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1. Sales Skills Assessment
Feel free to add/delete any parameters as you see fit to ensure this assessment fits your organization’s needs.
Decision Making Criterion Sales Rep Average Top Rep Notes
Relevant Knowledge
Industry knowledge & expertise 3 1 3
Product knowledge 2 1 3
Competitor knowledge 3 2 4
Technical knowledge 4 2 3
Company Strategy knowledge 4 2 3
Customer-base familiarity 1 2 2
Key Account knowledge 2 1 4
Sales Process knowledge 1 2 4
Sales Skills
Excellent communication skills 3 1 3
Translates features to benefits 2 1 3
Ability to identify client needs 3 2 4

2. Proposal/presentation skills 1 2 2
Business acumen 2 1 4
Listening skills 1 2 4
Objection handling skills 3 1 3
Problem solving skills 2 1 3
Closing skills 3 2 4
Ability to recruit new clients 1 2 2
Account Planning skills 2 1 4
Effective use of collateral 1 2 4
Professionalism
Calm professional attitude 3 1 3
Sensitive to political issues 2 1 3
Provides department leadership 3 2 4
Helps develop new recruits 1 2 2
History of punctuality 4 3 2
Dresses appropriately 2 1 4

3. Displays integrity & honesty 1 2 4
Contributes to sales meetings 3 1 3
Exceptional work ethic 2 1 3
Account Management
Territory management & plans 3 1 3
Maintains updated account info 1 3 3
Pre and post call planning 2 1 3
Customer targeting skills 4 2 1
Effectively uses CRM system 3 2 4
Sales call frequency 1 2 2
Customer segmentation skills 2 1 4
Ability to mitigate client erosion 1 2 4
Customer Service
Customer service call frequency 3 1 3
Measures customer satisfaction 2 1 3
Relays customer feedback 4 4 4

4. ‘Customer-service’ attitude 3 2 4
Handles upset customers well 1 2 2
Solid base of happy customers 2 1 4
Maintains frequent contact 1 2 4
Totals 98 72 142