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Sales Tips and Fun Stuff

Preferred Sales Practices Profile:

Use this page to assess how well your sales practices support your business strategy. First take a few minutes to describe your business strategy for your line of business and then complete the brief quiz below.

In three sentences or less describe your business strategy for your line of business: ______________________________________________________________________________________ ______________________________________________________________________________________ ______________________________________________________________________________________

	NOT TRUE	SOMEWHAT TRUE	DEFINITELY TRUE
1. Our hiring profile for salespeople supports our business strategy.	1	2	3
2.We have established a single, preferred way of selling, including how to position our value versus competitors and how to conduct sales profiling and sales follow-up.	1	2	3
3. Our salespeople are frequently provided with lead lists that narrow their focus to those prospects who best fit our strategy.	1	2	3
4. The performance scorecards for individual salespeople are aligned well with our most important corporate objectives.	1	2	3
5. We conduct in-depth profiling of clients selectively on the basis of defined actual or potential profitability.	1	2	3
6. Our salespeople have a common way of describing how our organization is clearly different and better than our competitors.	1	2	3
7. Salespeople who don't fit with our business strategy and discharged or refit to other positions.	1	2	3
8. Expectations for coaching employees on skills and strategy are supported by specific classroom skill building and by executive modeling of coaching.	1	2	3
9. Our line managers narrow the focus of their salespeople with 90 day action plans.	1	2	3
10. Our sales compensation and recognition rewards correlate well with profit contribution or other defined sales force missions.	1	2	3
11. Our sales automation enables our salespeople to view a client's entire relationship and profit contribution.	1	2	3
12. We manage our sales pipeline and sales activity weekly to assure compliance with our strategy.	1	2	3
13. Our sales training is specific in describing how to sell within the context of our overall strategy.	1	2	3
14. The way we sell mirrors our selected strategy of advisory, consultative or transactional selling.	1	2	3
15. Our senior executives actively "sell" our business strategy to employees and explain the connections among various sales management practices.	1	2	3
16. Our sales measures support our strategy in terms of volume, value and/or client satisfaction priorities.	1	2	3
17. Our salespeople are well trained in how to use our client database in selling.	1	2	3
18. Our senior sales leaders are active in providing "hands on" coaching of salespeople on strategy.	1	2	3
TOTAL SCORE:

Scoring:

To assess your organization's overall effectiveness in supporting your business strategy with your sales practices, total your points for all eighteen questions and compare the total score for your organization to the evaluation below.

Superior Sales Integration	48 or above
Above Average	40 - 47
Average	32 - 39
Below Average	25 - 31
Poor Sales Integration	24 or below

To identify the specific strengths and weaknesses in your effort to integrate all components of your sales environment, add your total points for each of the following sales environment categories and compare the scores of one category to another.

PEOPLE	Questions 1, 7 and 13	Total:	______
PROCESS	Questions 2, 8 and 14	Total:	______
FOCUS	Questions 3, 9 and 15	Total:	______
ACCOUNTABILITY	Questions 4, 10 and 16	Total:	______
INFORMATION	Questions 5, 11 and 17	Total:	______
STRATEGY	Questions 6, 12 and 18	Total:	______

Contact Us:

Schneider Sales Management Inc.
5340 S Quebec Street, Suite 265N
Greenwood Village, Colorado 80111
Phone: (303)221-4511
Fax: (303)221-4650
Email: info@schneidersales.com

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