Sales Effectiveness Quiz

Results

Congratulations! You are a Rock Star. But even a Rock Star needs a backing band. We could make beautiful music together. 🙂

Don’t despair, most companies struggle with running a successful sales organization. Give us a call, we are here to help.

QUIZ START

#1. What is the best source of your leads?

Website

Tradeshow

Yellowpages

Sales Reps Contact Database

50 – 80% of B2B customers buying journey is spent on-line. If your website isn’t designed to bubble those prospects up the the surface you are missing opportunity.

#2. Which best describes your sales process?

Wk/Mo/Qtr verbal forecast

Wk/Mo/Qtr spreadsheet forecast

Wk/Mo/Qtr CRM based forecast

We don’t forecast

No need for forecast, CRM is always accurate.

A Proven Repeatable Sales Process (PSRP) in combination with a CRM is the best possible forecast process for any company.

#3. How would you rate your website?

It’s awesome! It’s state of the art and updated with fresh content weekly.

It’s OK but it could stand some attention and fresh content.

It’s terrible, outdated and slow but can’t afford to fix it.

We don’t have one.

There is no reason not to have a visually striking and professional website. The technology has never been easier to use or less expensive. It is your #1 sales rep, if you aren’t treating it that way you are losing business.

#4. What best describes your sales hiring practice?

We attract and retain the best sales reps.

We have a tough time finding good people

Most are referrals from family and friends

Everybody wants to hire “A” players but the reality for many companies is that they are stuck with what they have. If you improve your overall sales process, you will increase the performance of everyone.

#5. Who trains your sales reps?

We only hire experienced reps, They figure it out themselves

The sales manager trains and onboards new hires

We have a documented sales onboarding process and LMS

Why put the time energy and money into hiring someone if you don’t have a plan for how to train and develop them. Companies with great training and onboarding can hire cost effectively based on potential and then develop a future star.

#6. Describe your sales management

The CEO of the company handles it in his/her spare time

Our top sales rep is the acting manager

We have a dedicated sales manager

Another partner/officer of the company handles it

With a fractional/outsourced sales manager there is no excuse for not having an experienced sales manager as part of your team.

#7. Straight commission compensation drives the right behavior

True

False

Straight commissioned sales reps are more likely to act in their own interest versus your company’s and that might not be good for your business or customer satisfaction.

#8. What best describes your use of a CRM?

It’s an expensive contact database

No one uses it because it takes too much time to enter the data

We do our best, but costs too much money to add all the bells and whistles.

If it’s not in the CRM then it doesn’t exist

CRM’s are powerful business tools but if you don’t have a formal sales process it will just give you bad information faster.

#9. Your marketing budget is…..

a quarterly fixed percentage of company revenue

determined on a case by case basis

mostly spent on logo’d promotional materials

With customers spending more than 50% of their buying journey online, you need to treat your marketing department like your sales department and fund it and measure it consistently.

Finish