Questions for Your Sales Staff - Web Extra

In “The Care and Feeding of Your Sales Staff,” author Craig James  
discusses the unique challenges and potential solutions to managing a highly effective sales team.  The key to managing is properly motivating your staff members, and the key to determining the best non-monetary motivators is to discover what drives each sales rep you manage.  To do that, Craig James typically sits down with each individual to learn as much about them as he can.  He asks questions about what’s important to them, what makes them tick, and what drives them. James relies on an extensive questionnaire he has developed for himself. Below is a small portion of that questionnaire, which includes a self-assessment form he uses to help salespeople identify their   strengths and weaknesses.  For more information on these questionnaires, please contact Craig  James at info@sales-solutions.biz.
Self Assessment Form to Be Filled Out by Sales Representative or Account Executive
Account Executive ______________________________   

Date ____________________

A:  GENERAL

1. How would you describe your selling style?
2. What do you consider to be your primary strengths and assets as a sales professional? What skills, attributes, techniques, etc. do you leverage in order to win business?
3. In what areas would you like to improve?
4. Overall, on a scale of 1-5, with five being “better than I expected,” 3 being “right where I want to be,” and 1 being “I could use some guidance”, how do you feel you’re doing here? Feel free to elaborate if you like.
B.  SELLING SKILLS
Please rate yourself on your degree of effectiveness in the following selling skills:
Prospecting
Low -  High

Cold calling 
1------------2------------3------------4------------5
Networking
1------------2------------3------------4------------5
Asking for referrals 
1------------2------------3------------4------------5

Relationship-Building

Developing rapport 
1------------2------------3------------4------------5
Building trust 
1------------2------------3------------4------------5

Qualifying prospects
1------------2------------3------------4------------5 

Overcoming resistance to buying
1------------2------------3------------4------------5

What strategies and/or techniques have you employed in your success?