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)


  • Understanding your company’s vision.
  • Articulating and applying the vision for you and your team.
  • Helping others to see and understand the vision.
  • Continually linking the vision to day to day activity and the need for change.
  • Helping Team Members link the vision to day to day activity and the  need for change.
  • Linking new initiatives/products to the vision to aid understanding and buy-in.
  • Translating the vision into measurable targets
  • Showing strong sales leadership

  • Developing practical plans and approaches to ensure the vision is achieved.
  • Constantly helping others to develop plans, approaches and solutions to ensure the vision is achieved.
  • Regularly reviewing and updating individual and team action plans to ensure your vision is achieved.
  • Regularly putting changes, plans and agreed actions in context as far as the vision is concerned.
  • Creating a culture of mentoring and coaching within your team
  • Implementing key measures to monitor individual and team performance against target.
  • In regular 1:1s, getting the salesperson to present their own performance against agreed plans.
  • In these 1:1s discussing behaviours, attitudes, skills, knowledge and activities as well as results.
  • Observing (or listening into) your salespeople interacting with customers and prospects and giving them feedback
  • Coaching people on their coaching skills
  • ‘Managing by Walking Around’ – providing your people with instant feedback on behaviours observed on a day to day basis

  • Constantly ensuring through personal experience and observation that plans are being implemented effectively.
  • Keeping Team Members enthused about implementing plans and actions.
  • Helping others to review and alter actions and plans when necessary.
  • Working with Team Members to overcome performance issues.
  • Validating and understanding the reasons for the attitude and behaviours of Management and Team Members.
  • Proactively removing obstacles to sales and service excellence
  • Implementing best practice consistently and successfully.

  • Positively and energetically driving team performance.
  • Sharing best practice and successes across your business
  • Running vibrant and energetic team meetings
  • Driving measurable action plans from team meetings
  • Using top performers to share ideas and expertise.
  • Helping to create energy, enthusiasm, commitment and belief to plans and approaches.
  • Helping individuals and the team as a whole to feel confidant about sales & service

  • Recognising and rewarding good performance.
  • Consciously looking for examples of good behaviours, skills, knowledge and attitudes during meetings and in customer interactions.
  • Creating heroes.
  • Recognising and rewarding performance improvements
  • Using other Senior Managers to recognise and reward success
  • Rewarding people spontaneously on a regular basis – ‘Well done’, ‘Thank you’, ‘You’re doing a good job’, ‘Great work!’

Sales leadership – the key to a vibrant sales culture.

Contact Brendan now while it's on your mind