Sales Manager SWOT Analysis - Top Gun Business Academy International

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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. eg. Auckland 4, Melbourne 3 etc)
Where are your Sales Managers located? (Please indicate location and number. eg. Sydney 2, Melbourne 1 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 Sales Manager
- Above Average - doing pretty well
- Average - could do better
- Below average - would like to be much better
- Poor - need to understand Sales Management and Sales Management strategies better
How would you rate your own willingness to change, grow and develop new skills?
- Excellent - I would embrace any opportunty to learn and grow
- Average - probably only midly interested in training, mentoring and developing new skills
- Poor - Not very interested in self improvement

Do you have a 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 be much better
- Poor - need to understand recruitment and recruitment strategies better

What is your current process when you bring a new person onboard? (eg. agreements, induction training, other training, coaching etc)
What is your view on sales training?
Do you see this as being a 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
How would you define "coaching" and do you see it as a 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

How would you define Leadership?
Can you give any 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
- Poor - need to understand leadership and leadership strategies better
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
- Poor - need to understand motivation and motivation strategies better
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 remote locations (eg. other cities, interstate, overseas etc) how often do you see them, and do you involve them in your sales meetings?
Do you ever have sales conferences? If so what do you believe is the purpose of a sales conference?
If you have sales conferences, describe the structure you use.

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
- Poor - need to understand people management and other management strategies and systems better
Are there some particular sales management skills that you’d like to develop or strategies that you would like to learn?
Let's arrange to review your answers
Use the fields below to nominate your preferred date and time for this review. We will be in touch to confirm an appointment. Please allow 45 - 60 minutes.
Please nominate your FIRST CHOICE of date & time to review this with your Top Gun Coach.
Please nominate your SECOND CHOICE of date & time to review this with your Top Gun Coach.

Information about your Sales People
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
How would you rate their attitude and motivation?
- Excellent - highly motivated
- Above average - doing pretty well
- Average - could be better
- Poor - needs to lift their game dramatically
How would you rate their current selling and negotiating abilities?
- Excellent - highly motivated
- Above average - doing pretty well
- Average - could be better
- Poor - needs to lift their game dramatically
How would you rate their willingness to change, grow and develop new skills?
- Excellent - would probably embrace any opportunty to learn and grow
- Above average - may embrace an opportunty to learn and grow
- Average - probably only midly interested in training, mentoring and developing new skills
- Poor - Not very interested in self improvement
What skills do you feel they need to develop to be more effective? eg. prospecting, closing, handling objections, negotiating, time management etc
Do you have some comments you'd like to make about this sales person and / 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 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
How would you rate their attitude and motivation?
- Excellent - highly motivated
- Above average - doing pretty well
- Average - could be better
- Poor - needs to lift their game dramatically
How would you rate their current selling and negotiating abilities?
- Excellent - highly motivated
- Above average - doing pretty well
- Average - could be better
- Poor - needs to lift their game dramatically
How would you rate their willingness to change, grow and develop new skills?
- Excellent - would probably embrace any opportunty to learn and grow
- Above average - may embrace an opportunty to learn and grow
- Average - probably only midly interested in training, mentoring and developing new skills
- Poor - Not very interested in self improvement
What skills do you feel they need to develop to be more effective? eg. prospecting, closing, handling objections, negotiating, time management etc
Do you have some comments you'd like to make about this sales person and / 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
How would you rate their attitude and motivation?
- Excellent - highly motivated
- Above average - doing pretty well
- Average - could be better
- Poor - needs to lift their game dramatically
How would you rate their current selling and negotiating abilities?
- Excellent - highly motivated
- Above average - doing pretty well
- Average - could be better
- Poor - needs to lift their game dramatically
How would you rate their willingness to change, grow and develop new skills?
- Excellent - would probably embrace any opportunty to learn and grow
- Above average - may embrace an opportunty to learn and grow
- Average - probably only midly interested in training, mentoring and developing new skills
- Poor - Not very interested in self improvement
What skills do you feel they need to develop to be more effective? eg. prospecting, closing, handling objections, negotiating, time management etc
Do you have some comments you'd like to make about this sales person and / 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
How would you rate their attitude and motivation?
- Excellent - highly motivated
- Above average - doing pretty well
- Average - could be better
- Poor - needs to lift their game dramatically
How would you rate their current selling and negotiating abilities?
- Excellent - highly motivated
- Above average - doing pretty well
- Average - could be better
- Poor - needs to lift their game dramatically
How would you rate their willingness to change, grow and develop new skills?
- Excellent - would probably embrace any opportunty to learn and grow
- Above average - may embrace an opportunty to learn and grow
- Average - probably only midly interested in training, mentoring and developing new skills
- Poor - Not very interested in self improvement
What skills do you feel they need to develop to be more effective? eg. prospecting, closing, handling objections, negotiating, time management etc
Do you have some comments you'd like to make about this sales person and / 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
How would you rate their attitude and motivation?
- Excellent - highly motivated
- Above average - doing pretty well
- Average - could be better
- Poor - needs to lift their game dramatically
How would you rate their current selling and negotiating abilities?
- Excellent - highly motivated
- Above average - doing pretty well
- Average - could be better
- Poor - needs to lift their game dramatically
How would you rate their willingness to change, grow and develop new skills?
- Excellent - would probably embrace any opportunty to learn and grow
- Above average - may embrace an opportunty to learn and grow
- Average - probably only midly interested in training, mentoring and developing new skills
- Poor - Not very interested in self improvement
What skills do you feel they need to develop to be more effective? eg. prospecting, closing, handling objections, negotiating, time management etc
Do you have some comments you'd like to make about this sales person and / 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
How would you rate their attitude and motivation?
- Excellent - highly motivated
- Above average - doing pretty well
- Average - could be better
- Poor - needs to lift their game dramatically
How would you rate their current selling and negotiating abilities?
- Excellent - highly motivated
- Above average - doing pretty well
- Average - could be better
- Poor - needs to lift their game dramatically
How would you rate their willingness to change, grow and develop new skills?
- Excellent - would probably embrace any opportunty to learn and grow
- Above average - may embrace an opportunty to learn and grow
- Average - probably only midly interested in training, mentoring and developing new skills
- Poor - Not very interested in self improvement
What skills do you feel they need to develop to be more effective? eg. prospecting, closing, handling objections, negotiating, time management etc
Do you have some comments you'd like to make about this sales person and / 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
How would you rate their attitude and motivation?
- Excellent - highly motivated
- Above average - doing pretty well
- Average - could be better
- Poor - needs to lift their game dramatically
How would you rate their current selling and negotiating abilities?
- Excellent - highly motivated
- Above average - doing pretty well
- Average - could be better
- Poor - needs to lift their game dramatically
How would you rate their willingness to change, grow and develop new skills?
- Excellent - would probably embrace any opportunty to learn and grow
- Above average - may embrace an opportunty to learn and grow
- Average - probably only midly interested in training, mentoring and developing new skills
- Poor - Not very interested in self improvement
What skills do you feel they need to develop to be more effective? eg. prospecting, closing, handling objections, negotiating, time management etc
Do you have some comments you'd like to make about this sales person and / 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
How would you rate their attitude and motivation?
- Excellent - highly motivated
- Above average - doing pretty well
- Average - could be better
- Poor - needs to lift their game dramatically
How would you rate their current selling and negotiating abilities?
- Excellent - highly motivated
- Above average - doing pretty well
- Average - could be better
- Poor - needs to lift their game dramatically
How would you rate their willingness to change, grow and develop new skills?
- Excellent - would probably embrace any opportunty to learn and grow
- Above average - may embrace an opportunty to learn and grow
- Average - probably only midly interested in training, mentoring and developing new skills
- Poor - Not very interested in self improvement
What skills do you feel they need to develop to be more effective? eg. prospecting, closing, handling objections, negotiating, time management etc
Do you have some comments you'd like to make about this sales person and / 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
How would you rate their attitude and motivation?
- Excellent - highly motivated
- Above average - doing pretty well
- Average - could be better
- Poor - needs to lift their game dramatically
How would you rate their current selling and negotiating abilities?
- Excellent - highly motivated
- Above average - doing pretty well
- Average - could be better
- Poor - needs to lift their game dramatically
How would you rate their willingness to change, grow and develop new skills?
- Excellent - would probably embrace any opportunty to learn and grow
- Above average - may embrace an opportunty to learn and grow
- Average - probably only midly interested in training, mentoring and developing new skills
- Poor - Not very interested in self improvement
What skills do you feel they need to develop to be more effective? eg. prospecting, closing, handling objections, negotiating, time management etc
Do you have some comments you'd like to make about this sales person and / 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
How would you rate their attitude and motivation?
- Excellent - highly motivated
- Above average - doing pretty well
- Average - could be better
- Poor - needs to lift their game dramatically
How would you rate their current selling and negotiating abilities?
- Excellent - highly motivated
- Above average - doing pretty well
- Average - could be better
- Poor - needs to lift their game dramatically
How would you rate their willingness to change, grow and develop new skills?
- Excellent - would probably embrace any opportunty to learn and grow
- Above average - may embrace an opportunty to learn and grow
- Average - probably only midly interested in training, mentoring and developing new skills
- Poor - Not very interested in self improvement
What skills do you feel they need to develop to be more effective? eg. prospecting, closing, handling objections, negotiating, time management etc
Do you have some comments you'd like to make about this sales person and / or are you having any challenges with this person? (Also where are they located?)
Do you have more than this number of sales people?
If you have more sales people than this, please COPY and PASTE this link below into a NEW PAGE on your browser.
http://www.topgunba.com.au/more-sales-people
IMPORTANT - Click on "SUBMIT" below
Be sure to click on SUBMIT below to save and submit the above information before you open a NEW BROWSER page to add info on more sales team members
Who organised this Confidential Assessment for you?
Please insert the name of your Top Gun Sales Coach or the name of the person who organized this assessment for you.
Name
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Sales Manager SWOT Analysis
Skills Assessment
0474 499 739

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