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Sales Process Questionnaire

This document contains questions from a sales process audit questionnaire focused on improving sales of project recovery services. It asks about the sales force's ability to sell more of these services, what gaps exist and how to address them. It also inquires about establishing metrics to track performance, developing value propositions to meet customer needs, and determining the best strategies and processes for selling project recovery services going forward, including how to transfer knowledge to the sales force.

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692 views1 page

Sales Process Questionnaire

This document contains questions from a sales process audit questionnaire focused on improving sales of project recovery services. It asks about the sales force's ability to sell more of these services, what gaps exist and how to address them. It also inquires about establishing metrics to track performance, developing value propositions to meet customer needs, and determining the best strategies and processes for selling project recovery services going forward, including how to transfer knowledge to the sales force.

Uploaded by

pdfdoc15
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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Sales Process Audit Questionnaire

1. Can our sales force realistically sell more project recovery services with our current process in
selected geographic markets?
2. If yes, how big is the project recovery services sales gap? If no, what is the target we plan to
reach? How long will it take to develop the necessary capabilities? What specific skills need to be
acquired or developed to close gaps?
3. What interventions are necessary to sell project recovery services?- marketing e-mail & phone,
Presentations – for service
4. What is a realistic time frame to expect an increase in project recovery services sales capabilities?
2 months
5. What are the selling strengths that can be leveraged and built upon to reach other geographies
in a project recovery services sales role? Website, relationship, Engineer on board
6. What are the selling barriers to making this transition? How can they be eliminated or at least
minimized across entire target markets? –Competitors, presently Claris is an unknown entity selling
service, Economic situation
7. What are customers’ perceptions related to our companies’ current project recovery services
offerings?
8. What measurement system and sales metrics can be established and utilized to effectively track
project recovery services sales and individual performance? Number of mailing, number of replies for
mailing, , number of people we reach on phone, number of appointments, follow-up visits. Use
Jobdiva as a contact management site,
9. How aligned is the current portfolio of project management and project recovery services to
current and future needs? It is an educated guess, we are open enough to change, use presentation
and feed back to check alignment
10. What value-based propositions need to be developed to meet customers’ expectations? Show a
ROI describing the value proposition.
11. What new or enhanced services need to be developed to motivate customers to buy? Pain points,
& time & resource constraints, money or people with skills
12. What type of project recovery services sales processes and approach will work best to sell project
recovery services to current and future customers? 20 names of the data base researching them
compose e-mails to target them, follow up with phone calls within a week. Target next week some
more people
13. Which “go forward” strategy, approaches and tactics make the most sense in our situation, based
on the findings from an assessment?
14. What is the best way to transfer knowledge to the sales force so sales learns how to sell high-
end solutions services offerings?

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