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For individual sales professionals

Sales challenges assessment

Complete this assessment before our conversation so we can focus on your priorities and the challenges affecting your sales.

Individual Sales Challenges Assessment

Complete this assessment before our conversation so we can focus on your priorities and sales challenges.

Name *

Company *

Sales challenges

1 = No personal and financial impact · 5 = High personal and financial impact. Rate the situations relevant to you. Leave other items blank.

1. I am uncomfortable being in, or being perceived to be in, the selling role1 = No personal and financial impact · 5 = High personal and financial impact12345

2. We waste too much time doing ‘unpaid consulting’, giving information, idea and pricing away, but not always getting the business1 = No personal and financial impact · 5 = High personal and financial impact12345

3. It is frustrating that sometimes things go quiet with prospects saying they want to ‘Think it over’, and we don't know where we stand1 = No personal and financial impact · 5 = High personal and financial impact12345

4. It is disappointing that even after great presentations/ meetings/demos/proposals, prospects or customers seem to have a limited sense of urgency to make a decision, and cycles drag on.1 = No personal and financial impact · 5 = High personal and financial impact12345

5. Our proposals are sometimes shopped around or buyers squeeze us for a lower price1 = No personal and financial impact · 5 = High personal and financial impact12345

6. We have trouble coming across as different from the competition - getting the customer to see our unique value1 = No personal and financial impact · 5 = High personal and financial impact12345

7. I have difficulty asking for or gaining commitment from potential clients.1 = No personal and financial impact · 5 = High personal and financial impact12345

8. I am hesitant about asking for referrals and introductions, or ineffective in getting them1 = No personal and financial impact · 5 = High personal and financial impact12345

9. I am uncomfortable or too accommodating when discussing commercial issues1 = No personal and financial impact · 5 = High personal and financial impact12345

10. I find it difficult to get prospects to open up and tell the truth about pressures, priorities and preferences.1 = No personal and financial impact · 5 = High personal and financial impact12345

11. I feel that sometimes under pressure I am weak in negotiation, giving away margin.1 = No personal and financial impact · 5 = High personal and financial impact12345

12. I struggle to identify or simply miss opportunities to sell more to existing customers1 = No personal and financial impact · 5 = High personal and financial impact12345

13. I struggling to create and stick to a plan to hit my winning business target1 = No personal and financial impact · 5 = High personal and financial impact12345

14. I lack the confidence, or skill, to prospect for new opportunities1 = No personal and financial impact · 5 = High personal and financial impact12345

15. I am uncomfortable or unsuccessful making cold approaches to senior people1 = No personal and financial impact · 5 = High personal and financial impact12345

16. My closing ratios (quote - order) are disappointingly lower than I'd want.1 = No personal and financial impact · 5 = High personal and financial impact12345

17. I feel that the buyer controls the selling situation1 = No personal and financial impact · 5 = High personal and financial impact12345

18. We feel the pressure to consistently delivering on revenue targets, and fail more than we'd like.1 = No personal and financial impact · 5 = High personal and financial impact12345

19. We are systematic in most areas but less so with sales1 = No personal and financial impact · 5 = High personal and financial impact12345

20. Often we are in the dark about exactly where we stand in a sales engagement1 = No personal and financial impact · 5 = High personal and financial impact12345

21. I struggle to uncover the true decision-making process, and sometimes get surprises that I wish I had exposed earlier.1 = No personal and financial impact · 5 = High personal and financial impact12345

22. My forecasting is inaccurate - often with deals we expect to win slipping1 = No personal and financial impact · 5 = High personal and financial impact12345

23. Sometimes I feel disappointed that I don't get treated like a professional1 = No personal and financial impact · 5 = High personal and financial impact12345

Other challenge

Is there another sales challenge you would like to discuss?

Other sales challenge

Impact of your other sales challenge1 = No personal and financial impact · 5 = High personal and financial impact12345

Email Address *We will email you a copy of your completed assessment in Excel format.

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Prénom *

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