Gaski Sales Assessment

Sales Assessment

What is your potential for sales excellence?
Take the complimentary assessment below and find out your scores in the following three (3) areas:

Sales Index - Measures your overall sales aptitude.
Selling Focus - Indicates the type of sales you are most likely suited for (see Selling Focus below).
Hunter-Farmer Score - A higher positive (+) score suggests you are better suited for penetrating new accounts while higher negative (-) suggests you are better suited for managing existing accounts.

To receive an accurate Sales Potential index, please answer the following questions as truthfully as possible, and base you response on your recent past (last 12 months). Note: All results are strictly confidential.
Leadership Quotient and Index chart

Sales Index Baseline Questions

Part 1:

How would you best describe the sales you currently do?

Retail focus - Deal mainly with individuals on a short term basis.

Product/Service focus - Deal mainly with businesses who generally have a clear idea of what they need.

Solution focus - Deal mainly with businesses looking for extended alternatives to meet diverse needs.

Strategic focus - Deal mainly with complex, long term, big picture, core competency initiatives.

Generally speaking, what is the typical average length of a sales cycle in your industry?

Usually 30 days or less

Usually between 31 days to 90 days

Usually between 91 days and 180 days

Usually 181 days or longer

How many sales people (excluding customer support) in your organization?

Less than 25 sales people

Between 26 and 100 sales people

Between 101 and 500 sales people

More than 500 sales people

How long have you been in sales?

Between 1 and 2 years

Between 3 and 5 years

Between 5 and 10 years

More than 10 years

How do you typically spend most of your day?

Planning for and making calls to new clients, or planning for and meeting with new clients.

Creating proposals and/or demonstrating solutions to existing clients.

Dealing with customer service issues or the following-up needs of clients.

Doing organizational items (dealing with paperwork, team meetings, training, reports, etc.).

Ratings				Mark yourself against the following questions.					Part 2:
Almost Always	Usually	Sometimes	Rarely	Please be sure to answer all of the following questions.
				How often do you achieve your first (un-revised) sales forecast?
				How often do you engage in training on the products, services or applications your organization sells?
				Over the last three years, how many of your existing customers have re-ordered from you at least once in each year?
				How likely are you to plan out a sales call before making any contact with a client?
				How often do you focus on your clients needs and avoid talking about the features of your product/service (regardless of how good they are)?
				How closely do your sales calls follow your industry buying cycle?
				How easy is it for you to deal with administrative items (paperwork, sales forecasts, order forms, credit forms, etc.)?
				How effectively do you capture, understand, and analyze relevant information regarding your client needs?
				How often do you engage in other training (sales skills, presentation skills, problem solving, etc.)?
				On a yearly basis, how often were you over quota during the past 5 years?
				How regularly do you make sales calls on new or competitive accounts?
				How often do you avoid lowering your price (or ask your manager for discount approval)?
				How likely are your clients to stay with you even if you were leave your current organization?
				How professional (polished) are you at delivering a presentation, proposal or at demonstrating your product/solution?
				How quickly and correctly can you answer any question about your product, services, solutions or industry?
				How well do you understand your customer’s business environment, processes, procedures, and motivations before making your recommendation?
				On a monthly basis, how often are you over quota during a 12 month period?
				How effectively can you express your value proposition (the reasons beyond price or product features) to your client?
				How closely do your sales calls follow your industry selling cycle?
				Based on your history, when going after competitive (new) accounts, how likely are you to win the business?
				How effectively are you able to deal with client objections or sales obstacles?
				How essential is it for you to have specific technical or product knowledge to sell your product effectively?
				How often do your sales opportunities close within the typical sales cycle for your industry?
				How often do you find that a trip, a prize, a reward, an incentive, and some sales or personal challenge can motivate you?
Almost Always	Usually	Sometimes	Rarely	< Back to Top of Page >
Which are you better with or stronger at? (Select 1 from each line)								Part 3:
1	Product Knowledge				or	Communication Skills	or	Relationship Selling
2	Competitor Knowledge				or	Reporting & Forecasting	or	Problem Solving
3	Customer Service				or	Account Management	or	Regular Prospecting
4	Maintaining Funnel Activity				or	Being Creative/Innovative	or	Presenting Information
5	Handling Objections				or	Managing the Sales Cycle	or	Adapting to Change
6	Industry Knowledge				or	Financial Knowledge	or	Time Management
7	Product Knowledge				or	Customer Service	or	Self-Management
8	Consultative Selling				or	Managing Projects	or	Customer Service
9	Analyzing Needs				or	Assessing Opportunity	or	Resolving Problems
10	Making New Calls				or	Value Selling	or	Managing Accounts
Complete and send.
		Name		(required)
		Email		(required)
Please be sure you answered all questions before submitting your request.
An email with your scores will be sent to you immediately. If you do not receive an email within a few minutes please re-submit your request.

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