Worksheet · Sales Effectiveness Health Check
Ask reps what they lack in front of the customer
Reps who build their own price lists spend selling time on it and quote from old numbers. This sheet asks the reps, then checks four tools against what they have while with a customer. It builds the Competent step of the check:
At least two of these are in front of the rep while they are with the customer: a standard proposal, current pricing with margin, product information, and the customer's history.
"In front of the rep" means on the screen at the desk, or on the device they carry.
Step 1. Ask the reps
- What did you need in your last five calls and not have?
- What do you rebuild yourself each time?
- What do you carry that is out of date?
Step 2. Check the four
| Tool | Have it now? | Where the rep sees it | Up to date? | Used in the last five calls? | Fix, owner and date |
|---|---|---|---|---|---|
| Standard proposal | |||||
| Current pricing with margin | |||||
| Product information | |||||
| The customer's history | |||||
| e.g. Pricing with margin | Yes | Spreadsheet on the office PC | Monthly | No | On the tablet by May, sales support |
Step 3. Check use in three months
| Tool | Reps using it | What they said |
|---|---|---|
Done when: at least two of the four tools are in front of every rep while they are with the customer.
Adapted from our own sales-organisation reference (PSP, 2011).
From the Sales Effectiveness Health Check. Your report links the sheet for each of its moves.