1000Steps Sales Assessment, Full Diagnostic Format 1000Steps B2B Sales Engine Assessment, Full VersionContact detailsFirst NameLast NameEmail AddressCompany nameJob titleWebsiteProduct market fitHow do you know you have product market fitWhat products do you haveWhat is your dominant productWhat is your most profitable productWhich product sells easiestWhich product do sales like the mostHow have you broken your products into groups that get you into clientsWhat product do you sell that your clients loveHow does your buyer buy from you at the momentReferralInbound enquiryOutbound outreachExisting client relationshipPartner introductionTender / RFPEvents / networkingOtherWhich role buys the most products from youFounder / OwnerCEO / Managing DirectorSales DirectorCommercial DirectorOperations DirectorTechnical LeadProcurementHR / PeopleMarketingOtherWhich industry buys the most from youWhat do buyers want from you when they engageWhen you meet your ICP, say you meet 10 of them, they don’t consciously have a need, how many are curious and want to know more, out of 10Channels and lead generationFrom your last 2 years clients, what channel is most dominantReferralsInbound website leadsLinkedIn outboundEmail outboundEventsWebinarsPartnershipsPaid adsSEO / contentExisting clientsCold callingOtherWhich channel do you focus onReferralsInbound website leadsLinkedIn outboundEmail outboundEventsWebinarsPartnershipsPaid adsSEO / contentExisting clientsCold callingOtherHow accurate is your ability to forecast on this channel, 1 = very weak, 5 = very strongWhat is it about this channel that makes it workIf you wanted to scale this channel, could you double it in 12 monthsYesNoUnsureWho runs the channelHow do you measure the effectiveness of the channelWhat other channels do you useReferralsInbound website leadsLinkedIn outboundEmail outboundEventsWebinarsPartnershipsPaid adsSEO / contentExisting clientsCold callingOtherWhat would be your second most effective channelReferralsInbound website leadsLinkedIn outboundEmail outboundEventsWebinarsPartnershipsPaid adsSEO / contentExisting clientsCold callingOtherHow do you manage this channelHow clear is your process for a lead coming in and being interacted with, 1 = very weak, 5 = very strongWhat is the average time for a lead to be engaged, in hoursHow do you manage your databasesHow do you assess and categorise all contacts in your databasesHow effective is your ongoing nurture of contacts that you have accumulated, 1 = very weak, 5 = very strongWho creates contentFounder / leadershipSales teamMarketing teamBack office / operationsTechnical / delivery teamExternal support / agencyHow effective are all employees, senior, sales, marketing, back office at creating content and distribution of it, 1 = very weak, 5 = very strongHow effective are sales at outbound lead generation, 1 = very weak, 5 = very strongSales processDo you have a sales processYesNoPartlyWhat are the phases of the processHow clearly defined is what should be done in each phase, 1 = very weak, 5 = very strongBreakdown each stage in the process, with a short summaryWhat is the average length of your sales cycle, in daysWhat is the average length of time between a lead to a first meeting, in daysWhat is the average length of time from proposal to signed client, in daysHow do you train your teamsHow do you coach your teamsWhat mentoring framework do you have for anyone with a sales responsibilityHow long is an introductory meeting, in minutesHow many face to face meetings do you have in a weekHow often does a manager sit in on a meeting and give feedback to sales personWeeklyMonthlyQuarterlyRarelyNeverWhat is your framework for developing a non sales person through to a competent oneAccount managementDo you have an account mangerYesNoIs the role split sales and account managementYesNoIf it is, what is the ratio of work for your sales person that is sales, as a percentageIf it is, what is the ratio of work for your sales person that is account management, as a percentageHave you mapped all your accounts, with all the user personaYesNoPartlyHave you mapped upsell and cross sellYesNoPartlyHave you built plans for all accountYesNoPartlyDo you have a framework of who should do what in upsell and crosssellYesNoPartlyIs your back office trained in selling and how to ask the right questionsYesNoPartlyDo you track metrics around account managementYesNoPartlyIs the database in CRM up to date, 1 = very weak, 5 = very strongHave you mapped your accounts in NavigatorYesNoPartlyNot applicableWho manages the upsell and cross sell and how active are theyData and metricsWhat data do you track in your opportunity managementDeal stageDeal valueWin rateLoss reasonsSales cycle lengthTime in stageClose dateProduct / service typeLead sourceSales rep ownerIndustryDecision-maker roleProposal sent dateOtherWhat data do you track with lead generationLead sourceNumber of leadsConversion to meetingConversion to opportunityConversion to saleCost per leadCost per meetingLead response timeCampaign sourceIndustryBuyer roleOtherWhat is the average length of your sales cycle. If you have multiple product put them downWhat is you primary source of leadsReferralsInbound website leadsLinkedIn outboundEmail outboundEventsWebinarsPartnershipsPaid adsSEO / contentExisting clientsCold callingOtherWhat is the timeline from lead to saleWho is your most productive sales personWhat is their primary source of leadsReferralsInbound website leadsLinkedIn outboundEmail outboundEventsWebinarsPartnershipsPaid adsSEO / contentExisting clientsCold callingOtherWhat is your second highest sales person primary source of leadsReferralsInbound website leadsLinkedIn outboundEmail outboundEventsWebinarsPartnershipsPaid adsSEO / contentExisting clientsCold callingOtherWhat is the average time between stages in your sales cycleWhich industry is most productive and what are the percentagesWhich role is the most influential in your sales process in both the initial meeting, lead generation and on the decision making stageHow many inbound leads a monthWhat are the sources of these leads and volumesWhat is the conversion rate of the sources both on number of sales and average sales sizeSales managementHow do you manage your sales peopleWhat coaching do you deliver per monthWhat training does your manager and sales leader have on managementHow do you assess your sales director and mangerHow do you assess your saels peoples performanceWhat development programmes do you have in placeFrom a learning and development perspecitve, what qualification do your team have that reflect technical knowledge and the technical understanding of teaching and coaching.How often do you sit in on a meeting with themWeeklyMonthlyQuarterlyRarelyNeverSubmit Assessment
