Please number each of the following statements on a scale of 1 through 51 being not a problem for us, no impact; 5 being serious problem, big impact

Strategy

I or my company:_____1) Don't really have a clearly defined "ideal client"_____2) Have a clearly defined "ideal client", but aren't sure we are doing the right things to get in front of enough of them or close them at the right margin_____3) Are doing mostly bids for work, but would rather negotiate_____4) Need to separate ourselves from the pack of our competitors, but don't know how, or we thing we have done that, but the prospects don't seem to notice or care._____5) Deliver superior service/product to our customers, but aren't getting superior price or margins_____6) Have way too high percentage of our revenues coming from too few accounts._____7) Have a relatively short window of time to capitalize on a new market, but aren't sure we are attacking it the right way_____8) Rely mostly on others in our company and industry to decide what to do next, and wonder if we are missing something_____9) Have lost a couple of key accounts, and aren't sure why_____10) Are getting the "low hanging fruit", but can't seem to crack the tougher ones that would be "ideal"_____11) Would be in real trouble if our # 1 client left_____12) Have no clear plan to replace lost business_____13) Would be in trouble if our product were no longer "cutting edge" and new or our competitors gained a technological advantage_____14) Realize that our clients/customers are not buying all of their stuff from us, and can't figure out how expand our existing relationships_____15) Understand that in order to grow, we must take business away from our competitors, but struggle with how to do that and still keep our margins.

Structure

I or my company:____ 1) Don't have a way to effectively hold salespeople accountable____ 2) Don't know if our compensation plan is helping or hurting our efforts to grow____ 3) Wonders why our experienced sales force doesn't seem to care enough about getting new clients to do it consistently.____ 4) Haven't seen measurable improvements in the bottom line since we hired a sales manager____ 5) Have taken a top producer from the field to make them manager, and it's not working out as well as I hoped____ 6) Question my objectivity when evaluating our sales plan and who we have in place to achieve that plan.

StaffI or my company:_____1) Keep hiring salespeople who don't work out

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_____2) Can't figure out why some people are doing well, and others aren't_____3) Don't know which salespeople we should stick with long term, and who to cut_____4) Are not sure that we have the "right people in the right seats on the bus"_____5) Are struggling to really motivate our sales force_____6) Are doing all we know to do with hiring, but it's still not good enough_____7) Must hire a better caliber salesperson to compete in today's marketplace, butdon't know where to begin_____8) Hires smart people who know our business, but they seem to not be effectiveat bringing in the right new clients_____9) Feel daunted by the thought of hiring a sales team that really can perform_____10) Have never managed a sales force before and am winging it, to mixed results_____11) -Hire good interviewers, but sometimes find that they are mediocre salespeople, at best_____12) Sense that at least some of our producers are frustrated by their lack ofperformance, but don't know how to effectively coach them out of the problem_____13) Would like to try to hire people outside of the industry, but can't afford acostly and time consuming mistake_____14) Would like to hire someone inside of our industry, but don't want to hire someone else's loser_____15) Would be in real trouble if our #1 salesperson left_____16) Would be in real trouble if owner stopped selling_____17) My best ones quit, but the losers stay around forever

Skills - Hard

I or my sales people are:_____1) Not getting in front of enough new prospects_____2) Not closing enough new business_____3) Closing business, but the margins are getting thinner_____4) Not prospecting for new opportunities_____5) Wasting time with people who end up not doing business with us_____6) Winging it which is causing roller coaster results_____7) Not getting enough good high quality referrals_____8) Closing business, but it is not profitable enough for all the work it takes_____9) Not capturing our share of the business with some existing clients_____10) Frustrated by committee decisions that are huge timewasters for us_____11) Talking to purchasing agents instead of decision makers_____12) Not closing business fast enough, and it's taking longer than it used to_____13) Inconsistent with our results_____14) Facing a lot more competition than we used to and we are no longer winning our share_____15) Being used for our information (free consulting)

Skills - Soft

I or my sales people are:_____1) Can establish trust in prospects within the first call

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_____2) Are good at understanding how people communicate and can adjust our style to match the prospects_____3) Understand that people do business with people – not companies – and understand how to make prospects comfortable with us._____4) Make sure we communicate our message in neutral way so that we do not push people’s buttons_____5) Understand how to read body language so we can use it to understand when the prospect/ customer is honest with us._____6) Are good at adapting to the different communication styles our customers use._____7) Understand how someone’s birth order can influence their decision making process and are able to adapt to the person’s need._____8) Understand what questions can cause people to claim up and know the proper way to ask those questions so people remain open with us._____9) Understand how dress affects our prospects/ customers perception and how to keep people comfortable with us regardless of how we look._____10) Understand what words we use can either cause people to lie to us, waste our time, or be open and honest._____11) Good at using our tonality to convey authority, trust and getting our major points across._____12) Understand why and how not to get emotional involved in the call_____13) Good at getting people to share their emotional reasons for buying our product.

These problems have probably cost me or my company $___________ in lost revenues or opportunities in the past 12 months.

Please complete and fax to 615-399-8711 or e-mail to kim@nashvillesalestraining.com

Name: ___________________________Title: ___________________________Company: ___________________________________________

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