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

Training Questionnaire

Business Owners / Managers

Many companies have to make the difficult decision if sales 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 selling efforts can be confusing and challenging because managers responsible for sales must be honest with how well their staff is performing. Sometimes you may not even know how to evaluate where your strengths and weaknesses are in your selling effort. 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 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 proactive.

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

5.Developing techniques that will help the staff to feel more comfortable with the selling process.

6.Developing a common business development plan that everyone understands.

7.Developing a universal sales manual for your industry.

8.Developing the micro activities to support the above objectives.

9.Developing a sales plan as to where you are today and where you want to go.

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

11.Understanding the strengths and weaknesses of the sales staff.

12.Selling Cycle is too long – the cost of making a sales is too high for one or more reasons:

13.Sales people spend too much time doing proposals and not enough getting business.

14.Sales people spend too much time in front of people who have no money.

15.Sales people spend too much time in front of people who aren’t decision makers.

16.Spend 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.Sales people feel 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 their prices (profits) or take a lot of think it overs.

21.Sales forecasts are always wrong because sales people are overly optimistic about prospects truths.

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