Sales Managers Team Analysis - The Auto Academy

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Name

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Dealership

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IMPORTANT

Once you start this questionnaire DO NOT leave this page or everything you have entered will be lost. To protect against this possibility, we suggest that you take a "screen shot" from time to time. If you lose you entries you can simply email your screen shots through to us.

How long have you been in Sales Management?

What previous management experience have you had?

Have you been in sales before your role in Sales Management?

If so, how many years?

Do you still have a personal sales target and responsibility in your current role?

Is your Sales Manager role - Branch, State, National, International or other?

How many sales people do you manage?

Do you manage any other Sales Managers? If so how many?

Do you manage any Support People? If so how many?

Where are your sales people located? (Please indicate location and number e.g. Auckland 4 Melbourne 3 etc)

What training have you had in Sales Management and who paid for it? (Please specify)

What training have you had in other Management and who paid for it? (Please specify)

What sales training have you had and who paid for it? (Please specify)

What is your definition of Sales Management?

What are the most important functions of Sales Management as you see it?

What are the major challenges (if any) that you are facing in your sales management role?

How would you rate your current Sales Management abilities?

Excellent - An outstanding Manager

Above Average - Doing pretty well

Average - Could do better

Below Average - Would like to do much better

Poor - Need to understand Sales Management and Sales Management strategies better

Please tick the box that best matches the description of how you feel about this question*

How would you rate your own willingness to change, grow and develop new skills?

Excellent - I would embrace any opportunity to learn and grow

Average - Probably only mildy interested in training, mentoring and developing new skills

Poor - Not very interested in self improvement

Please tick the box that best matches the description of how you feel about this question*

Do you have the responsibility for recruiting your own sales people?

What is the greatest challenge you face with your recruiting?

What is your current recruiting process?

How would you rate your current recruiting strategies and abilities?

Excellent - An outstanding recruiter

Above Average - Doing pretty well

Average - Could do better

Below Average - Would like to do much better

Poor - Need to understand recruitment and recruitment strategies better

Please tick the box that best matches the description of how you feel about this question*

What is your current process when you bring a new person onboard? (e.g agreements, induction training, other training, coaching etc)

What is your view on sales training?

Do you see sales training as being part of your responsibility?

What sales and negotiating skills training does your company currently provide for your sales people and who pays for it?

What sales and negotiating skills training do you currently do with your sales people?

How would you rate your current sales training abilities?

Excellent - An outstanding sales trainer

Above Average - Doing pretty well

Average - Could do better

Below Average - Would like to be much better

Poor - Need to understand sales training and sales training procedures better

Please tick the box that best matches the description of how you feel about this question*

How would you define "coaching" and do you see it as part of your role?

What coaching do you currently do with your sales people?

What coaching process do you currently use with your sales people?

How would you rate your current coaching abilities?

Excellent - An outstanding coach

Above Average - Doing pretty well

Average - Could do better

Below Average - Would like to be much better

Poor - Need to understand coaching and coaching strategies better

Please tick the box that best matches the description of how you feel about this question*

How would you define Leadership?

Can you give some examples of current leadership strategies you employ with your people?

How would you rate your current leadership abilities?

Excellent - An outstanding leader

Above Average - Doing pretty well

Average - Could do better

Below Average - Would like to be much better

Poor - Need to understand leadership and leadership strategies better

Please tick the box that best matches the description of how you feel about this question*

What strategies do you currently use to motivate your sales people (and Sales Managers if applicable)?

How would you rate your current abilities as a motivator?

Excellent - An outstanding motivator

Above Average - Doing pretty well

Average - Could do better

Below Average - Would like to be much better

Poor - Need to understand motivation and motivation strategies better

Please tick the box that best matches the description of how you feel about this question*

What are your views on sales meetings?

If you hold sales meetings, how often do you hold them and what structure do you currently employ?

If you have sales people at other locations (e.g other cities, interstate, overseas etc) how often do you see them and do you involve them in your sales meetings?

What systems and strategies do you currently use to manage your sales people (and sales managers if applicable)?

Do you ever need to "discipline" members of your team? If so how do you currently go about this?

When someone is not performing up to expectations, what do you currently do about this?

How would you rate your current people management abilities and strategies?

Excellent - An outstanding manager of people and systems

Above Average - Doing pretty well

Average - Could do better

Below Average - Would like to be much better

Poor - Need to understand people management and other management strategies and systems better

Please tick the box that best matches the description of how you feel about this question*

Are there some particular sales management skills that you'd like to develop or strategies that you would like to learn?

Information about your Sales Team

How well do you "read" your sales people? Please provide some information about each of your sales people. This information will be kept confidential and may be used later if you wish to obtain specific advice on strategies for dealing with, developing and getting the best possible performance out of each person. You can use a "nick name" or simply number if you prefer the person to remain totally anonymous..

Sales Person 1

Name or Nickname Sales Person 1

How long have they been in sales and how long have they been with you?

How would you rate their current level of success?

Excellent - Consistenly high performer

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their attitude and motivation?

Excellent - Highly motivated

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their current selling and negotiating abilities?

Excellent - Highly motivated

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their willingness to change, grow and develop new skills?

Excellent - Would embrace any opportunity to learn and grow

Above Average - May embace an opportunity to learn and grow

Average - Probably only mildly interested in learning and growing

Poor - Not very interested in self improvement

Please tick the box that best matches the description of how you feel about this question*

What skills do you feel they need to develop to be more effective? e.g prospecting, closing, handling objections, negotiating, time management etc

Do you have some comments you'd like to make about this sales person/ or are you having any challenges with this person? (Also where are they located?)

Sales Person 2

Name or Nickname Sales Person 2

How long have they been in sales and how long have they been with you?

How would you rate their current level of success?

Excellent - Consistenly high performer

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their attitude and motivation?

Excellent - Highly motivated

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their current selling and negotiating abilities?

Excellent - Highly motivated

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their willingness to change, grow and develop new skills?

Excellent - Would embrace any opportunity to learn and grow

Above Average - May embace an opportunity to learn and grow

Average - Probably only mildly interested in learning and growing

Poor - Not very interested in self improvement

Please tick the box that best matches the description of how you feel about this question*

What skills do you feel they need to develop to be more effective? e.g prospecting, closing, handling objections, negotiating, time management etc

Do you have some comments you'd like to make about this sales person/ or are you having any challenges with this person? (Also where are they located?)

Sales Person 3

Name or Nickname Sales Person 3

How long have they been in sales and how long have they been with you?

How would you rate their current level of success?

Excellent - Consistenly high performer

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their attitude and motivation?

Excellent - Highly motivated

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their current selling and negotiating abilities?

Excellent - Highly motivated

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their willingness to change, grow and develop new skills?

Excellent - Would embrace any opportunity to learn and grow

Above Average - May embace an opportunity to learn and grow

Average - Probably only mildly interested in learning and growing

Poor - Not very interested in self improvement

Please tick the box that best matches the description of how you feel about this question*

What skills do you feel they need to develop to be more effective? e.g prospecting, closing, handling objections, negotiating, time management etc

Do you have some comments you'd like to make about this sales person/ or are you having any challenges with this person? (Also where are they located?)

Sales Person 4

Name or Nickname Sales Person 4

How long have they been in sales and how long have they been with you?

How would you rate their current level of success?

Excellent - Consistenly high performer

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their attitude and motivation?

Excellent - Highly motivated

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their current selling and negotiating abilities?

Excellent - Highly motivated

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their willingness to change, grow and develop new skills?

Excellent - Would embrace any opportunity to learn and grow

Above Average - May embace an opportunity to learn and grow

Average - Probably only mildly interested in learning and growing

Poor - Not very interested in self improvement

Please tick the box that best matches the description of how you feel about this question*

What skills do you feel they need to develop to be more effective? e.g prospecting, closing, handling objections, negotiating, time management etc

Do you have some comments you'd like to make about this sales person/ or are you having any challenges with this person? (Also where are they located?)

Sales Person 5

Name or Nickname Sales Person 5

How long have they been in sales and how long have they been with you?

How would you rate their current level of success?

Excellent - Consistenly high performer

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their attitude and motivation?

Excellent - Highly motivated

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their current selling and negotiating abilities?

Excellent - Highly motivated

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their willingness to change, grow and develop new skills?

Excellent - Would embrace any opportunity to learn and grow

Above Average - May embace an opportunity to learn and grow

Average - Probably only mildly interested in learning and growing

Poor - Not very interested in self improvement

Please tick the box that best matches the description of how you feel about this question*

What skills do you feel they need to develop to be more effective? e.g prospecting, closing, handling objections, negotiating, time management etc

Do you have some comments you'd like to make about this sales person/ or are you having any challenges with this person? (Also where are they located?)

Sales Person 6

Name or Nickname Sales Person 6

How long have they been in sales and how long have they been with you?

How would you rate their current level of success?

Excellent - Consistenly high performer

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their attitude and motivation?

Excellent - Highly motivated

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their current selling and negotiating abilities?

Excellent - Highly motivated

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their willingness to change, grow and develop new skills?

Excellent - Would embrace any opportunity to learn and grow

Above Average - May embace an opportunity to learn and grow

Average - Probably only mildly interested in learning and growing

Poor - Not very interested in self improvement

Please tick the box that best matches the description of how you feel about this question*

What skills do you feel they need to develop to be more effective? e.g prospecting, closing, handling objections, negotiating, time management etc

Do you have some comments you'd like to make about this sales person/ or are you having any challenges with this person? (Also where are they located?)

Sales Person 7

Name or Nickname Sales Person 7

How long have they been in sales and how long have they been with you?

How would you rate their current level of success?

Excellent - Consistenly high performer

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their attitude and motivation?

Excellent - Highly motivated

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their current selling and negotiating abilities?

Excellent - Highly motivated

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their willingness to change, grow and develop new skills?

Excellent - Would embrace any opportunity to learn and grow

Above Average - May embace an opportunity to learn and grow

Average - Probably only mildly interested in learning and growing

Poor - Not very interested in self improvement

Please tick the box that best matches the description of how you feel about this question*

What skills do you feel they need to develop to be more effective? e.g prospecting, closing, handling objections, negotiating, time management etc

Do you have some comments you'd like to make about this sales person/ or are you having any challenges with this person? (Also where are they located?)

Sales Person 8

Name or Nickname Sales Person 8

How long have they been in sales and how long have they been with you?

How would you rate their current level of success?

Excellent - Consistenly high performer

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their attitude and motivation?

Excellent - Highly motivated

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their current selling and negotiating abilities?

Excellent - Highly motivated

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their willingness to change, grow and develop new skills?

Excellent - Would embrace any opportunity to learn and grow

Above Average - May embace an opportunity to learn and grow

Average - Probably only mildly interested in learning and growing

Poor - Not very interested in self improvement

Please tick the box that best matches the description of how you feel about this question*

What skills do you feel they need to develop to be more effective? e.g prospecting, closing, handling objections, negotiating, time management etc

Do you have some comments you'd like to make about this sales person/ or are you having any challenges with this person? (Also where are they located?)

Sales Person 9

Name or Nickname Sales Person 9

How long have they been in sales and how long have they been with you?

How would you rate their current level of success?

Excellent - Consistenly high performer

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their attitude and motivation?

Excellent - Highly motivated

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their current selling and negotiating abilities?

Excellent - Highly motivated

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their willingness to change, grow and develop new skills?

Excellent - Would embrace any opportunity to learn and grow

Above Average - May embace an opportunity to learn and grow

Average - Probably only mildly interested in learning and growing

Poor - Not very interested in self improvement

Please tick the box that best matches the description of how you feel about this question*

What skills do you feel they need to develop to be more effective? e.g prospecting, closing, handling objections, negotiating, time management etc

Do you have some comments you'd like to make about this sales person/ or are you having any challenges with this person? (Also where are they located?)

Sales Person 10

Name or Nickname Sales Person 10

How long have they been in sales and how long have they been with you?

How would you rate their current level of success?

Excellent - Consistenly high performer

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their attitude and motivation?

Excellent - Highly motivated

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their current selling and negotiating abilities?

Excellent - Highly motivated

Above Average - Doing pretty well

Average - Could do better

Poor - Needs to lift their game dramatically

Please tick the box that best matches the description of how you feel about this question*

How would you rate their willingness to change, grow and develop new skills?

Excellent - Would embrace any opportunity to learn and grow

Above Average - May embace an opportunity to learn and grow

Average - Probably only mildly interested in learning and growing

Poor - Not very interested in self improvement

Please tick the box that best matches the description of how you feel about this question*

What skills do you feel they need to develop to be more effective? e.g prospecting, closing, handling objections, negotiating, time management etc

Do you have some comments you'd like to make about this sales person/ or are you having any challenges with this person? (Also where are they located?)

Are there any other sales management/leadership skills you possess or other areas that you would like to comment on?

Please write your thoughts or questions here

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