1000Steps Sales Assessment, Streamlined Format 1000Steps B2B Sales Engine AssessmentPlease complete this assessment as accurately as possible. Where estimates are needed, give your best practical answer.Contact 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 and they do not consciously have a need, out of 10 how many are curious and want to know moreChannels and lead generationFrom your last 2 years of clients, what channel is most dominantReferralsInbound website leadsLinkedIn outboundEmail outboundEventsWebinarsPartnershipsPaid adsSEO / contentExisting clientsCold callingOtherWhich channel do you focus on mostReferralsInbound 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 accumulated contacts, 1 = very weak, 5 = very strongWho creates contentFounder / leadershipSales teamMarketing teamBack office / operationsTechnical / delivery teamExternal support / agencyHow effective are employees at creating and distributing content, 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 strongBreak down 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 from lead to 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 a salespersonWeeklyMonthlyQuarterlyRarelyNeverWhat is your framework for developing a non sales person into a competent oneAccount managementDo you have an account managerYesNoIs the role split between sales and account managementYesNoIf yes, what percentage of the role is salesIf yes, what percentage of the role is account managementHave you mapped all your accounts with all the user personasYesNoPartlyHave you mapped upsell and cross sell opportunitiesYesNoPartlyHave you built plans for all accountsYesNoPartlyDo you have a framework for who should do what in upsell and cross sellYesNoPartlyIs 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 products please include themWhat is your primary source of leadsReferralsInbound website leadsLinkedIn outboundEmail outboundEventsWebinarsPartnershipsPaid adsSEO / contentExisting clientsCold callingOtherWhat is the timeline from lead to saleWho is your most productive salespersonWhat is their primary source of leadsReferralsInbound website leadsLinkedIn outboundEmail outboundEventsWebinarsPartnershipsPaid adsSEO / contentExisting clientsCold callingOtherWhat is your second highest salesperson's 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 the initial meeting, lead generation, and decision-making stageHow many inbound leads do you receive per 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 monthHow often do you sit in on a meeting with themWeeklyMonthlyQuarterlyRarelyNeverWhat training does your manager and sales leader have on managementHow do you assess your sales director and managerHow do you assess your sales people's performanceWhat development programmes do you have in placeFrom a learning and development perspective, what qualifications do your team have that reflect technical knowledge and the understanding of teaching and coachingSubmit Assessment
