Checklist
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How many sales managers do you have in your company?
What’s the average number of calls they do per day?
Do they set up personal sales meetings?
How many sales per month makes each manager on average?
Who listens and analyzes sales managers calls recordings? How often?
Do you sales managers have call scripts and sales scenarios?
Are these scripts regularly revised? How often and based on what criteria the scripts correction is made?
Do you managers execute the sales plan?
How and based on what your sales plan is created?
How many new leads you get per week\month?
How these leads are distributed among your managers?
What is your monthly lead conversion rate?
What are your sales closing scenarios?
What’s the average number of clients per month each manager has in their sales funnel?
What is the average number of interactions with the client every manager makes before closing the sale?
What is your onboarding process for new sales managers?
Do you have sales trainings for your mangers? If yes, how often and who is teaching?
What is your sales staff motivation system?
Do you have the most successful sales manager? What are his KPIs and why his performance is better than others?
Who is creating your commercial offers/business proposals? Are there any templates for them?
What are the main problems in your sales department?
Does seasonality matter in your business?
How often your advertisement offers get renewed?
How often do you launch promotion offers and how your customers get information about them?
What marketing channels do you use?
Who is in charge of marketing and advertising in your company?
Do you marketing and advertising costs pay off?
What is the communication between your sales and marketing people like?
Are you happy with your website or you would like to redesign it?
What are your main problems in marketing?
What CRM do you use?
Are you happy with your CRM features?
Does your CRM allow to fully keep track of your sales funnel?
What is your customer attrition rate?
Who is charge of configuring and supporting your CRM?
How promptly do you solve your CRM issues?
Do all your key employees use your CRM?
Did you ever consider to update or change your CRM?
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