What’s your Sales Score?
Twelve questions about your last twenty quotations. Most of them you can only answer by opening a file.
These are the questions I ask in the first hour of a training programme, before anyone is taught anything. They are not opinion questions. Every one of them has a real answer sitting in your records — and where there isn’t one, that absence is the finding.
You get a Sales Score out of 36, a reading across six channels, the one I would fix first, and the arithmetic on what a single point of conversion is worth to you. Nothing is sent anywhere unless you choose to send it at the end.
Answer honestly rather than aspirationally. A flattering score is worth nothing to you and nothing to me.
If you are guessing at the answer, choose the option that says so. That is a real reading too.
Your score, channel by channel
What one point of conversion is worth
Two numbers you already know. The arithmetic is yours, not mine — I have made no assumption about what your conversion rate is today.
Enter both numbers to see the figure.
Get the two-page reading
Your Sales Score channel by channel against what a well-run process looks like, plus the three things I would change first at your company. Written by me, not generated. One email.
Scored against a defined standard of good practice, not against other companies. Peer comparison will be added once enough manufacturers have taken this.