Sales scorecard

I want to share with you a valuable tool I created to help my team assess which sales areas they need improvement on. I want you to imagine the compound effect of small improvements of just 10% in several areas versus trying to make a huge jump in one area.

Sometimes huge jumps are possible, and sometimes they are needed. But day to day, small constant improvements add up to huge results over time. So here’s the assessment, rate yourself from 1 to 10 in the following areas. I grabbed the categories of assessment from Brian Tracy’s book, Advanced Selling Strategies and have modified it into this helpful tool for you and your team. I encourage you to print it out, take the assessment and figure out which selling area you should focus on improving first. You might be surprised.

1. Positive mental attitude – 0 1 2 3 4 5 6 7 8 9 10

I am positive and optimistic about my product or service and eager to show people how it can be helpful to them.

2. Good health and appearance – 0 1 2 3 4 5 6 7 8 9 10

I appear healthy and presentable, looking like the kind of person that people want to do business with.

3. Product knowledge – 0 1 2 3 4 5 6 7 8 9 10

I am confident in the knowledge I have of all of the products and services we offer. I can answer most questions about our products and services accurately.

4. Presentation skills – 0 1 2 3 4 5 6 7 8 9 10

I am able to make an effective presentation to a potential client, whether in their home, at a networking event, or on the phone depending on my position. I have developed a presentation that convinces the buyer that using our service will solve his or her needs.

5. Answering objections – 0 1 2 3 4 5 6 7 8 9 10

I am familiar with the most common objections we get for our service. I know what to say in reply to these objections and have practiced it so I can deliver it naturally and reduce any fears the client may have.

6. Closing – 0 1 2 3 4 5 6 7 8 9 10

I am both able and comfortable to ask for the order, even when I feel it is a large amount. I am sensitive and aware of the correct time to request a commitment to action by the client. I close easily and move on naturally to wrapping up the sale.

7. Personal management skills – 0 1 2 3 4 5 6 7 8 9 10

I plan and organize my activities and use my time effectively.

8. Delivery – 0 1 2 3 4 5 6 7 8 9 10

I make sure the service is delivered to the customer’s complete satisfaction.

Your total ____

Divide your total score by 8.
Score ____

What would an improvement of just 1 in each area mean to your sales?

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