You want to discover customer orientation of your sales people to improving value creation for your customers.

Here you'll get a simple process that will make you recognize customer orientation of your sales staff in ONE day.

How to discover customer orientation of your sales people in ONE day?

Have a meeting with your sales people discussing customer orientation, goal setting, how they work today, which tools they use etc.

After that meeting your should be able to answer the following questions from your sales person's point of view.

Question	Rating: No : 1 - Yes : 5	Comment
Do you know your goals and objectives?
Do you know for which customers you are responsible?
Do you make a written plan for the upcoming week and discuss it with your manager?
Is the price list the basis for your pricing decision?
Do you have notes available to everybody from your customer visits?
Do you measure the number of visits you make per week?
Do you have a profile list of your customers?
Do you get regular reports to run your business?
Do you have a list of potential customers your are working with?

Based on the results of the survey above, decide if you need a total overhaul of your sales performance management system and/or if you need to focus on specific areas.
The questions which you have rated 3 or lower should be considered as areas of concern.