BAQ Sales

Business Assessment Questionnaire – Sales

    Does your volume of business vary from season to season?

    Does any single customer account for a large portion of your sales volume?

    If so, would the business be able to survive without this customer?

    Do you have a sales team?

    If so, how many are full time? part time?

    If so, are your sales people: ?

    Do you use distributors?

    Do you have a written sales process?

    Do you consistently track sales activity and performance (number of calls, closing ratio, etc)?

    Do you train your staff on a regular basis with sales workshops and meetings?

    Do you have sales quotas?

    Do you have a sales incentive plan?

    Are your sales based on responses to Requests For Proposals (RFPs)?

    Do you allow sales people to negotiate price or terms?

    Can your customers phone or email repeat orders to you?

    How often do your sales people call on accounts?

    Do you have defined geographic territories?

    Do you have defined channels of distribution?

    Do you keep a list of current and past customers and prospects?

    Do you have a list of references, such as past clients, suppliers and customers?

    Do you provide your sales staff with the tools and information they need (demos, brochures, etc)?

    Do you follow up with customers who have left you to find out why?

    Do you follow up with prospects who have not bought from you to find out why?

    Do you participate in trade shows or expos?

    Note that #1 means you strongly agree,

    #2 means you somewhat agree,

    #3 means you neither agree nor disagree,

    #4 means you somewhat disagree and

    #5 means you strongly disagree.

    Our sales staff (including owner/CEO) has received formal sales training

    We use scripts in our initial potential customer contacts

    We have regular sales meetings

    The sales team works well with other areas of the company

    I am satisfied with the level of performance of our sales staff

    The sales team feels strongly motivated to sell

    I am willing to barter to make a sale

    Our sales staff has freedom to cut deals to make a sale

    Our sales reps are responsible for certain things after the sale

    Our sales reps receive their pay whether or not we get paid

    Our sales reps want more things to sell