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This QUARTERLY event is for rookies and rainmakers looking to create Attention, Interest, and Desire in busy executives.

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SPARK!™ Your Pipeline - Managers Edition

This QUARTERLY event is for managers and executives looking to PREPARE and MOTIVATE their sales and marketing teams to achieve greater sales with more predictable and repeatable results.

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Confidential Assessment

The first step toward accelerating deal generation, pipeline growth and sales culture alignment is understanding the people, processes and technology that define how you sell.

By taking the following assessment you will be able to benchmark your sales culture and identify specific areas for investment. Please allow 5-10 minutes to complete the 42 questions. You may also submit your contact information to receive a confidential and complementary review of your score.

Name:

Company:

E-Mail:

Which of the following describes your role?: *

How many full-time equivalent sales people does your company employ?: *

In which life-cycle stage is your company currently operating?: *

Seed/Startup: Forming your new product/service offering, revenue model and business strategy.

Emergent: Achieving business and market acceptance. Founders sell, deliver and self-manage to critical needs.

Growth: Accelerating core business growth and market penetration. Employee count is surging and management is forced to evolve.

Established: Operating core business successfully and slowly by consistently growing your core business. Flexible, effective systems and professional managers are in place.

Expand/Exit: Core business and/or markets are shrinking. Growth will come from investing in new markets or through an exit. Prepare to sell to or invest in the next stage.

In which direction are you heading compared to last year?: *

What is blocking you and/or your business from being more effective?: *

What would it take to achieve your revenue goals this year?: *

What would it take for you to double your growth rate without hurting your business?: *

Which best describes your prospect and customer relationships?: *

Trusted Partner: Your customers view you as key to their vision, goals, long-term success.

Strategic Contributor: Your customers view you as a source of strategic assistance in dealing with the challenges they face.

Solutions Consultant: Your customers view you as not only a vendor, but also as a consulting resource on how to best use your products or services.

Preferred Supplier: While competitors may offer alternatives, your customers view you as the preferred vendor with whom to do business.

Approved Vendor: Your customers view you as a legitimate provider of the products and services you offer, but you are not recognized as having any significant sustainable competitive edge.

Which best describes your current sales process?: *

Dynamic Process: Your company continuously monitors and modifies its formal sales process, providing managers and salespeople with daily feedback on performance.

Formal Process: Your company enforces the use of a defined sales process, makes periodic reviews of its effectiveness and then makes changes based on that analysis.

Informal Process: Your company exposes salespeople to a sales process and encourages its use, but does not regularly monitor or measure its use.

Random Process: Your company allows salespeople to do their own thing in their own way.

On average how much of your sales people’s time is spent on each of the following?

Generating Leads/Researching Accounts: * %

Selling: Face-to-Face Meetings or Over the Phone: * %

Meetings/Administrative Tasks: * %

Account Service calls (in person or on phone): * %

Other (travel, training, etc.): * %

Performance Ranking: *

	Needs Improvement	Meets Expectations	Exceed Expectations
How would you assess your sales organization’s ability to collaborate and share best practices across the sales force
How well do you feel your sales compensation plan reflects the overall business goals?
How would you assess your sales organization’s ability to accurately forecast business (what will close, when, for how much)?
How would you rate the sales pipeline’s ability to predict future revenue?
How would you rate the sales pipeline’s ability to consistently meet forecast sales goals?
How you rate the quality of information in your sales team’s pipeline reports?
How effective is your sales recruiting process at sourcing and producing top performers?
How would you rate your ability to quickly ramp a new sales person to full productivity?
How effective are your sales people at consistently achieving performance goals?
How effective is the top 20% of your sales force at consistently OVER-achieving performance goals?
How effective are your sales people at adding new clients?
How well do your sales people avoid price as an objection when selling NEW business?
How effective are your sales people at up-selling/cross-selling across ALL existing clients?
How well do your sales people avoid price as an objection when selling to existing clients?
How effective are your sales people at avoiding pressure to discount deals in order to meet sales goals?
How would you assess your sales force’s ability to properly qualify and prioritize sales opportunities?
How well do your salespeople balance their investment of time and effort in each step of the sales process? (e.g. opportunity generation, lead incubation, buy-cycle management, solution development, proposal writing, negotiation, closing and account management)
How effective is your sales manager at finding time to analyze and enhance the sales process?
How effective is your sales manager at delivering training and coaching to the sales team?
How would you rate your sales manager’s success holding short daily or weekly meetings where salespeople are held accountable for crucial metrics?
How effectively are your salespeople selling post-recession vs. pre-recession?

When your sales manager coaches salespeople which of the following questions are asked consistently?: *

Who are the buyers? (Decision makers, influencers, talk to them, etc.)

What are they buying? (What solution will we, have we recommended?)

Where are they buying this today? (Are we displacing a competitor?)

Why are they buying today? (Past vs. future need)

Why would they buy from us?(Differentiation)

When will they buy? (Compelling event)

How will they buy? (Process)

What prevents your sales manager(s) from training and coaching sales people more regularly?: *

Not enough time

Not enough resources

Lack of balanced skills

Lack of motivation/incentive

Sales team is too complex to train or coach easily

Performance Status: *

	Yes	No
Have your sales people been through formal sales training in the last six months?
Has your sales manager(s) been through formal sales training in the last six months?
Do you have daily access to metrics for the number of qualified opportunities entering the pipeline, deal win rate, deal value and sales cycle time?
Do you have an effective process for transferring the sales success of your top producers to the rest of your sales force?
Do you have sales people who have been underperforming for more than one year?
Have you implemented a core sales force automation or CRM system (contact management, account management, opportunity management, forecasting, etc.)?
Does your sales management spend at least 50% of their time training and coaching your salespeople?

If your team does use a CRM, what percent of your sales people use it on a daily basis?: *

Score:

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Assess the Foundation of Your Sales Culture:

Looking for insight into your current sales culture? Complete the assessment anonymously or submit your contact information for a confidential and complimentary review of your score.

Schedule a Comprehensive Pipeline Review:

Growth requires investment. Where will you invest for maximum impact and control? Contact us for a tailored review of your sales pipeline, including a work plan that aligns your goals with your highest priority, highest payoff needs.

Schedule a Complimentary Coaching Session:

The best way to understand the value of coaching is to experience it firsthand. Contact us to schedule a complimentary 45 minute coaching session based on your specific goals and needs.

	Up	Down	Same	Not Sure
Revenue
Profitability
Cash Flow
Overhead
Market Share
Employee Count
Number of Customer Transactions
Number of Qualified Opportunities
Average Order size
Length of Sales Cycle
Gross Margins

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