
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: | Comment |
---|---|---|
Do you know your goals | | |
Do you know for which | | |
Do you make a written plan | | |
Is the price list the basis for | | |
Do you have notes available | | |
Do you measure the number | | |
Do you have a profile list of your | | |
Do you get regular reports to run | | |
Do you have a list of potential | | |
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.