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HOME  »  NEEDS ANALYSIS FORM

Sales Training Needs Analysis

Complete this Needs Analysis Form to receive a FREE analysis of your sales training needs. You are not obligated in any way by completing this form. Please answer these questions either on behalf of your organization or according to your own individual needs. Please note that STAR can customize a similar electronic or paper version of this training needs analysis for your organization to help determine sales training needs

Submit the form and you will receive immediately:

  • A summary of your organization's sales training needs
  • Specific recommendations to address your needs
  • Case studies from customers in your industry or a related industry

PART 1: WHICH SALES PROBLEMS BOTHER YOU THE MOST?

Which sales problems or issues keep you awake nights? If you could make changes, what would they be? Please check all that apply.

Acquiring new customers (prospecting & lead generation; dealing with competition)
Broadening account penetration (expanding sales with current customers; selling in depth)
Customer retention (servicing existing customers; building loyalty; reducing attrition)

PART 2: WHICH SKILLS OR COMPETENCIES WOULD YOU LIKE TO DEVELOP WITHIN YOUR SALES FORCE?

In addition to the sales problems you selected in Part 1, we can provide you with a more specific analysis of your sales training needs if you answer the questions in this section.

1. Customer Contact Skills
Successful sales people need to use a variety of skills and competencies when they communicate with customers. Please select the most critical items and limit yourself to five or fewer items.

"I wish that our sales people could improve their ability to . . . "

Ask questions to identify needs and opportunities
Describe benefits about our products/services
Respond to sales objections and difficult situations
Gain commitment from a customer (close or ask for the order)
Increase flexibility to use various interpersonal styles with different customers
Gain access to the key decision-makers
Listen to customer's concerns and needs
Communicate our 'value proposition' for a specific customer
Use a variety of negotiation tactics
Use currencies other than price to close the deal
Make sales presentations (ranging from one-on-one to formal, large group)
Differentiate our products/services from competition


2. Planning and Organizing
In addition to the Customer Contact Skills listed above, successful sales people are better at organizing and planning their sales efforts. Please select the most critical items and limit yourself to five or fewer items.

"I wish that our sales people could improve their ability to . . . "

Understand and select the most appropriate "sources of value" for a specific customer
Identify the key decision-makers
Set clear and specific sales call objectives
Plan for a negotiation (e.g., setting goals, limits and alternatives)
Organize the content of sales presentations to gain maximum interest and impact
Identify strategic accounts and prospects
Analyze their territory and allocate the optimal time to spend with customers and prospects
Select the best sales opportunities at key accounts

PART 3: ABOUT YOU AND YOUR ORGANIZATION

Finally, in order to ensure that we recommend the most relevant articles and case studies for you, please take a few moments to complete the following questions. Thanks!

1. What is your role in the organization?

Upper Level Manager (such as CEO, President, or Owner)
Sales Executive (such as National Sales Manager)
Sales Manager (direct supervision of sales people)
Training Manager (responsible for sales training)
Sales Person (such as Account Executive)
Customer Service Manager
Technical Support Manager


2. To what extent are you personally responsible for coaching sales people?

A great deal
Somewhat
Informally
Not at all


3. Which industry are you in?
Choose one of the following industries that best describes your company.
Select the one that comes closest.

Financial Services & Banking
Consulting & Professional Services
Chemical
Petroleum
Information Technology and High Tech
Insurance
Pharmaceutical & Medical Products
Consumer Products
Manufacturing
Travel Services
Telecommunications


4. How large is your sales force? (Number of sales professionals and sales support personnel)
Check one.

1-5
6-10
11-20
21-50
51-100
More than 100


5. How is your sales force organized?
For many companies, sales success depends increasingly on the ability of a sales team to sell and service customers. This may or may not apply to your company or industry.
Please choose the most appropriate response:

We sell independently (solo) and do not use team selling
We do some team selling (such as joint sales calls)
We service our key accounts with a sales team
We service all (or most) of our accounts with a sales team


6. Which sales channels do you use? How do you sell to or reach your customers?
Check all that apply.

We sell directly to other businesses (business to business sales)
We sell directly to the general public (business to consumer sales)
We sell to and through distributors, brokers or other intermediaries
       (they re-sell our product or service)

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