Sales Effectiveness Self-Assessment Answer all questions with your first reaction. This Self Assessment should take 10 minutes to complete Sales Effectiveness Self-Assessment 1 Sales Strategy2 People3 Process4 Tools5 Performance6 Company Details Section 1- Sales StrategyWe have a documented Sales Strategy and Execution Plan.*TrueFalseWe have a clear and differentiated Value Proposition that has a proven impact on our clients.*TrueFalseWe understand the major business problems that we solve for our clients.*TrueFalseWe have an effective annual planning process that aligns our priorities and the necessary investments to enable execution of our Strategy.*TrueFalseWe create business plans at a Managerial and Rep level that support the achievement of our Goals.*TrueFalseOur Coverage Strategy maximizes the number of opportunities that we participate in within our target markets.*TrueFalseWe have a compensation and incentive structure that aligns with and enables the achievement of our Goals.*TrueFalseWe have well defined sales goals and Key Performance Indicators.*TrueFalse Section 2- PeopleWe have an ideal salesperson profile that we hire to.*TrueFalseNew salespeople are effectively on-boarded into our sales culture.*TrueFalseSales leadership employs a consistent methodology to effectively manage and coach our salespeople.*TrueFalseTop quality salespeople routinely apply to join our organization.*TrueFalseWe consistently invest in training our sales team and associated resources.*TrueFalseWe have invested in sales leadership training in the past 12 months.*TrueFalseWe have a sales methodology that we believe in and follow closely.*TrueFalseOur sales teams know where to go to get information to support their sales efforts.*TrueFalse Section 3- ProcessOur Sales Process is well defined and understood by all client-facing employees.*TrueFalseWe create a unique and differentiated sales experience for our clients.*TrueFalseWe have a common sales language.*TrueFalseOur sales forecasts are accurate and consistent; allowing us to plan effectively.*TrueFalseOur Sales Leader(s) run their businesses in a consistent manner based on a commonly understand methodology and set of processes.*TrueFalseWe understand the common decision making criteria our clients use to evaluate our solutions.*TrueFalseWe conduct win/loss analysis on important opportunities.*TrueFalseOur Teams have role clarity on what is expected of them at each phase of a sales cycle.*TrueFalse Section 4- ToolsWe use tools to reinforce processes and training as part of the daily habits of how we run the sales business.*TrueFalseWe effectively and consistently use a CRM tool to manage and measure the effectiveness of our Sales teams.*TrueFalseOur people have the tools they need to do their job.*TrueFalseWe have tools that Reps use proactively to help them sell.*TrueFalseRecently adopted tools and technology, utilized by the sales and sales support teams, have improved productivity.*TrueFalseWe use tools to help understand our existing clients better and to consistently grow our share with those clients.*TrueFalseSenior Management would prefer to invest in tools versus less tangible items like training.*TrueFalseOur Reps complain about the amount of administrative or repetitive tasks that are asked to do during the selling day.*TrueFalse Section 5- PerformanceWe met or exceeded our sales targets in the last fiscal year.*TrueFalseGreater than 60% of our salespeople make quota.*TrueFalseWe have a win rate of 30% or greater.*TrueFalseWe consistently grow our business within our existing clients.*TrueFalseWe have Customer Retention rates of 90% or greater.*TrueFalseWe chase all sales opportunities that present themselves.*TrueFalseOne or two large wins often help us make our overall sales target.*TrueFalseOur Sales Funnel is large enough to allow us to predict we will meet or exceed our Targets.*TrueFalse Company DetailsName* First Last Email* Company*RolePhonePhoneThis field is for validation purposes and should be left unchanged.CommentsThis field is for validation purposes and should be left unchanged.