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Sales Excellence Scorecard

Use this scale for your answers
If this person's performance/leadership were prefect in every way, that would be a +10.
Whereas, -10 would be at the other end of the scale.

-10 -9 -8 -7 -6 -5 -4 -3 -2 -1 0 +1 +2 +3 +4 +5 +6 +7 +8 +9 +10
Lowest <- ------------------------------------------ -> Highest

This scorecard contains 13 atrributes of sales management and performance and their components.The components are listed to help you understand what makes up each attribute.

Use the Tab key to move between fields quickly.

Who is being evaluated?

1.	1. Early Bonding and Rapport Helps prospect to relax Gains comfort level They are relaxed themselves Knows when they don't have rapport Shares with prospects when they sense that they might be uncomfortable Deals with problems up front Establishes good up-front contacts Displays sincerity, trust, believability and warmth

2.	2. Effective Listening and Questioning Helps prospect do the talking Knows what questions to ask Asks lots of How and Why questions Knows why they are asking them Knows the pains/problems your company can solve Doesn't get emotionally involved

3.	3. Consistent, Effective Prospecting Knows how many calls they have to make daily Makes the agreed upon calls Is on track, number of calls wise Debriefs calls daily with reps Learns "lessons" from each call Is proactive at getting referrals (has a plan)

4.	4. Discovering Why Prospects Buy Has taken the capabilities of the company had translated this information into questions that will elicit "pain" Understands the prospect's business and the related pains Has internalized the "pain finding" questions Is not afraid to ask the tough questions Doesn't solve problems before their time Helps prospect to "own" their pain Makes sure there are compelling reasons to buy Gets prospect to quantify the pain

5.	5. Reaches Decision Maker Goes for the top Gets past gatekeeper Able to talk the decision maker's language Gets appointment Is not intimidated by them Gets their attention

6.	6. Supportive Buy Cycle Make quick decisions about personal purchase when they find what they want Establishes goals for what they want Doesn't care much about price when they buy For major purchase (other than car) usually shops only one store A major purchase is usually over $1000 Usually doesn't do research for a major purchase A major purchase usually takes less than a day

7.	7. Qualifies Proposals & Quotes Gets to all the key players Knows decision criteria Helps influence decision criteria Understands what it costs to play in the game Asks the "right questions" before they complete the quote Knows decision making process Knows for sure how well bases are covered w/ buying influence Knows the time line for decision Knows the probability of your company getting the deal Knows how they stand against the competition Has inside "white knights" in all their accounts Always knows what will happen next Good at setting up the "rules of engagement" with prospects Deals with potential concerns, apprehensions and potential risks the prospect may have Has qualified for money Doesn't sugar coat the truth

8.	8. Gets Commitments and Decisions Knows how to get a "monkey's paw" (small commitment first leading to a bigger commitment) Always has a good agenda set with clear expectations Gets yes or no decisions. (Not may "think it overs" or "I'll have to get back to yous") Doesn't "roll over" when they get a "no" Finds out the "conviction" level Is willing to hear "no" Always knows what will happen next

9.	9 . Comfortable Talking About Money with Prospect Able to bring it up in interview Brings it up timely Knows what prospect will invest before they present solution Knows and believes how important margins and profitability are

10.	10. Uncovering Actual Budgets Is able to establish what prospect has in the budget Helps prospect discover what they are willing to invest Is able to help prospect quantify their "pains" Helps prospect find the money if they don't have it Helps prospect gain conviction that they must spend it, or closes the file and moves on to the next case Creative in helping prospect overcome concerns about investing Is firm when it comes to money Sells vs Negotiates

11.	11. Strong Desire for Success Has goals Is "money" motivated Willing to take risks Has the incentive to perform tasks that may be uncomfortable Is self motivated Undying urge to become the best

12.	12. Doing What It Takes for Success Is a winner Does what non-winners won't do Is willing to risk Will put themselves in "high-risk" situations Willing to force a "no" from the prospect Unconditional even if afraid, uncomfortable, or in disagreement over goal

13.	13. Recovers From Rejection Rejection doesn't affect their self-image OK with a "no" Understands that they aren't being rejected personally Willing to put themselves in "high-risk" scenarios Puts the last episode quickly behind them Probes for alternatives Offers options

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