (finding new business opportunities to sell within existing accounts) efforts of your sales team? Do you have a defined stepped prospecting process for both your “new company” prospecting as well as “new business from existing customers” prospecting that is being consistently followed by all members of your team?


16. Your marketing and promotional skills are…?

HintIs your company’s marketing department helping your salespeople achieve more than they would have achieved if just left alone? Are your sales tools increasing or decreasing your sales team’s efficiency and effectiveness? How do your sales tools compare to the tools being used by your competition? Does your Marketing Department effectively communicate with your sales reps? Do they attend your sales meetings or go on sales calls? Are they helping to identify new opportunities and/or markets?


17. Your ability to commit time to individually coach and strategize with each of your sales reps is…?

HintHow much ongoing coaching help and guidance are your people receiving … especially your best people? Do you coach and plan with each rep? What percentage of your time do you spend on administrative, special pricing and reactive problem solving? And what percentage do you spend proactively coaching and leading your sales team?


18. The percentage of time you spend talking “future focused” with your reps is…?

HintWhen talking to a team member about an account and/or problem, what percentage of your time and questions are devoted to talking “future focused” identifying how to move forward instead of just dissecting the past? Review the files and documentation on each sales team member, what percentage of the information they maintain on an account is “history,” “today” or “future” focused?


19. Your ability and time committed to talking “tactical and strategic focused” with your sales reps is…?

HintHow often do you talk about the multiple steps involved in your tactical selling processes? How much time do you spend talking to your team about how to get “higher, wider and deeper” in their accounts? When was the last time you worked with your sales team to develop ways to increase their strategic positioning and competitive differential?


20. Your ability to communicate with customers to help your sales reps get “higher, wider and deeper” is…?

HintHow often do you go on sales calls to your sales reps accounts? How often are your sales reps able to use you to get “higher, wider or deeper” within their accounts?



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JIM PANCERO, CSP, CPAE
Hall of Fame Speaker & Thought Leader

2006 Robin Hill Lane, Carrollton, TX 75007
800.526.0074 or 952.913.8998

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