Sales Rep Coaching Review V1

• Document No.

• Audit Title

• Client / Site

• Conducted on

  Date

• Prepared by

• Location
  Address

• Personnel

Sales Result MTD vs Target

• What is MTD sales achievement % to target at the end of last week? (If 1st week of month select 0)

• Will target be achieved this month?

  Yes

  No

• What actions are being undertaken to achieve sales target for current period?

• What is your estimate of your sales for current Month?, and what is this in % to target?

• Managers Comments:

Call Planning

• Has a complete annual call plan been established in Salesforce CRM, inclusive for Leads and Accounts?

  Yes

  Partly

  No

• By what date is a commitment made to complete this?

  Date

• Does the call plan include reoccurring schedule based on a set frequency?

  Yes

  Partly

  No

• By what date is a commitment made to complete this?

  Date

• Is the visit frequency based on current sales vs potential sales and has been defined in a clear and structured way?

  Yes

  Partly

  No

• By what date is a commitment made to complete this?

  Date

• Since the last coaching session, has there been any improvement concerning the above actions. (If all actions are fully completed mark as N/A)

  Yes

  No

  N/A

• By what date is a commitment made to complete this?

  Date

• Managers Comments:

Call Reporting

• What was the total hours of sales call made in the last week (mon-fri)

• What actions will be taken to increase the number of call hours per week?

• By when do you commit to start doing this?

  Date

• Since the last coaching period have all call reports entered daily?

  Yes

  Partly

  No

• By what date is a commitment made to start doing this ?

  Date

• Since the last coaching period does the information contained in the call reports cover key information, business development activities, competitor information, other activities with this customer?

  Yes

  Partly

  No

• By what date is a commitment made to start doing this ?

  Date

• Since the last coaching period, have missed sales calls been rescheduled in CRM?

  Yes

  Partly

  No

• By what date is a commitment made to start doing this ?

  Date

• Since the last coaching session, have tasks been used to follow up tasks, and or defined future actions as way of clear sales action plan

  Yes

  Partly

  No

• By what date is a commitment made to start doing this ?

  Date

• Since the last coaching session, has there been any improvement concerning the above actions. (If all actions are fully completed mark as N/A)

  Yes

  No

  N/A

• By what date is a commitment made to start doing this ?

  Date

• Managers Comments:

Solution Based Sales

• What was your best solution based sales approach in the last week?

• Managers Comments:

Leads

• Are all leads updated in CRM inclusive of relevant details?

  Yes

  Partly

  No

• By what date is a commitment made to have this completed ?

  Date

• Top 3 Lead - overview

Lead

• Lead ID and or Company Name

• What is realistic annual sales volume we can get at this Lead?

• Do you know who decision maker is?

  Yes

  No

• Do you know who competitor brand of product is, suppliers and why customer buys from them (ie. strengths & weaknesses)

  Yes

  No

• What chance do we have to get this lead

  High

  Medium

  Low

• Next Steps

Next Step

• Details

• By when will this be completed?

  Date

• Do you need any support in order to gain this business or proceed to next sales stage?

  Yes

  No

• Outline support required, by who and when

• Managers Comments:

Opportunities

• Are all opportunities updated in CRM inclusive of relevant details?

  Yes

  Partly

  No

• By what date is a commitment made to have this completed ?

  Date

• Top 3 Opportunities - overview

Opportunity

• Opportunity ID and or Company Name

• What is realistic annual sales volume we can get at this Opportunity?

• Do you know who decision maker is?

  Yes

  No

• Do you know who competitor brand of product is, suppliers and why customer buys from them (ie. strengths & weaknesses)

  Yes

  No

• What chance do we have to get this opportunity

  High

  Medium

  Low

• Next Steps

Next Step

• Details

• By when will this be completed?

  Date

• Do you need any support in order to gain this business or proceed to next sales stage?

  Yes

  No

• Outline support required, by who and when

• Managers Comments:

Continuous Improvement (CIP)

• Do you have any CIP proposals

  Yes

  No

• What is Short Description?

• Has idea been added to Ideas section in CRM?

  Yes

  No

• When will this be completed?

  Date

Additional Comments

• Sales Rep Comments

• Sales Manager Comments