your salesdna self-audit, for inside sales

FIRSTRate your organization in eight different areas

SECONDPlot out your ratings on the target (page 3) and “color in” your biggest areas of potential (page 4)

THIRDEstimate your potential gains, then develop strategies. And call or email for a FREE consultation if you’d like!

Jeffrie Story, www.UnleashYourSalesDNA.com, [email protected], 480.367.8887

Your Quick InsideSalesDNA

Self-Audit

ToUnleash Your Sales

DNA

1

http://www.UnleashYourSalesDNA.com/

mailto:[email protected]

RATE each category on a scale of 1-10, with 10 being the BEST RATING.

Untapped Market Potential

Turnover Costs

Selling Skills & Contact Initiation

Sales Productivity

• What % of sales reps would you rehire?• Would your competitors trade teams with you?• How coachable are they?• How consistent are they?• How driven and focused are they?• How WELL do they SELL?

Your Rating:

Your Rating:

Your Rating:

Your Rating:

• Are you getting your “share,” or more, of the market?

• Is your Revenue/Order high enough?• Where are the missed opportunities, and why

are they missed?

• Is turnover too high? Too low?• How costly is it in terms of recruiting, training,

developing, lost revenue opportunities?• Are you consistently hiring high producers?

• What is the level of reps’ selling skills?• How well do your reps follow the training

process you have?• Are they making enough contacts & getting the

full potential from each one?• Are reps increasing customer loyalty?

Sales Productivity

Your Rating:

Your Rating:

How Well Managers Coach & Improve Reps’ Behaviors

• How do you feel when you examine your productivity metrics?

• How much more productivity is possible?• How often do you see reps doing something

other than selling?

Your Rating:

Your Rating:

Overall Rating of Sales Reps

• What % of sales managers would you rehire?• Would your competitors trade managers with

you?• How coachable are your managers?• How consistent are they?• How driven and focused are they?• Do their teams keep improving overall?

Overall Rating of Sales Managers

Your Rating:

Your Rating:

Your Rating:

Your Rating:

% Reps/Mgrs Who Consistently Meet Quota

Your Rating:

Your Rating:

• Do managers “stay for practice” while reps practice sales skills on the phone?

• Do managers have a high ROI on their time?• How often do you see new skills become new

behaviors and habits?• Do managers ever say, “Why didn’t reps learn this

in training?” or blame the sales trainers?

Your Rating:

Your Rating:

2Jeffrie Story, www.UnleashYourSalesDNA.com, [email protected], 480.367.8887



Take Your SalesDNA Audit

108

46

21

SellingSkills

Sales Productivity

Overall Rating ofSales Reps


% of Sales Reps Who Consistently

Meet Quota

How Well Managers Coach & Improve Reps’

Behaviors

Turnover Costs (10 = Very LOW)


(10 = Very LOW)

Plot Your Ratings Here!




Take Your SalesDNA Audit

108

46

21

SellingSkills

Sales Productivity

Overall Rating ofSales Reps


% of Sales Reps Who Consistently

Meet Quota

How Well Managers Coach & Improve Reps’

Behaviors

Turnover Costs (10 = Very LOW)


(10 = Very LOW)

Your Sales Potential is

here!


$



Which of your areas rated have the most revenue to gain?

Which ones relate to predictng or changing behavior of others?

1

2

3

Estimate how much you would gain in each area if you could raise your rating by 1 or 2 points?

HINT: All of them. What behaviors are most critical to you?

Factors here include potential revenue gain, plus time, money, tools, expertise, processes, policies, etc. Where can you find the most leverage?

How Much is Your Sales Potential?

Which ones are the most critical to improve?

What are your top three?

Your Top ThreePriorities and Strategies

What are your top three priorities, and what strategies can you deploy? Look for strategies that will improve more than one of the areas.

5Jeffrie Story, www.UnleashYourSalesDNA.com, [email protected], 480.367.8887And now… email [email protected], or call us at 480.367.8887, if

you’d like a complimentary consultation.

your salesdna self-audit, for inside sales

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