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On a scale of 1-7, with 1 being “they don’t have a clue” and 7 being “they nail it every time” – how would you rank your sales team’s ability to articulate the following:

Unique product/service features  1 2 3 4 5 6 7

Corporate mission  1 2 3 4 5 6 7

Key customer benefits  1 2 3 4 5 6 7

Response to objections to buy  1 2 3 4 5 6 7

With 1 being “not prepared at all” and 7 being “could not be more prepared if they tried” – how would you rank the level of preparedness by your sales team today?

Product knowledge  1 2 3 4 5 6 7

Sales skills  1 2 3 4 5 6 7

Use of company-provided tools  1 2 3 4 5 6 7

With 1 being “they consistently under-perform” and 7 being “goals are consistently met and exceeded” – how would you rank your sales team’s performance?

Meeting sales targets  1 2 3 4 5 6 7

Pipeline development  1 2 3 4 5 6 7

Activity management  1 2 3 4 5 6 7

Average deal size  1 2 3 4 5 6 7

Average sales cycle  1 2 3 4 5 6 7

Ability to accurately forecast  1 2 3 4 5 6 7

Written communications  1 2 3 4 5 6 7

Adds value to each contact  1 2 3 4 5 6 7

What do you believe is the number one reason your company is not achieving its full sales potential?