Sales Skills Assessment

1. Sales Skills Assessment Sales Skills AssessmentFeel free to add/delete any parameters as you see fit to ensure this assessment fits your organization’s needs. Decision Making Criterion Sales Rep Average Top Rep Notes Relevant Knowledge Industry knowledge & expertise 3 1 3 Product knowledge 2 1 3 Competitor knowledge 3 2 4 Technical knowledge 4 2 3 Company Strategy knowledge 4 2 3 Customer-base familiarity 1 2 2 Key Account knowledge 2 1 4 Sales Process knowledge 1 2 4 Sales Skills Excellent communication skills 3 1 3 Translates features to benefits 2 1 3 Ability to identify client needs 3 2 4

2. Proposal/presentation skills 1 2 2Business acumen 2 1 4Listening skills 1 2 4Objection handling skills 3 1 3Problem solving skills 2 1 3Closing skills 3 2 4Ability to recruit new clients 1 2 2Account Planning skills 2 1 4Effective use of collateral 1 2 4ProfessionalismCalm professional attitude 3 1 3Sensitive to political issues 2 1 3Provides department leadership 3 2 4Helps develop new recruits 1 2 2History of punctuality 4 3 2Dresses appropriately 2 1 4 Proposal/presentation skills 1 2 2Business acumen 2 1 4Listening skills 1 2 4Objection handling skills 3 1 3Problem solving skills 2 1 3Closing skills 3 2 4Ability to recruit new clients 1 2 2Account Planning skills 2 1 4Effective use of collateral 1 2 4ProfessionalismCalm professional attitude 3 1 3Sensitive to political issues 2 1 3Provides department leadership 3 2 4Helps develop new recruits 1 2 2History of punctuality 4 3 2Dresses appropriately 2 1 4

3. Displays integrity & honesty 1 2 4Contributes to sales meetings 3 1 3Exceptional work ethic 2 1 3Account ManagementTerritory management & plans 3 1 3Maintains updated account info 1 3 3Pre and post call planning 2 1 3Customer targeting skills 4 2 1Effectively uses CRM system 3 2 4Sales call frequency 1 2 2Customer segmentation skills 2 1 4Ability to mitigate client erosion 1 2 4Customer ServiceCustomer service call frequency 3 1 3Measures customer satisfaction 2 1 3Relays customer feedback 4 4 4 Displays integrity & honesty 1 2 4Contributes to sales meetings 3 1 3Exceptional work ethic 2 1 3Account ManagementTerritory management & plans 3 1 3Maintains updated account info 1 3 3Pre and post call planning 2 1 3Customer targeting skills 4 2 1Effectively uses CRM system 3 2 4Sales call frequency 1 2 2Customer segmentation skills 2 1 4Ability to mitigate client erosion 1 2 4Customer ServiceCustomer service call frequency 3 1 3Measures customer satisfaction 2 1 3Relays customer feedback 4 4 4

4. ‘Customer-service’ attitude 3 2 4Handles upset customers well 1 2 2Solid base of happy customers 2 1 4Maintains frequent contact 1 2 4Totals 98 72 142 ‘Customer-service’ attitude 3 2 4Handles upset customers well 1 2 2Solid base of happy customers 2 1 4Maintains frequent contact 1 2 4Totals 98 72 142