Sales Manager Coaching Assessment

• Account Manager Name

• AM Code:

• Branch:

• Tenure in Current Role:

• Conducted on

  Date

• Prepared by

• Location
  Address

• Welcome to the Sales Manager Coaching Assessment Tool - When Entering Values Simply Slide to the right to indicate the appropriate position
  1 = New to Role, 2 = Below Expectation, 3 = Minimum Requirement, 4 = Above Expectation, 5 = Highly Proficient
  To add actions simply tap the paperclip to the top right of the related question, then onto "add action" below

Financial

• How is the AM progressing with percentage of Sales v Budget (YTD)

  110%+ of Sales budget

  100% - 109.9% of Sales budget

  90 % - 99.9% of Sales budget

  90< % of Sales budget

• How is the AM progressing with Margin dollars v Budget (YTD

  110%+ of Sales budget

  100% - 109.9% of Sales budget

  90 % - 99.9% of Sales budget

  90< % of Sales budget

• How is the AM progressing with New Business Sales v Budget (YTD)

  110%+ of Sales budget

  100% - 109.9% of Sales budget

  90 % - 99.9% of Sales budget

  90< % of Sales budget

Prospect Customers

• Prospects logged in CRM

• Qualification of Prospect

• Pre-contact preparation

• Call execution

• Next steps established

Trading Accounts

• Knowledge of Customer's Business

• Evidence of regular communication with Contacts

• Maintains multi-level relationships with Customer

• Actively sells Company Promotions

• Keeps call relevant and mutually beneficial

• Call planner updated and excuted

Professional Selling Skills

• Opens Customer interaction appropriately

• Spends an enough time in the Discovery stage

• Listens to and acknowledges customer's needs

• Satisfies Customer Requirements

• Can Close when the time is right

• Estimate Presentation & Follow Up

Product / Solutions Knowledge

• Clearly identifies product features and benefits

• Can offer alternative products or solutions

• Frame & Truss

• Understands Buildstage progress

• Install Plus

• Yellow Fox

• Advantage

Industry Knowledge

• Market Knowledge

• Customer Segmentation

• Key Supplier Relationships in Place

• Has an Understanding of Competitor Activity

• Promotes and Attends Industry Networking Events

Carters Systems / Processes

• CRM

• K2

• Supply and Distribution Model

• EMS

• Solar

• Customer Financial Management

• Business Intelligence / Reporting Tools

• Health & Safety Requirements

• Vehicle Presentation

• Personal Presentation (Uniform etc…)

• Effective internal relationships