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SALES PRO EVALUATION

March 26, 2023

Upon finishing and clicking the “Submit Evaluation” button this page will reload and display
your Twenty Question Sales 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 technical knowledge of your products/services and how they relate to your industry?

HintDo you know more than your customers about how your products/services can benefit their business? Do you understand your customers/businesses and how thy utilize your product/services?


2. Knowledge of your competitor’s products and their customer success stories?

HintCan you identify each of your competitors’ top showcase accounts? Do you know more about each of your competitors’ products or services than they know about yours?


3. Your knowledge and daily usage of the steps of a sales call?

HintDo you know the steps of a sales call well enough to be able to write them down in less than a minute? Do you plan out your sales calls in advance based on these steps?


4. Your understanding of personalities and ability to identify and then mirror your customer’s communication style?

HintCan you identify two or three of the most significant personality traits of each of your customers? Do you quickly adjust your selling style to better mirror your customer’s personality on every sales call?


5. Your personal “time and territory” organizational skills?

HintAre your personal time management or organizational skills contributing to or inhibiting your control of your territory?


6. Your ability to utilize technology to increase your productivity and effectiveness?

HintDo you have a solid understanding of your company’s internal computer systems? Are you utilizing a Customer Relationship Management system?


7. Your ability to proactively manage, control, and resolve customers’ problems?

HintCan you predict and resolve customer problems before they even complain? Do you work to put plans in place to insure your customers’ long-term satisfaction with you and your company? Are you talking with your customers’ management on a regular basis to determine you and your company’s performance?


8. Your ability to keep your existing accounts stable and under control?

HintDo you have low account turnover in your territory? Do you have a low number of competitive losses in a year? Are your existing customers happy with you and your company?


9. Your ongoing new business prospecting process?

HintDo you have an ongoing new business development process in place for additional or new applications within both your existing and new customers? Is your new business prospecting a planned and organized program covering your entire business year?


10. Your ability to think and plan multiple moves ahead with each of your customers and prospects?

HintHow often are you surprised by your customers and prospects? How many moves ahead are you thinking in your account management and territory selling efforts?


11. Your knowledge/understanding of competitors’ pricing practices?

HintCan you accurately predict in a proposal or bidding situation where your competitor will price their offering compared to yours? How often are you surprised by a competitor’s price?


12. Your ability to utilize company support resources in your territory?

HintHow are you utilzing your entire sales team to help strengthen long-term account relationships? How are you using your support resources to get higher, wider, and deeper within your accounts?


13. Your ability to communicate what your customers want to buy instead of just what you have to sell?

HintDo you spend the majority of your sales calls asking questions and listening (the better way) compared to doing all the talking and presenting (the less effective way)?


14. Your understanding of the political environment and decision process of each of your accounts?

HintDo you understand how decisions are really made within each of your accounts? Do you understand how they politically evaluate and make decisions?


15. Your ability to communicate what your competitive uniqueness and value is?

HintHave you identified the \’value drivers\’ of most importance to your customers? Can you identify the strongest attributes your best, largest, and/or most profitable customers have in common?


16. Your knowledge of your competitors’ strongest “value points” they use to sell against you?

HintHow strong is your awareness of the message being delivered by your competitiors when your customer asks them,


17. Your ability to win business at a higher price/margin by communicating your stronger value?

HintWhat percentage of your proposals do you win even though you are higher in price than the competitors also going after that business?


18. Ability to represent yourself in a professional, truthful, and ethical manner?

HintDo you consistently avoid saying negative things about your competition? Can you effectively sell your competitive advantage without being negative or derogatory about your competitors? Are you always honest and accurate in your reports to your company?


19. Your ongoing commitment and efforts to grow and improve your selling skills and awareness?

HintHow many books on selling have you read in the past 12 months? How many articles have you read? How many seminars have you attended? What selling skills or awareness have you changed/improved in the past 12 months?


20. Your ongoing use of one or more coaches or mentors to help you get better?

HintHow coachable are you? Do you have a coach/mentor? How often do you two talk? How open are you to new ideas and suggestions?



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