Sales Management Audit Quiz

May 11th, 2015

Acumen Management Group, Ltd

Sales Management Audit Plan

Confidential Property of Acumen Management Group, Ltd All Rights Reserved. No Reproduction without Authorization

PLEASE SCORE 1-5, 5= HIGH

 

Rate how well do you know the true or real total value of your pipeline?

1, 2, 3, 4, 5
Rate how comfortable are you that you know what percentage of the pipeline in the current category is required to ensure the current sales budget is exceeded?

1, 2, 3, 4, 5
Rate how comfortable are you that you have enough pipeline potential in the 30, 60, and 90 categories to exceed future monthly quotas?

1, 2, 3, 4, 5
Rate how comfortable are you of the projected revenue you need in each sales stage category to ensure you have enough opportunities to exceed the future quota?

1, 2, 3, 4, 5
Can you visually see all your top 10 potential forecasted accounts, from your desk or my portfolio? Rate how well you strategize on the top 10.

1, 2, 3, 4, 5
How well are all key accounts targeted?  Rate your  plan to attack them? Do you have a plan to review your planned targeted account activity Vs actual account activity?

1, 2, 3, 4, 5
How would your rate your ongoing recruiting plan that ensures you have qualified candidates available?

1, 2, 3, 4, 5
Rate the quality of your interviewing process that ensures the best candidate is selected not the best available candidate is selected?

1, 2, 3, 4, 5
How complete is your salesperson Personal Business Plan implemented and is it reviewed each month?

1, 2, 3, 4, 5
Rate the quality of your 3-month sales-training program, is it defined and implemented? Do you have a salesperson Development Plan implemented to improve the professionalism of your team?

1, 2, 3, 4, 5
Rate the quality of your CRM/SFA system, is it being used effectively?  Is it up to date?  Is it backed-up?

1, 2, 3, 4, 5
Rate the quality of your salesperson 6-month Named Account reforecast/strategic/tactical plan process?

1, 2, 3, 4, 5
Rate the quality of your 6 month sales/marketing/management plan, is it defined for each month?

1, 2, 3, 4, 5
Rate how your compensation plan works? Are your company’s goals aligned with the compensation/quota programs?

1, 2, 3, 4, 5
How well are your sales leading indictors defined, are they measured, posted-Graphed-Analyzed?

1, 2, 3, 4, 5
Do you have regular scheduled and unscheduled “Coaching” sessions with each of your salespeople?

1, 2, 3, 4, 5
How would you rate the effectiveness of your sales contests and business games? Are they planned to promote revenue and build teamwork?

1, 2, 3, 4, 5

 

Total Score                                                _________
60-85                                                    Minor Tuning Maybe Required

47-59                                                    Consider Several Projects Are Required

34-46                                                    Will Need Multiple Actions Taken Quickly

0-33                                                      Major Assistance Required NOW
Confidential Property of Acumen Management Group, Ltd All Rights Reserved. No Reproduction without Authorization

 

 

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 17 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world.

He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2014.

Ken has written 5 books, his latest book is: SLAMMED! for First Time Sales Managers, Ken provides Keynotes, consulting services and products designed to improve business performance.  Need more sales management resources? Check out his Sales Management Tool Kit or the Acumen Project.

Ken@AcumenMgmt.com  www.AcumenManagement.com

Blog:  www.YourSalesManagementGuru.com

 

 

 

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