Professional Documents
Culture Documents
Sales Rep Annual Skills Audit
Sales Rep Annual Skills Audit
Sales Rep:
Sales Manager:
Date:
Knowledge
Function
Questions to Consider
How to Assess
Product
Product knowledge is
critical in order for the rep to
educate the customer, as
Does the rep demonstrate a full
well as match solutions to
knowledge of all company
customer needs
products and services?
Test, Observe
Industry
Industry knowledge is
important for the rep to
educate the customer and
build credibility
Test, Observe
Competitor knowledge is
esential to anticipating and
addressing objections.
Test, Observe
Competitor Intelligence
Total
Sales skills
Function
Questions to Consider
How to Assess
PREP: Prospecting
CALL: Gatekeepers
CALL: Opening
CALL: Budget
Does the rep ask about and prequalify the budget the customer
has available? How does the rep
probe for budget?
Buying committee
identification is critical
because often decisions are Does the rep ask about and premade by more than just the qualify the buying committee (if
representatives contact.
applicable?) How do they do this? Ask rep, Observe
Rating
Notes/Recommendations
Rating
Notes/Recommendations
CALL: Risk
CALL: Timeline
CALL: Objections
CALL: Presentation
Effective, conversational
presentations of
products/services is
essneital to educate the
customer and close deals
CALL: Cross-sell/Up-sell
Total
Admin and Planning
1-5
Letter of Understandings
(LOUs)
Proposal Creation
Administrative-CRM,
Reporting, Etc.
Territory planning
Total
Consultative Behaviors
Review documents
Spot-check, Observe
Integrity
Competency
Recognition
Pro-Activity
Chemistry
Savvy
Total
Grand Total
Scale
5 - proficient
4 - exceeds expectations
3 - meets expectations
2 - needs improvement
1 - unacceptable