World Class Sales Process Self-Assessment
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World Class Sales Process Self-Assessment
How good is your company's sales process?
Find out by answering 17 questions in the next five minutes. If you are not from your company's sales department, ask one of them to do this as well.
After entering your contact information, you'll see graphs comparing your scores to the averages so far. At the bottom of this page, you'll also receive a brief diagnosis based on your data. You’ll also receive an email with a link to this page for future reference. Your diagnosis will indicate some causes you may not be aware of for the effects you are currently experiencing. These insights can reveal small potential changes with big potential impact.
Please begin by answering the first question below. You can also leave a comment about your experience at the bottom of the page. (Note that this assessment requires javascript to be enabled in your browser in order to work.) We look forward to hearing from you!
 
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Leave A Reply (16 comments )


  1. Frank Shahin
    10 years ago

    thanks


  2. Paul Thistle
    10 years ago

    Trying to do self assesment, link brought me here


  3. mwebb
    10 years ago

    Paul Thistle,

    Is your browser set to allow javascript? We think this might be preventing some people from seeing the assessment. It requires javascript. Let us know if that works.

    Michael


  4. Marty
    10 years ago

    i think we can really benefit from your expertise.


  5. Andre Beaulieu
    10 years ago

    Sales processes are currently meeting our needs.


  6. Riccardo Infante
    9 years ago

    Thanks


  7. Marco De Salvia
    9 years ago

    Hello, I re-made the assesment after attending the seminar of Mike webb at Jmac in Milan. I must say that most of answers changed as I clarified to myself the meaning of some questions. Still I recognize some question is not correctly matching the situation of B2B with big EOMs company in automotive. Especially question 7 is not clear. It is very hard to say if a customer (potential or already in the portfolio) will buy, that is to say difficult to predict if we will on competitors. But once the business is awarded (we won) our forecast accuracy is close to 95%. So, which is the right answer to question 7: 1 or 5 ?


    • mwebb
      9 years ago

      Marco,

      Thanks for revisiting the assessment. It is good to hear the workshop deepened and clarified these terms for you.

      As for question number 7, first I would say we are talking about whether the business is awarded to your company in the first place, not whether the customer follows through with the releases for production (which should be pretty much a given). Here is the issue: if you define observable qualification criteria about your sales opportunities, and then use these definitions to record what you observe about your sales opportunities (as well as whether they are won or lost), will analyzing this data reveal patterns that make them useful forecast indicators (or "leading" indicators)?

      I have not yet seen a client situation where this kind of data collection was not predictive. The only way to know for sure is to test it. As you suggest, I suppose it is possible your automotive world might be less predictive. I certainly hope not, however! The whole idea of process excellence is to figure out what will give us more of what we want, while consuming less time and resources. Being in a business where the process is no more predictable than randomness can't be much fun. 😉

      Let me know what you decide to do to experiment with this.

      Michael


  8. Wernher Verbraeken
    9 years ago

    Interesting questions. Had me really think about our process already. I come from a manufacturing background and years of lean training from the school of hard-knocks and developing standard work and systems on the shop floor. Now I'm in a role of managing a sales department that seems to have no obvious "system" to selling. The plan is to bring some data and continuous improvement methods to marketing and selling. Thanks for putting the survey together.


    • mwebb
      9 years ago

      Thanks, Wernher. You'll see some very useful connections when you start getting into "Sales Process Excellence," especially in Chapter 3. Similarities with manufacturing include the need to make the quantity and quality of flow visible. From salespeople learn attributes of prospects in order to qualify and disqualify as much as possible in the early stages of the funnel. Salespeople can identify with that, but sometimes the are uncomfortable disqualifying bad prospects, so you have to look for that.

      Keep me posted on your progress, I look forward to hearing more.

      Michael


  9. Steve Remmers
    9 years ago

    We have a variety of sales knowledge and personalities. Some are knew to the industry, some have extensive experience, some are more technical


    • mwebb
      9 years ago

      Thanks for your comment, Steve. The different levels of knowledge and personalities in your own company - not to mention the customer's organization - indeed make things more difficult.

      MW


  10. Russ Vey
    8 years ago

    My role is spent working across many of our functional departments and consulting with our clients. I have the unique opportunity to listen and learn all the unique situations we are challenged with day to day. The division I work for within our organization sells both print related solutions and technology to aid our customer's grow their topline as well as improve their workflows. So my thoughts and responses to this survey are objective as related to an outsider looking in towards our selling practices, not as a doer in the sales process


    • mwebb
      8 years ago

      Great to hear from you, Russ. You are right to clarify your perspective. It illustrates why the assessment should be completed by people throughout the sales and marketing organization. A company needs all of its eyes and ears to piece together what is really happening in the marketplace. And when they do, they have a unique competitive advantage.
      Michael


  11. Toni Ogemark
    8 years ago

    I have just joined the company so my know-how of current situation is very limited. My answers are mainly my feelings of current situation.


  12. Greg Sanders
    8 years ago

    Look forward to hearing back from you. Thanks.