• 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)

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

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

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

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