Achieving World-Standard Performance Results

Please fill out this questionnaire. It is designed to help assess the status
of your organization's sales and service culture. Answer each question
with a "YES" or "NO". When completed, a Cohen Brown results consultant will prepare
professional suggestions and call you to discuss your sales and service needs.

Name:
Company:

Vision

1.1

We have a clear vision of how we can achieve a world standard sales-and-service culture.
yes no

1.2

Executive management drives the sales-and-service culture.
yes no

Interdivisional Collaboration

2.1

Our organization has all business lines working together to satisfy the diverse financial needs of our clients.
yes no

2.2

We are achieving our goals for qualified referrals generated across business lines.
yes no

Goals/Tracking/Reporting

3.1

Each member of the sales force has well defined activity and revenue goals.
yes no

3.2

There is an effective process in place for measuring client satisfaction.
yes no

3.3

There is a correlation between sales goals and what is tracked.
yes no

3.4

Tracking reports are used to coach sales staff and management.
yes no

Plans

4.1

All sales staff and management have written plans to assist in the achievement of goals.
yes no

Follow-up and Feedback Coaching


5.1

Sales managers follow up on a daily basis with the sales force concerning attainment of goals.
yes no

5.2

Sales managers are actively implementing both quantitative and qualitative coaching.
yes no

5.3

Effective, results-driven sales meetings are held on a regular basis.
yes no
Recognition and Reward

6.1

A structured program of recognition and reward exists for the sales force and management.
yes no

6.2

We have a formal incentive compensation program.
yes no
Technology


7.1

We are satisfied with our sales force automation.
yes no

7.2

We have implemented a CRM focused system.
yes no

7.3

The staff fully understands how to use the data generated by the sales system for selling purposes.
yes no
Skill Development


8.1

Continual sales and service skills development is considered a high priority.
yes no

8.2

Our current sales and service processes and disciplines are sufficient to meet our aggressive sales goals.
yes no

8.3

Our staff have the essential skills to deliver service that exceeds client expectations.
yes no
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Phone:
Email:
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