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appleton's free 'Sales Health-Check'

If there are fewer sales opportunities, you need to make sure that your sales team are first to them and have the necessary skills to win that business before your competitors. In addition to this you have to ensure the whole organization is equipped to deliver what has been promised. This simple health-check will help you identify any areas where you need to inject some dynamism into your sales processes.
It consists of 44 questions and the average time to complete is less than 5 minutes.
For an instant assessment, simply enter your details then click questionnaire.

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appleton associates ltd
Midsummer Court
314 Midsummer Boulevard
Central Milton Keynes
Buckinghamshire
MK9 2UB, UK
Tel: +44 (0) 8448 707055
Fax: +44 (0) 1908 357892
Mob: +44 (0) 7866 427490
Email:

Hope is not a strategy - Take action NOW!
Call appleton today on +44 (0) 8448 707055

	Questions	Yes	No	Unsure
1	Do you believe your sales force implement your sales strategy to the best of their ability?
2	Is your sales team capable of achieving their top line sales targets?
3	Does your sales team invest enough time in their top 10 key accounts?
4	Does your sales team spend enough time directly in front of customers?
5	Are you confident your sales team can achieve their objectives in the current ecconomic climate?

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	Questions	Yes	No	Unsure
6	Do they prepare themselves mentally for each call?
7	Are they still hungry to find fresh opportunities?
8	Are they converting them into new business as fast as you would expect?
9	Are they retaining and growing existing customers?
10	Do they match your products and/or services to the customer's real needs and wants ?

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	Questions	Yes	No	Unsure
11	Do they sell the true value of your product?
12	Are they creative when the buyer says "no" to price?
13	Do they charge extra for doing something special ( e.g. urgent delivery)?
14	Do they sell in price increases professionally

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	Questions	Yes	No	Unsure
15	Do they handle customer complaints to the satisfaction of both parties?
16	Do they understand, adapt and relate to customers' different personalities?
17	Do they handle objections well?
18	Do they understand and follow the principles of negotiation
19	Do they deliver bad news to customers when needed to in a manner that leaves the customer unperturbed

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	Questions	Yes	No	Unsure
20	Does your sales team know who their 'Key Accounts' are?
21	Do they understand the difference between managing these accounts and developing them?
22	Has your sales team devised a 'Sales Strategy' for achieving maximum potential in each account?
23	Can you measure their progress with these strategies at any time?
24	Does your sales team know how your proposition compares with your competitor's?

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appleton's free 'Sales Health-Check'

Personal / Company details

Sales and Organisational Objectives

Sales Team - Overview

Financial Appreciation of the Sales Team

When involved in Difficult Situations

Key Account Development

Call Planning - Maximising all Sales Calls

Selling Technique

After The Call

Looking After The Call - The Organisation

	Questions	Yes	No	Unsure
35	Does your sales team critique the call? and do they learn every lesson?
36	Do they send confirmation of action points to the customer?
37	Do they complete their notes and update your CRM system?
38	Do they communicate internally about the broader issues of their sales calls (market trends, competitive activity, product performance etc.)?
39	Do they understand and manage 'The Relationship Gap'

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	Questions	Yes	No	Unsure
40	Does everyone involved in the sales process have access to your CRM system?
41	Can everyone update individual records?
42	Can field sales people download and upload latest information?
43	Is the company as a whole aware of the actions required to develop your customer base?
44	Is your sales information used in operational planning meetings?

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