Sandler Training Institute of Maryland
Corporate Offices
207 Hunters Ridge Road
Timonium, Maryland 21093
Phone: 410-560-1040
Toll Free: 877-560-1040
Fax: 410-560-9093
Email: sellmore@closingsales.com

Business Development Training Questionnaire
Presidents / Business Owners / Managers

Many companies have to make the difficult decision if business development training for their staff is necessary. Training may not be for every company. Deciding if training would benefit a staff is a difficult task. How to evaluate your business development efforts can be confusing and challenging because managers responsible for business development must be honest with how well their staff is performing. Sometimes you may not even know how to evaluate where your strengths and weaknesses of your staff. Listed below are several questions to help in your evaluation. Check the ones you feel your staff needs help with.

If you would like to get feedback from one of our staff, please fill out and submit the form below, fax your results, or mail this print-out to the address at the top of this page.We also invite you to attend one of our complimentary seminars.

Name:

Phone:

Email:

1.Getting the staff to understand the importance of business development for the company.

2.Getting them to become comfortable in developing new business.

3.Getting your staff to become more proactive.

4.Developing a time management program that includes business development.

5.Developing techniques to become comfortable in developing new business.

6.Developing techniques that will help break the loyalty factor of your competitors.

7.Developing a common business development plan that everyone understands and one that works.

8.Developing a universal business development manual for your industry.

9.Developing the micro activities that make you different that your competitors.

10.Developing a tracking system that indicates where training is necessary.

11.Understanding the strengths and weaknesses of the staff.

12.Business Development Cycle is too long – the cost is too high for one or more reasons:

13.Staff spends too much time doing proposals and not enough getting business.

14.Staff spends too much time in front of wrong people.

15.Staff doesn’t obtain enough referrals to keep the pipe line filled.

16.Spending money on training only to learn that everything is forgotten after one month.

17.Running a business means wearing many hats-there is no time to motivate, coach or train our staff.

18.Staff feels that they need to be like by their prospects and as a result they:

19.Do too much unpaid consulting

20."Bail Out" when they feel pressure to lower prices (profits) or take a lot of think it overs.

21.Forecasts are always wrong because staff are overly optimistic about prospects truths.

22.Hiring and firing people to find a few good ones. It’s expensive but haven’t found a better way to do it.