Sales Leadership Questionnaire
For each of the key elements of Sales Leadership, rate your performance as a Sales Manager on a scale of 1 – 10, where 1 is very poor and 10 is excellent. (Download PDF Questionnaire)
SETTING CLEAR DIRECTION AND PLANNING PERFORMANCE
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Understanding your company’s vision.
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Articulating and applying the vision for you and your team.
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Helping others to see and understand the vision.
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Continually linking the vision to day to day activity and the need for change.
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Helping Team Members link the vision to day to day activity and the need for change.
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Linking new initiatives/products to the vision to aid understanding and buy-in.
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Translating the vision into measurable targets
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MEASURING, OBSERVING AND COACHING
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Developing practical plans and approaches to ensure the vision is achieved.
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Constantly helping others to develop plans, approaches and solutions to ensure the vision is achieved.
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Regularly reviewing and updating individual and team action plans to ensure your vision is achieved.
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Regularly putting changes, plans and agreed actions in context as far as the vision is concerned.
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Creating a culture of mentoring and coaching within your team
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Implementing key measures to monitor individual and team performance against target.
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In regular 1:1s, getting the salesperson to present their own performance against agreed plans.
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In these 1:1s discussing behaviours, attitudes, skills, knowledge and activities as well as results.
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Observing (or listening into) your salespeople interacting with customers and prospects and giving them feedback
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Coaching people on their coaching skills
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‘Managing by Walking Around’ – providing your people with instant feedback on behaviours observed on a day to day basis
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REMOVING OBSTACLES
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Constantly ensuring through personal experience and observation that plans are being implemented effectively.
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Keeping Team Members enthused about implementing plans and actions.
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Helping others to review and alter actions and plans when necessary.
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Working with Team Members to overcome performance issues.
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Validating and understanding the reasons for the attitude and behaviours of Management and Team Members.
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Proactively removing obstacles to sales and service excellence
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Implementing best practice consistently and successfully.
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BUILDING THE TEAM
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Positively and energetically driving team performance.
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Sharing best practice and successes across your business
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Running vibrant and energetic team meetings
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Driving measurable action plans from team meetings
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Using top performers to share ideas and expertise.
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Helping to create energy, enthusiasm, commitment and belief to plans and approaches.
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Helping individuals and the team as a whole to feel confidant about sales & service
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REWARDING AND RECOGNISING
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Recognising and rewarding good performance.
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Consciously looking for examples of good behaviours, skills, knowledge and attitudes during meetings and in customer interactions.
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Creating heroes.
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Recognising and rewarding performance improvements
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Using other Senior Managers to recognise and reward success
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Rewarding people spontaneously on a regular basis – ‘Well done’, ‘Thank you’, ‘You’re doing a good job’, ‘Great work!’
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