Prior to my last sales training meeting, I gave the following self-assessment to each of the reps. I wanted to know what their training needs were so that I could focus our time on the most important areas. So, I asked them to rate themselves in each area below. The pooled results were illuminating and very helpful in pinpointing our weakest areas. If you are a sales manager or trainer I encourage you to try this:
Sales Training Self Assessment
Rate yourself on the following questions by writing a number between 1 and 10 after each one. A 10 is the highest score, indicating that you are really strong in that area, or that you strongly agree with the question.
Sales Planning and Organization
1. I am comfortable creating a territory business plan
2. I currently work my plan and revise it periodically
3. I know how to organize my time and resources to maximize selling time
4. I am able to make the required number of calls to be successful
Sales Skills
1. I understand our company’s sales process
2. I know how to move a customer through our process
3. I have a methodology that I use to be successful in sales
4. I know how to handle objections and have a process for handling them
5. I know how to listen well and to ask good questions
6. I know when to close, and never forget to do so
Sales Knowledge
1. I know our products and services, and can speak fluently about them
2. I know the customers we serve and the needs they have that we meet
3. I know the marketplace in my territory and generally
4. I know our company well and our unique value proposition
5. I know the competition in my area as well as related partners
Sales Attitude
1. I really enjoy what I do and am generally very enthusiastic
2. I get along with my peers and coworkers
3. I like my company and strongly believe in what we do
4. I enjoy the challenge of growing the business in my territory
5. I handle the inevitable service issues in a positive manner
Bonus Question
My sales results are consistent with the scores I gave myself above
Let me know how this helps your team! Bill
Bill Cook
Vice President, Sales
BioPlus Specialty Pharmacy
407-697-2709
