Domino UK Sales Channel Development

• Document No.

• Audit Title

• Client / Site

• Conducted on

  Date

• Prepared by

• Location
  Address

• Personnel

ASM and Coach Details

Client / Site Address Details for Visits

• Enter customer and site details

• Enter other visits

Quantity

• Average daily Visit Rate from SF.com

• Observed Visit Rate

• Visit to Order Ration from SF.com

• Average Value of Visit YTD

Direction Metrics from SF.com

• Percentage of total orders coming from Buying Platform

• Percentage of total orders coming from Market and Working Platform

• Use of SF.com Account Plans

  None

  Some Usage but not habitual, Using but needs updating, Full Adoption

• Percentage of Buying Platform using a Single Technology

Quality - Metrics from SF.com

• Percentage of individual budget achieved

• Quote to Order Ratio %

• Visit to Order Ration

Pre-visit Observations from Metrics

• Enter observations on performance and areas for improvement from metrics above

Personal Style

• Personal Style of ASM

  Analyst

  Driver

  Amiable

  Expressive

Quality - Observed and Discussed - Out of Call

• Sales Plan

• Comments on Sales Plan

• Individual Call Planning

• Comments on Individual Call Planning

• Prospecting

• Comments on Prospecting

• Appointment Making and Cold Calling

• Comments on Appointment Making and Cold Calling

• Backward Planning and Filling the Funnel

• Comments on Backward Planning and Filling the Funnel

• Time Management

• Comments on Time Management

• Team Work

• Comments on Team Work

• CRM Tools and Systems

• Comments on CRM Tools and Systems

Quality - Observed During Sales Visits - In Call

• Call Objectives

• Comments on Call Objectives

• Call Structure

• Comments on Call Structure

• Call Leadership and Assertiveness

• Comments on Call Leadership and Assertiveness

• Building Rapport and Observation of Style / Type

• Comments on Rapport / Ability to notice and adapt to Styles and Types

• Questioning / Funnelling

• Comments on Questioning and Funnelling

• Listening

• Comments on Listening

• Solution Presentation

• Comments on Presenting the Solution

• Handling Price Pressure

• Comments on Handling Price Pressure

• Handling Objections

• Comments on Handling Objections

• Gaining Commitment

• Comments on Gaining Commitments

Commentary and Actions

• General Commentary on Visits and Day

• Question Bank

• Objection Bank

• Actions

Signatures

• ASM signature

  Sign

• Coach / Manager signature

  Sign

• Date and time completed

  Date