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Process

Having a sales process will allow your salespeople to be consistent and be able to measure their sales effectiveness. Salespeople with a process earn, on average, 48% more than those without a sold process in place.

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Question 1 of 9

I have a system in place to measure my cold calling efficiency.

A

Yes

B

No

Question 2 of 9

 I can predict how long my sales cycle will be based on the type of sale and customer. 

A

Sometimes

B

Always

C

Never

Question 3 of 9

 I consider myself to be consistent in the results I achieve when competing for a deal. 

A

yes, I always beat out the competition.

B

Sometimes I do, sometimes I don't.

C

The client usually goes for the competitor. I have a harder time competing in this market.

Question 4 of 9

 I have thoroughly thought through my presentation, demonstration, and pricing information. 

A

Yes

B

No

Question 5 of 9

 I am able to tweak my process to the customer based on their individual needs. 

A

I always customize my demo, presentation, and conversations to their needs.

B

I have about 1-2 standard powerpoints and usually talk about the product's main features

C

I have a standard pitch and demo

Question 6 of 9

 I am aware of how many open-ended questions I use throughout my sales cycle. 

A

Yes, they're scripted questions I ask.

B

Yes, depending on the client and their needs, I ask emotional question

C

Only if there's a misunderstanding and I need clarification on a point I made.

D

New Choice

E

No. Asking yes or no questions is usually the best way to get a straightforward answer.

Question 7 of 9

 From meeting to close, I let the client do around 80% of the talking. 

A

Yes, I want them to tell me what they're looking for.

B

No, selling means you need to be telling the customer about your product's features and closing.

Question 8 of 9

 I know what kind of presentation is most relevant to my customers (demonstration, powerpoint, etc). 

A

Always

B

Not really, I have a standard demo and presentation

C

Winging it works best for me

Question 9 of 9

 I have my features and benefits organized into a comparative analysis. 

A

Yes, I know my product, as well as how it stacks up against the competition in every way

B

I know my features and benefits, but haven't done a comparative analysis

C

No

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