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?

  • 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?

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

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

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

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

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

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

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

  • 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?

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

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

  • 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?

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

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

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

  • 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

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

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

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

  • 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?

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

  • 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?

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

  • What chance do we have to get this lead

  • Next Steps

  • Next Step
  • Details

  • By when will this be completed?

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

  • Outline support required, by who and when

  • Managers Comments:

Opportunities

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

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

  • 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?

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

  • What chance do we have to get this opportunity

  • Next Steps

  • Next Step
  • Details

  • By when will this be completed?

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

  • Outline support required, by who and when

  • Managers Comments:

Continuous Improvement (CIP)

  • Do you have any CIP proposals

  • What is Short Description?

  • Has idea been added to Ideas section in CRM?

  • When will this be completed?

Additional Comments

  • Sales Rep Comments

  • Sales Manager Comments

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