Sales Planning----  18 quick questions…..

How many did you score out of 90?

Under 70—perhaps you need a written sales plan

1  Our company has a documented selling plan for our sales staff.          

We do not have a selling plan. 1          

We have a plan in place, but it is not documented. 2          

We have a written sales plan, but it is not reviewed and updated. 3          

We have a sales plan in place but it is not always adhered to. 4           

We have a written selling plan that is updated and followed by our sales staff. 5          

     

2  Our company provides sales training programs (internal or external) for its sales staff.          

 We have no sales training program. 1           

We have a program in place, but not a written one.  2          

We have a written sales training program in place, but it is not reviewed and updated. 3          

We have a sales training program in place but it is not always adhered to. 4           

We have a written sales training program that is updated and followed. 5          

       

3  Our company has a prepared sales presentation for potential customers.          

We do not have a sales presentation. 1          

Each sales person has his or her own presentation. 2          

We have a general presentation, not a written one. 3          

We have a written sales presentation but no clear pattern. 4          

We have a written sales presentation. 5          

       

4  Our company has a written plan for increasing sales.          

We do not have a plan for increasing sales. 1          

We have a plan in place, but it is not documented. 2          

We have a written plan for increasing sales, but it is not reviewed and updated. 3           

We have a written plan for increasing sales in place, but it is not always adhered to. 4          

We have a written plan for increasing sales that is updated and followed by our sales staff. 5          

       

5  Our company has pinpointed weaknesses in its selling process.          

We have not identified the key problems or needs. 1          

Each sales person works on his/her own weaknesses individually. 2          

We know what the problems are, but they are not written down. 3           

We have the weaknesses written down but do not necessarily think of them in our sales process. 4          

We have identified our weaknesses and are building on our strengths. 5          

     

6  Our company has identified and measured key sales indicators.          

We have not identified key sales indicators. 1          

We know what they are, but they are not written down. 2          

We have identified key sales indicators but they are not necessarily followed in our sales process. 3           

We have identified key sales indicators, but they are not measurable. 4          

We have identified and measured key sales indicators that are used by all. 5          

      

7  Our company tracks and documents its selling costs.          

 We do not track selling costs. 1          

We know what our selling costs are, but we do not document them. 2          

We track some of our selling costs but we do not document all of them. 3          

We track most of our selling costs but we do not document all of them. 4          

We track all of our selling costs and document them. 5          

       

8  Our company has a sales strategy focused on its target market.          

We have no strategy. 1          

We have a strategy, but it is not written. 2          

We have a written strategy but it is not continuously reviewed. 3          

We have a written strategy but it is not always adhered to. 4          

We have a written strategy that is updated and followed. 5          

       

9  Our company has a sales pipeline program for previously contacted prospects.          

We do not follow up with previously contacted prospects. 1          

We follow up with prospects occasionally. 2          

Each sales person has their own system for following up with prospects. 3          

We have a system for following up with prospects, but it is used occasionally. 4          

We have a sales pipeline program used by all. 5          

10  Our company has a written referral system.          

We have no referral system. 1          

We get referrals, but only by an unfounded process. 2          

We ask for referrals, but do not have a written process for gaining them. 3          

We have a written process for referrals, but all do not use the system. 4          

We have a written referral system. 5          

  

      

11  Our company has a well-defined sales management process.          

We do not have a sales management process. 1          

We have a process, but it is not well defined. 2          

We have a written process, but it is not reviewed and updated. 3          

We have a written process, but it is not always adhered to. 4          

We have a well-defined sales management process followed by all. 5          

       

12  Our company effectively tracks sales activity from lead generation through closing.          

We have no sales tracking system. 1          

We don't have adequate information to develop a sales tracking system. 2          

We ask for sales activity, but informally. 3          

We have a tracking system, but all do not use it. 4          

Our sales tracking system is effective and considered essential to the success of our business. 5           

        

13  Our company has regularly upgraded the proficiency of its sales staff.          

No 0          

Yes 5          

      

14  Our company has measures of sales performance other than gross sales.          

No 0          

Yes 5           

 

15  Our company conducts periodic sales contests for its sales staff.          

No 0          

Yes 5          

       

16  Our company is maximizing repeat sales from existing customers.          

No 0          

Yes 5          

     

17  Our company rewards sales reps for new account sales higher than repeat orders.          

No 0          

Yes 5          

18  Our company collects customer emails addresses to facilitate dissemination of product info, announcements and special promotions.           

No 0          

Yes

Chris Wilkinson.                              

Certified Business Behaviour & Attitudes Analyst.               

Business Coach.

Tel: (905) 275-2907 (Mississauga).

E-mail: buspilot@bell.net