World Class Sales Process Self-Assessment
How does your company's sales process stack up with the best in the world?
Find out by selecting a customer type or market segment that is important to you. Then answer these simple questions in the next ten minutes.
If you are not from your company's sales department, ask one of them to complete it as well.
You'll get a valuable framework for understanding what is working and not working in your sales and marketing system. Comparing your responses to the responses of others in your company will provide new insights on causes of current undesirable results. You’ll gain a new perspective on small changes with big potential impact.
After entering your contact information, you'll get
  1. graphs comparing your scores to the averages of other B2B companies,
  2. a brief diagnosis based on your unique scores, and
  3. an email with a link to your diagnosis page for future reference.
Your information is always confidential and will not be shared with others.
Begin by answering the first question below. A “DK” indicates you do not know the answer. You can also leave a comment about your experience at the bottom of the page.
We look forward to hearing from you. (Note: This page requires javascript.)
Customer Type:

 
Finding (Before the Sale)
Choose the radio button that best represents your current environment:
Scale
DK
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Our way of generating leads is laborious, time consuming, and unreliable.
  1. Generating market awareness and leads
Our way of finding and nurturing leads is reliable and controllable.
The sales opportunities we find are insufficient to make our numbers.
  1. Finding sales opportunities
Our ability to find good sales opportunities keeps improving.
Our prospects don't see why they should consider our company.
  1. Engaging with prospects
Our early, useful presales assistance makes prospects want to consider us.
Typically our salespeople create their own sales tools.
  1. Sales tools
Our company keeps creating sales tools that help salespeople sell more effectively.
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Winning (During the Sale)
Choose the radio button that best represents your current environment:
Scale
DK
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Salespeople are involved in everything, and it's pretty much "everybody go sell.
  1. Pursuing opportunities
Our marketing, sales, and customer service people have specific roles and the hand-offs are clear.
Our salespeople each have their own way to prioritize sales opportunities.
  1. Prioritizing opportunities
Our salespeople share a numbers-based approach to prioritizing their opportunities.
Quote and proposal labor often interferes with other important sales work.
  1. Quotes / proposals
Our quotes and proposals are accurate, timely, and don't interfere with other important sales work.
Our deals often end in no decision.
  1. Successful selling
The value we create as we sell helps prospects qualify themselves out, or feel compelled to buy.
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Keeping (After the Sale)
Choose the radio button that best represents your current environment:
Scale
DK
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Salespeople often have to deal with frustrated customers.
  1. Dealing with customer problems
Our way of handing off orders and on boarding customers means salespeople know customer's expectations will be met.
We often don't know the impact we've had on our customer's business.
  1. Demonstrating value to customers
Our way of interacting with customer executives gets them to confirm and give us credit for the value we've created.
Once we land an account, getting referrals, testimonials, and expanding the relationship is a hit-or-miss thing.
  1. Expanding relationships
Once we land an account, our way of working with them gains referrals, testimonials, and expands the relationship.
No one formally studies why customers value our products and services.
  1. Using voice of customer
We study our customers and conduct experiments to learn how we can improve.
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Management and Measurement
Choose the radio button that best represents your current environment:
Scale
DK
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It is hard to know what's working for salespeople. Anecdotes are all we have.
  1. Identifying problems
We have numbers and visual charts that show us where our sales problems are.
We often can't predict which accounts will buy and which ones won't.
  1. Forecasting accurately
We've measured the accuracy of our sales forecast, and it exceeds 90%.
Managing deal flow is an ad-hoc activity.
  1. Managing deal flow
Our cadence in measuring and analyzing our deal flow helps us improve.
Managers direct their people's activities, and then hold them accountable.
  1. Management orientation
Managers expect their people to do their very best, and try to remove roadblocks hindering their performance.
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Environment/Culture
Choose the radio button that best represents your current environment:
Scale
DK
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It seems like we have to work harder every year.
  1. Growing the business
Our systems and policies enable us to work smarter each year.
Changes (sales training, CRM, lead generation, etc.) haven't produced measurable, sustainable improvement.
  1. Change vs. improvement
Changes to selling practices that don't produce measurable, sustainable improvement are withdrawn.
"Teamwork" often involves unhealthy conflict, blaming, pessimism, poor results, finger pointing, and win/loose relationships.
  1. Team work
"Teamwork" often involves healthy conflict, support, focusing on goals and success, accountability, transparency, and win/win relationships.
Management alone decides what changes to make in marketing, selling, and service work.
  1. Deciding changes to make
Decisions affecting marketing, selling, and service work are driven from the bottom up by a method that requires data.
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Please provide the following information so we can send you your assessment results.

Your information will be kept 100% confidential. No one outside our organization will ever have access to your personal information.
First Name
Last Name
Company
Title
Email
Phone
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Leave A Reply (12 comments )


  1. Larry
    8 years ago

    There is not a way to generate leads now except for doing shows and surfing the web. getting qualified leads is essential to me. We need leads that want to talk to us. Are interceded in doing business with us. We need to have a way to find those folks and get them to talk to us. Shows are the only way I know to get real people with real interest. The rest is a crap shoot. It works a bit but not for the most part.


  2. Larry
    8 years ago

    I'm not sure any of this is true for Lebermuth. At least from where I sit there is no help in finding leads, or a way to find good opportunities unless you do the research on line and or through magazines etc. which is fine.

    if we had prospects then we would be in the door and be able to work it and closing would be easy.


  3. Larry
    8 years ago

    Keeping we do the best at except for 12 wo as far as I know do not study customers conduct.


  4. Larry
    8 years ago

    maybe with the CRM will get better at this.


  5. Larry
    8 years ago

    for sure have to work harder each year to develop new business. Harder and harder to get good qualified leads who are interested in talking to us. Companies set in there ways especially big ones don't like to change. Even if there is a cost savings it's too much work to set up a new vendor. I find many large companies are lazy and don't care so long as they are profitable.


  6. MARTINO MANFRIN
    8 years ago

    my comment on the finding, winning, keeping and maintaining are related to oem channel


  7. ANIL SHARMA
    8 years ago

    A lot need to be done as regard to customer satisfaction, support and presales services are concerned.


  8. Anatolij
    7 years ago

    Comparison of the sales production system of Triton Co with the best world practices proves useful.


  9. Anatolij
    7 years ago

    Statistics of losses due to misuse of instruments, growth of wages and lack of labor force make it necessary to introduce changes.


  10. Brian F
    7 years ago

    Customers are interested in us. I would like our ability to turn them into a loyal an active customer to improve.


  11. Nicole Courter
    7 years ago

    My focus is mostly on the grocery store side of our business. It is much harder to find leads on this side of our industry. I am also inside sales which makes it a little more tough to prospect. We are successful in some ways on the grocery side though!


  12. Cindy Panke
    6 years ago

    Our system does not allow for our varied market segments and approaching those, often separate customers, with in a high profile and potentially high margin account. It does not place customer first.