Take the Sales Cultural Audit

Habe einen “Sales Cultural Audit” gefunden,  im Newsletter der DigitalHatch Group:

1. Are your sales account managers asked for input to their annual sales calculation before they are assigned a quota?
2. Has your sales team been given a written sales process on how they should sell prospects?
3. Has your sales team been supplied a buyer prototype that identifies the ideal prospect they should approach and sell?
4. Does your sales team receive monthly financial incentives such as management by objectives (commonly called MBO’s) to induce them into specific sales steps (cold calls, demo’s, etc.)?
5. Does your sales team meet at least quarterly to create a team esprit de corps?
6. Does your sales team role-play with their sales peers at least once a month and evaluate each other’s performance?
7. Do you have a centralized sales information repository (employee portal, web site, etc.) where all sales team members can deposit or collect sales and marketing support materials, post request for help from their sales peers and competitive information to help them close more business?
8. Do you have detailed job descriptions for your sales team members (signed by the respective person) outlining management’s expectations of their performance on a weekly, monthly, and annual basis?
9. Does your sales team receive quarterly written performance reviews with recommendations for improvements?
10. Are the sales team members asked annually what their financial and career goals are?

Correct Answers:
All answers are yes and each correct answer is worth 10%. How did you score?

Und 100% geschafft?
Dann haben Sie eine gute Sales Kultur in Ihrem Vertrieb;-)

Wenn Sie Ihren Vertrieb einmal umfassend analysieren wollen, empfehle ich Ihnen unsere Online salegro Sales Analyse, kurz sSA. Hier stellen wir allen Ihren Vertriebsmitarbeitern online einige Fragen und analysieren so die Stimmung in Ihrem Vertrieb.
Fragenblöcke gibt es zu den Themen:

• Strategie und Ziele
• Kundenorientierung
• Organisation des Vertriebs
• Vertriebssteuerung durch den Vertriebsleiter
• Vertriebsprozess
• Kundengespräche und Verhandlungen führen

Fragen dazu? Rufen Sie mich an: +49 89 74746195
Heiko van Eckert