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Founder Sales Dependence Assessment

About you

Your first name

*

Your last name

*

Your company

*

Your email

*

What is your current revenue range?

*

What is your current revenue range?

A

$0-2M

B

$2-10M

C

$10-20M

D

$20+M

What is your industry category?

*

Are you the founder of your organization?

*

What is your role

When your team engages a buyer, what do they believe their goal is?

*

When your team engages a buyer, what do they believe their goal is?

A

To identify a problem they can solve that must be solved now

B

To balance understanding with presenting solutions

C

To present capabilities and persuade

How comfortable is your team challenging a buyer’s assumptions?

*

How comfortable is your team challenging a buyer’s assumptions?

A

Very comfortable

B

Somewhat comfortable

C

Not comfortable

When buyers ask for pricing or proposals early, how does your team respond?

*

When buyers ask for pricing or proposals early, how does your team respond?

A

Redirects to better understand the problem first

B

Provides some information while asking questions

C

Responds directly with what was requested

How consistently does your team lead decision-makers to a clear decision?

*

How consistently does your team lead decision-makers to a clear decision?

A

Consistently

B

Inconsistently

C

Rarely

When deals stall, what does your team typically do?

*

When deals stall, what does your team typically do?

A

Re-engage around the buyer’s real problem and what still needs to be understood

B

Follow up with additional information or incentives to try and move things forward

C

Wait or rely on you to step in

How often do you personally get involved to move deals forward?

*

How often do you personally get involved to move deals forward?

A

Rarely

B

Sometimes

C

Frequently

How closely does your documented sales process reflect what your top performers actually do?

*

How closely does your documented sales process reflect what your top performers actually do?

A

It is based on and consistently followed by our top performers

B

It partially reflects what top performers do, but is not consistently followed

C

It does not reflect how our top performers actually sell

How easy is it for your salespeople to see why their deals stall?

*

How easy is it for your salespeople to see why their deals stall?

A

Very easy

B

Somewhat easy

C

Difficult

How dependent is the sales pipeline on your involvement?

*

How dependent is the sales pipeline on your involvement?

A

Not dependent

B

Somewhat dependent

C

Highly dependent

How has your approach to selling been transferred to your team?

*

How has your approach to selling been transferred to your team?

A

Clearly documented and consistently taught

B

Partially documented or inconsistently taught

C

We expect the team to figure it out for themselves