The Survey and Data Collection
The purpose of this survey is to obtain an evaluation of your sales team’s current level of performance on ten critical consultative selling skills. For each skill, rate your sales team’s current performance using the scale below.
Significantly below expectations
Somewhat below expectations
At expectations
Somewhat above expectations
Significantly above expectations
N/A
Earning appointments with new prospects by using effective access messages
Quickly establishing rapport with new prospects
Asking questions that uncover the most important business needs and priorities of each customer
Calling on multiple decision makers at appropriate levels within each account
Effectively delivering sales presentations focused on the unique needs of each audience
Significantly below expectations
Somewhat below expectations
At expectations
Somewhat above expectations
Significantly above expectations
N/A
Skillfully adapting own interpersonal style to make others more comfortable
Successfully managing interpersonal relationships in stressful situations
Effectively closing sales by showing customers how their needs can be met with company offerings
Diplomatically completing negotiations where all parties sense they have gained a benefit
Supporting the customer after the sale by efficiently solving customer problem
