Sales Leadership Assessment

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This self-assessment will evaluate your sales leadership aptitude and help you
uncover any gaps in your management skills.

Each of these 10 questions focus on a different area of sales leadership.

Goal Setting

Which of the following do you identify most with when setting goals?*

We discuss our goals, but we don’t document them in writing. We set goals as a team, but they aren’t reviewed throughout the year and/or recalibrated to our updated expectations. Our goals are SMART (specific, measurable, attainable, realistic, timely), documented and shared with all key parties. I know what I want to accomplish, but I typically don’t share those goals with others.

Forecasting

Which statement best describes your current forecasting process?*

Leadership’s expectations are generally known by everyone, but there is no formal process for forecasting future revenue. Leadership asks our sales team to forecast their revenue, and we run our company based on that collective forecast. Our leadership team sets our forecast based on our strategic plan, which is tied into our corporate objectives. Our company’s forecast is continually adjusted to reflect the sales pipeline of our sales team. Our leadership team sets our expectations/forecasts. That forecast is then shared with the sales leader, who then distributes the individual expectations to each sales team member.

Compensation

What statements best describe how you create your sales reps’ compensation plans?*

We tend to keep our compensation plans the same from year to year. We sit down with our sales reps each year to go over the plan, but we don’t have them sign the plan and we don’t test them to gain their understanding of their plan. We incent the behaviors that will cause our company to achieve its overall goals, having each sales rep sign their written compensation plan to confirm their understanding of the plan. We adjust the plan annually to redirect behaviors to the new goals. We don’t have a formal process for creating or distributing our compensation plans to our sales team, but we are confident they understand what they need to do.

Sales Process

Which statement aligns most with your current sales process?*

Most of the sales team follows a similar sales process, but I allow them to make adjustments when they feel it is necessary. Each sales rep has developed their own informal process. We created a sales process that aligns with our buyers’ journey, it is in writing and we make adjustments to it when necessary. We don’t have a defined, written sales process.

Hiring

What best describes your hiring process?*

I know a good candidate when I see them. I have been doing this for a long time. We have been fortunate enough that good people have found us. We put together a compensation plan that meets their needs and we can afford. We are always looking for new sales team members to upgrade our team. We don’t wait until a need arises. We build a job description, compensation plan and key hiring criteria before we begin looking for a new sales team member.

Onboarding

Which of the following is most similar to your sales rep onboarding process?*

We don’t have a structured onboarding process. We get the new hire out into the field as quickly as possible. There is no better way to learn than to jump in. Our onboarding program starts long before the new sales rep arrives for their first day. We have a structured program that starts after their accepted offer and ends a year from their hire. Our onboarding program lasts for a week or two. We have the new rep meet with key personnel and then travel with other reps before going out into their own territory.

Coaching

Which statement best describes your coaching style?*

When my employees come to me with a question, I typically ask them a series of questions to gain a complete understanding of the issue. I then support them in solving their own problems. My company has a coaching culture where each employee is encouraged to coach one another, regardless of position or authority. We treat each of our employees the same, providing them with very similar training, coaching and tools. We are really busy, so I often provide my sales reps with the answer they are seeking to save time.

Accountability

Your organization most closely resembles which of the following?*

I hold my team accountable, but I am not always consistent with how, when and whom I enforce my expectations. I set clear, written expectations for everyone on my team and I hold everyone accountable to those standards. They also know the consequences of missing expectations. I regularly hold my team accountable, but those expectations are not in writing and I am not sure they are clear on the exact consequences of missing expectations. My sales team knows what is expected of them.

CRM

What best describes your CRM adoption among your sales team?*

The information in the CRM is current at all times. I check regularly, verifying what is entered by my sales team is accurate. My sales reps understand the value of the CRM. My reps tend to update their information right before my meetings with them. When I look in the CRM during the week, the information isn’t always current. I have some sales reps that use it consistently and others that don’t. The information in our CRM is dated and can’t be relied upon to accurately forecast future revenue or tell us the state of our sales pipeline.

Sales Environment

How would you describe your current sales environment?*

My team understands that I am in charge. They may not all like me, but I have their respect. My sales reps operate as a team and they are fully supportive of one another. I have a great relationship with each member of my team and we are open and honest in our dialogue. We have a dysfunctional sales team and it is impacting individual and overall sales performance. I have a very competitive team that performs well. They tend to work alone, focused on their own goals. There is typically competition as they are all trying to become the #1 rep.

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How many years of sales leadership experience do you have?