Worksheet · Sales Effectiveness Health Check
Assess each rep against the selling job
Training for everyone at once teaches most reps what they already know. This sheet rates each rep on five skills and points training and coaching at the gaps. It builds the Competent step of the check:
Each rep's skills are assessed against the selling job (questioning, value, objections, closing, account planning), and training and coaching target the gaps.
Step 1. Rate each rep
The manager rates from what they saw on joint calls. 1 is a gap, 2 is sound, 3 is a strength others could learn from.
| Rep | Questioning | Value | Objections | Closing | Account planning |
|---|---|---|---|---|---|
| e.g. Rep 3 | 3 | 1 | 2 | 2 | 1 |
Step 2. Match each gap to a fix
| Rep | Gap | Fix (coaching, pairing with a strong rep, a course) | Who | By when |
|---|---|---|---|---|
A gap most of the team shares is a course. A gap in one rep is coaching.
Step 3. Rate again in six months
| Rep | Skill | First rating | Second rating |
|---|---|---|---|
Done when: every rep has a written rating on the five skills, and each gap has a named fix.
Adapted from our own profit-improvement suite (PSP, 2003).
From the Sales Effectiveness Health Check. Your report links the sheet for each of its moves.