Free Resources

Sales Process Assessment

How Do Your Processes Measure Up?

Invest a few minutes of your time to answer the 25 questions in my free Sales Process Assessment. This is a part of my ongoing efforts to help companies like yours measure and improve the effectiveness of their core sales processes. Join the hundreds of companies that have completed this assessment and taken an essential first step toward accelerating their sales performance.

Once you’ve completed and submitted your assessment, your answers will be analyzed and I’ll send you an email that contains your Sales Process Index (SPI). The Sales Process Index is a snapshot evaluation of the speed and effectiveness of your current sales processes. It is scored on a scale of 1-100 (with 100 being the highest.)

The SPI measures the effectiveness of various aspects of your sales efforts, including:

  1. How your sales processes align with your prospect’s buying process.
  2. The metrics you use to measure the performance of your core sales processes.
  3. How productively you’re using the limited selling time of your sales team.
  4. The effectiveness of your sales management processes.
  5. The responsiveness of your sales lead follow-up efforts.

Complete this assessment and as a token of our appreciation you’ll receive a free copy of my eBook that summarizes the findings from all the sales teams that have taken this assessment when it is published later this year.

Let’s get started!

Zero-Time Selling Sales Process Assessment

1. Do you have a written sales policy manual that includes definitions and descriptions of all of your core sales processes?

2. On average, how long does it take to get a new sales lead into the hands of the salesperson, direct and indirect, that is going to follow-up with the prospect?

3. Have you established a common definition of responsiveness that every salesperson and support person within your organization understands?

4. What percentage of your sales team has met or exceeded their sales quota over the previous 12 months?

5. Do you have a written corporate sales policy that explicitly states that 100% of all sales leads must be followed up?

6. On average, how long does it take a salesperson, direct and indirect, to respond to a sales lead once they receive it?

7. Do you have a CRM system?

8. On average, how would you describe your current sales team?
(Give percentages by category. Your answers must total 100%. You can tab to get to the next field)

9. Lead Follow-up Process

10. Do you offer a 100% satisfaction guaranteed, no questions asked return/refund policy?

11. My sales manager (complete the sentence):

12. Are your salespeople required to respond to all customer emails and voicemails before the end of the business day they are received?

13. Lead Conversion Statistics

14. Do you have established responsiveness metrics for your company’s core sales processes?

15. How often are your critical sales processes and their associated responsiveness metrics analyzed, evaluated and improved?

16. On average, how long does it take to respond to customer support questions?

17. Do you regularly train your sales team, direct and indirect, on your core sales processes and associated responsiveness metrics?

18. On average, how long does it take to resolve customer support issues?

19. How do you use your CRM system?

20. How are your main corporate phone lines answered?

21. Sales Manager use of CRM (Check all that apply)

22. Do you have a stand-alone (i,e., dedicated) customer support team?

23. Senior Management/CEO use of CRM system

24. Is the email and/or phone number of your CEO available to customers on your website?

25. How often do you perform customer satisfaction surveys?

26. Company Size

27. Company Sales Focus

28. Company Sales Model

29. 3rd Party Sales Channels

30. Select all Channel Types Used

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