Leadership Challenges | TrustPoint Management Group

Name *

First

Last

Email *

Phone *

Company *

Job Title *

Skills

Directions: Please number each of the following statements on a scale from 1 through 5

Not getting in front of enough new prospects *

Not closing enough new business *

Margins are getting thinner - price pressure *

Wasting time with people who end up not doing business with us (not qualifying) *

Talking too much and not listening to the prospect *

Our people are not as consultative as I would like, they show up and dump product knowledge *

Not getting enough good high-quality referrals *

Closing business, but it is not profitable enough for all the work it takes *

Not capturing our share of the business with some existing clients *

Frustrated by committee decisions that are huge timewasters for us *

Spending too much time with people that are not decision makers *

Not closing business fast enough- the sales cycle has gotten longer *

Inconsistent with our sales results *

Facing a lot more competition than we used to and we are no longer winning our share *

Being used for our information like price, creative ideas, demos, resources (free consulting) *

Staff

Directions: Please number each of the following statements on a scale from 1 through 5

Keep hiring salespeople who don’t work out *

Can’t figure out why some people are doing well, and others aren’t *

Don’t know which salespeople we should stick with long term and who to cut *

Are not sure that we have the “right people in the right seats on the bus” *

The sales team doesn’t seem motivated *

Must hire a better caliber salesperson to compete today, but don’t know where to begin *

We hire technical people who know our business, but they’re not effective at bringing in business *

Feel daunted by the thought of hiring a sales team that really can perform *

Have never managed a sales force before and uncomfortable or unsure of the best practices *

Hire good interviewers, but sometimes find that they are mediocre salespeople *

Would like to try to hire people outside of the industry, but can’t afford costly mistakes *

Would be in real trouble if our #1 salesperson left *

Would be in real trouble if owner/sales manager stopped selling *

My best salespeople quit, but the mediocre ones stay around forever *

Structure

Directions: Please number each of the following statements on a scale from 1 through 5

Don’t have a way to effectively hold salespeople accountable *

Don’t know if our compensation plan is helping or hurting our efforts to grow *

Wonder why our experienced sales force doesn’t go after new business *

Haven’t seen measurable improvements in the bottom line since we hired a sales manager *

When performance is suffering, we’re not as effective at coaching our people as we should be *

We don’t have an effective way to on-board new salespeople- it takes them too long to ramp up *

“Winging it” when it comes to sales, there is no repeatable sales process *

My people aren’t 100% sure of what selling activities are expected of them each day *

My people don’t have a prospecting plan that provides a mix of selling activities that drive business *

When I try to establish daily or weekly activity goals they feel like its “Big Brother” watching them *

Strategy

Directions: Please number each of the following statements on a scale from 1 through 5

Don’t have a clearly defined “ideal client” profile that everyone agrees upon *

Are uncertain as to the right way to get in front of enough of those “ideal clients” *

We struggle to differentiate ourselves and “sound different” than the competition *

Deliver superior service/product to our customers, but aren’t getting superior price or margins *

Have too much revenue coming from too few accounts. *

Feel reactive to the industry and economy *

Have lost some key accounts and aren’t sure why *

Are getting the “low hanging fruit”, but can’t seem to crack the tougher ones that would be “ideal” *

Our customers could buy more types of products from us, but we struggle to expand the relationship *

We struggle to displace competitively held accounts *

Challenges & Priorities

Please provide your Top 3 Challenges and Priorities related to Management / Leadership and are within your control that you would like to overcome, resolve, or get better at:

Discussion Point #1 *

Discussion Point #2 *

Discussion Point #3 *

What are these issues costing you? *

Please enter the $ amount that these issues are costing you in personal income per year.

Additional Comments

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