Sales Fitness Check

What you don’t know will cost you sales

Target Exceedor Ltd

2nd Floor,NHIF Building, P.O Box 10738-00100 Nairobi
Tel: 0202114680 Cell: 0721303864/0722797020
Email:tsa@exceedtarget.com Website:www.exceedtarget.com
Select, Place and Train Sales People
1.General Information:

I. How many sales people do you have? ________

II. How long have you been with the sales people:
• Longest serving ________

• Newest hire ________

• Team average ________

III. How much is the average monthly target ________

IV. How many members of the team contribute to 80% of monthly
sales ____
V. How many team members achieved (in the last 12 months):
• 1%- 20% of the average monthly target ________

• 21%-40% of the average monthly target ________

• 41%-70% of the average monthly target ________

• 71%-100% of the average monthly target ________

2. Team challenges
Rank the following challenges in you sales team (1 being most
critical)
• High team turnover ________

• Long Sales Cycles ________

• Loss of qualified opportunities to competition ________

• Loss of existing accounts to competition ________

• Few new opportunities generated ________

• Reducing profitability per average sale ________

• Small average deal size ________

• Low motivational levels in the team ________
• Plateaud top performers ________

• Too many non-converting opportunities ________

• Insufficient Sales Activities ________

 • Others (State) ________

3. Team Behaviour Analysis

Consider the following behaviors of your sales people and based on the best
knowledge of them
(Copy and paste this tick appropriately)
Behaviour: My sales people always Entire Over 50%-79% Below Below
Team 80% of the 30%- 50% 30% of
do it of the sales team of the the sales
always team sales team team
1. Plan activities to increase sales results Exampl
e

2. Dedicate sufficient time to developing

business with existing customers
3. Manage sales pipeline for speedy
progression of prospects to customers
4. Allow time for prospecting new customers

5. Can identify a criteria for an ideal customer

6. Have a system for generating customer

referrals
7. Use an effective strategy to generate leads

8. Apply a logical process to determine which

prospects to contact first
9. Demonstrate the use of a prospect
nurturing system
10. Make appointments with new prospects in
a professional manner
11. Communicate effectively on the telephone
12. Allocate a sales probability rating for every
prospect
13. Can demonstrate conversion ratios for
each step in the sales process
14. Manage the post-sale follow-up to build a
strong customer relationship
15. Use a process to minimize risk of losing
customers
16. Develop additional business from existing
customers
17. Set goals and customer objectives that are
SMART
18. Convey enthusiasm and confidence
19. Share and state clear expectations with
prospects and customers
20. Demonstrate high rapport building skills
21. Listen actively to others

22. Identify and agree specific requirements

through effective questioning
23. Uncover each prospect’s pain or problem
24. Makes self understood clearly and
concisely with customers and colleagues
25. Check for understanding of information
presented to customers
26. Anticipate responses and addresses
questions positively

27. Present products/services that are aligned

to customer requirements
28. Understand the difference between a
feature and a benefit
29. Build customer confidence and trust
30. Create agreements that are fair to all
parties
31. Prepare thoroughly for negotiations
32. Handle objections with confidence and
empathy
33. Sell on value rather than price
34. Close deals at the appropriate time

35. Are happy and self motivated

Fill and send to our Consultants who will analyse this fitness
check and give you a FREE recommendation on how to address
what ails your team.

Fill and email to tsa@exceedtarget.com

dorcas@exceedtarget.com

Target Exceedor Ltd

2nd Floor,NHIF Building, P.O Box 10738-00100 Nairobi
Tel: 0202114680 Cell: 0721303864/0722797020
Email:tsa@exceedtarget.com Website:www.exceedtarget.com
Select, Place and Train Sales People