Sales Process

8 Questions

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Sales Process

Please answer the below questions to help evaluate your current Sales Process


Questions and Answers
  • 1. 
    How often do forecasted opportunities slip out in your 30 day pipeline?
    • A. 

      Less than 20% of the deals

    • B. 

      ~20-35% of the deals

    • C. 

      ~36-50% of the deals

    • D. 

      ~51-75% of the deals

    • E. 

      Over 75% of the deals

  • 2. 
    What business analytics do your current employ on deals?
    • A. 

      Review of all significant lost deals

    • B. 

      Review of all significant lost and won deals

    • C. 

      Adhoc discuss of the pipline

    • D. 

      Collect and review data on all lost deals

    • E. 

      Collect and review data on all lost and won deals

  • 3. 
    Do each of your Account Representative know what their personal close rate is?
    • A. 

      Yes

    • B. 

      Not really

  • 4. 
    Which of the following elements of your sales cycle are consistent and standardized.
    • A. 

      We have a standardized proposal template used for all opportunities

    • B. 

      We have a standard corporate presentations which is given to all prospective customers.

    • C. 

      We respond to all prospective queries within 24 hours and track our attainment of that objective.

    • D. 

      We provide the sales teams with some templates but they customize materials to their personal style

    • E. 

      We have a process to pre qualify leads prior to distributing them to the sales force.

  • 5. 
    We have more leads than we can effectively handle today
    • A. 

      True

    • B. 

      False

  • 6. 
    We have a standardized "elevator pitch" which highlites our value proposition and the sales force uses it an intro
    • A. 

      True

    • B. 

      False

  • 7. 
    We predominantly position our products/services based upon
    • A. 

      Features and capabilities

    • B. 

      Value to the customer

    • C. 

      Price Advantage

    • D. 

      Soutlion to customer problem

  • 8. 
    We have implemented a CRM systems and use it to capture trends and diagnositics for managing our sales force and marketing campaigns;
    • A. 

      Yes, utilization is mandated and tracked

    • B. 

      Yes, most of the sales force uses it but irregularly

    • C. 

      Yes, but the majority of the sales force does not utilize it consistently

    • D. 

      No we capture data in reports but have still not implemented a true CRM system yet

    • E. 

      No we do not currently have any plans to implement a formal CRM system for our business