🚩This is a tough exercise.
Suggestion: Regardless of their knowledge about value creation/satisfaction, recruit the most influential and respected salespeople/sales managers in your company to take the lead, ask the questions, and learn what's real.
1. In your opinion, how important is satisfaction/value creation to achieving your business objectives?
2. What do you/your company specifically measure to determine how a salesperson generates her or his results?
3. What do you/your company specifically measure to generate specific insights into differentiating how a salesperson is communicating value/satisfaction - versus how they are creating satisfaction/value?
4. How are you measuring the satisfaction/value a salesperson creates for your business?
5. How are you measuring the satisfaction/value your business creates for your customers?
6. What evidence can you provide that absolutely proves that the methods you’re using to assess and train your salespeople are effectively helping them create more and better satisfaction/value for your business and its customers?
7. For each salesperson, list what he/she is doing and not doing that is impacting their ability to create satisfaction/value for your business.
8. For each salesperson, list what he/she is doing and not doing that is impacting their ability to create satisfaction/value for your customers.
9. How are you currently assessing your salespeople’s selling and satisfaction/value creation knowledge?
10. How are you currently assessing your salespeople’s selling and satisfaction/value creation communication skills?
11. What process do you have in place to convert what you’re measuring about your salespeople into a practical application that will help improve a salesperson’s capabilities to produce desired outcomes?
12. Please show me and explain to me what your company does to determine how each salesperson contributed to the Gross Margin in their territory/per account?
13. Upon completing all of the above questions please summarize the vital behaviors your business measures on sales calls. Please explain how you use this information to improve a salesperson’s capabilities to produce desired outcomes.
Optional
I’ll review and assess your completed exercise, ask questions, email my feedback.
Additional Consideration
Internal Sales Training Assessment