Sales skills assessment

This questionnaire can be filled in by the manager in a situation where can clearly tell what is being said by client and sales person. The questions are prompts and all areas should be discussed as appropriate, it can be used to help you assess your own performance but it is harder. Make notes and have specific examples to make the assessment more effective.

	Yes	No
Pre-call Planning
Do they have records on the client's:	[ ]	[ ]
-Contact Details	[ ]	[ ]
-Competitors	[ ]	[ ]
-Audience	[ ]	[ ]
-Marketing mix	[ ]	[ ]
-Products	[ ]	[ ]

Do they have a clear, specific objective	[ ]	[ ]
Do they use intelligent, open questions	[ ]	[ ]
Are the questions thorough and appropriate	[ ]	[ ]
Do they gather all the information needed to get the sale	[ ]	[ ]

Do they add other intelligence to the client records to help future sales	[ ]	[ ]
Can they identify exactly what they need to demonstrate to the client in order to make the sale	[ ]	[ ]
Do they agree the key requirements with the client	[ ]	[ ]

Do they match the right proof point to the client need	[ ]	[ ]
Do they use concise proof points	[ ]	[ ]
Do they spell out the benefit every time	[ ]	[ ]
Do they encourage interactive selling	[ ]	[ ]
Do they elicit real agreement	[ ]	[ ]

Do they build desire through:
Enthusiasm for the product	[ ]	[ ]
Variety in their pitch, pace and pause techniques	[ ]	[ ]
Use of creative analogies that bring the solution to life in the client’s mind	[ ]	[ ]

Do they close at the right time	[ ]	[ ]
Do they use appropriate closes	[ ]	[ ]
Do they leave every call with a positive agreement of the next stage in the sell	[ ]	[ ]
Do they record each conversation appropriately	[ ]	[ ]
Do they know why and when they are due to call the client back	[ ]	[ ]

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