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    Checklist:: How To Successfully Evaluate Sales Calls With Your Junior Reps

    Uploaded by

    Ben Patton
    This document provides a checklist for evaluating junior sales reps on sales calls. It outlines 7 attributes to assess: the goal, pitch, facts, confidence, energy, connection, and listening skills. For each attribute, it includes questions to answer, a scoring system, areas for improvement, and a feedback section. The goal is to help reps strengthen one aspect before their next call review.

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    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd

    Checklist:: How To Successfully Evaluate Sales Calls With Your Junior Reps

    Uploaded by

    Ben Patton
    79 views9 pages
    This document provides a checklist for evaluating junior sales reps on sales calls. It outlines 7 attributes to assess: the goal, pitch, facts, confidence, energy, connection, and listening skills. For each attribute, it includes questions to answer, a scoring system, areas for improvement, and a feedback section. The goal is to help reps strengthen one aspect before their next call review.

    Original Title

    call-review-checklist

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    This document provides a checklist for evaluating junior sales reps on sales calls. It outlines 7 attributes to assess: the goal, pitch, facts, confidence, energy, connection, and listening skills. For each attribute, it includes questions to answer, a scoring system, areas for improvement, and a feedback section. The goal is to help reps strengthen one aspect before their next call review.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    79 views9 pages

    Checklist:: How To Successfully Evaluate Sales Calls With Your Junior Reps

    Uploaded by

    Ben Patton
    This document provides a checklist for evaluating junior sales reps on sales calls. It outlines 7 attributes to assess: the goal, pitch, facts, confidence, energy, connection, and listening skills. For each attribute, it includes questions to answer, a scoring system, areas for improvement, and a feedback section. The goal is to help reps strengthen one aspect before their next call review.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 9

    Checklist: ​How to successfully evaluate sales calls

    with your junior reps

    In our post ​How to successfully evaluate sales calls with your junior reps​ we outlined 7
    attributes to judge your junior sales reps on during a sales call.

    The 7 attributes were:

    1. The goal:​ What should be the outcome of the call?


    2. The pitch:​ How well does the rep know the sales pitch?
    3. The facts:​ Is your rep being honest with their prospect?
    4. The confidence:​ How comfortable is your rep?
    5. The energy:​ Can your rep maintain a high energy?
    6. The connection:​ Can your rep build rapport with their prospect?
    7. The listening skills:​ How well does your rep listen to their prospect?

    This checklist includes:

    ● A brief explanation of why these attributes are important


    ● A set of questions for each attribute
    ● A scoring system or a YES/NO option
    ● A room for improvement section for each attribute
    ● A section with the main feedback for your rep

    Let’s get started.

    ____________________________________________________________________________
    1. THE GOAL
    Every sales call should result in a specific outcome, otherwise you won’t know if the call was
    successful.

    Answer the below questions by circling YES or NO.

    1. Did the sales rep have a clear goal in mind before going into the call? YES/NO.
    2. Was this goal accomplished? YES/NO.

    If NO, why was the goal not accomplished?

    ____________________________________________________________________________

    ____________________________________________________________________________

    ____________________________________________________________________________

    Room for improvement

    Feedback for your rep

    ____________________________________________________________________________

    ____________________________________________________________________________

    Internal notes (Only for you)

    ____________________________________________________________________________

    ____________________________________________________________________________

    ____________________________________________________________________________

    ____________________________________________________________________________
    2. THE PITCH
    The sales pitch is designed to persuade a prospect to buy, your rep should know it inside out.

    While you review it, break the pitch into three parts: beginning, middle, and end.

    Rate the below on a 1-10 scale. 1 being “Very poorly” and 10 being “Very well.”

    1. How well does your rep follow the structure of the sales pitch? ​Score: ​___.
    ​ core:​ ___.
    2. How well are they able to deliver the sales script? S

    Room for improvement

    Feedback for your rep

    ____________________________________________________________________________

    ____________________________________________________________________________

    Internal notes (Only for you)

    ____________________________________________________________________________

    ____________________________________________________________________________

    ____________________________________________________________________________

    ____________________________________________________________________________
    3. THE FACTS
    The best reps are honest and stick to the facts as to not mislead their prospects. Time to see
    how truthful your rep is throughout the call.

    Answer the below questions by circling YES or NO.

    2. Did they say things that are incorrect? YES/NO.


    3. Did they hide from things they thought would cause an obstacle? YES/NO.

    Room for improvement

    Feedback for your rep

    ____________________________________________________________________________

    ____________________________________________________________________________

    Internal notes (Only for you)

    ____________________________________________________________________________

    ____________________________________________________________________________

    ____________________________________________________________________________

    ____________________________________________________________________________
    4. THE CONFIDENCE
    Confidence goes a long way in sales, how comfortable is you rep in their sale shoes?

    Rate the below on a 1-10 scale. 1 being “Not confident at all” and 10 being “Very confident.”

    1. How confident is the rep with the script? ​Score:​ ___.


    2. How confidently is the rep dealing with objections? S​ core:​ ___.

    Room for improvement

    Feedback for your rep

    ____________________________________________________________________________

    ____________________________________________________________________________

    Internal notes (Only for you)

    ____________________________________________________________________________

    ____________________________________________________________________________

    ____________________________________________________________________________

    ____________________________________________________________________________
    5. THE ENERGY
    A great energy is infectious and can influence the prospect positively. But high-energy levels are
    hard to maintain—can your rep stay consistent?

    Answer the below questions by circling YES or NO.

    1. Can your rep maintain a high level of energy? YES/NO.


    2. Is your rep influenced by the energy of the prospect or customer? YES/NO.
    3. Could you tell that your rep is having fun? YES/NO.

    Room for improvement

    Feedback for your rep

    ____________________________________________________________________________

    ____________________________________________________________________________

    Internal notes (Only for you)

    ____________________________________________________________________________

    ____________________________________________________________________________

    ____________________________________________________________________________

    ____________________________________________________________________________
    6. THE CONNECTION
    People buy from people they like. How likeable is your sales rep?

    Rate the below on a 1-10 scale. 1 being “Very Low” and 10 being “Very high.”

    1. Level of engagement. ​Score​ ___.


    2. Level of rapport. ​Score​ ___.
    3. Likeability. ​Score​ ___.

    Room for improvement

    Feedback for your rep

    ____________________________________________________________________________

    ____________________________________________________________________________

    Internal notes (Only for you)

    ____________________________________________________________________________

    ____________________________________________________________________________

    ____________________________________________________________________________

    ____________________________________________________________________________
    7. THE LISTENING SKILLS
    Great salespeople listen more than they talk, so they can truly understand the needs of their
    prospects. How good of a listener is your rep?

    Answer the below questions by circling YES or NO.

    1. Did the salesperson talk more than they listened? YES/NO


    2. Did they interrupt the prospect? YES/NO
    3. When the prospect provided information that seemed incomplete, did the rep realize it and
    actively tried to get more answers? YES/NO

    Room for improvement

    Feedback for your rep

    ____________________________________________________________________________

    ____________________________________________________________________________

    Internal notes (Only for you)

    ____________________________________________________________________________

    ____________________________________________________________________________

    ____________________________________________________________________________

    ____________________________________________________________________________
    MAIN FEEDBACK FOR YOUR REP
    Compare your feedback for each of the seven attributes.
    Then choose ​ONE ​thing that your rep should strive to improve for the next call review.

    ____________________________________________________________________________

    ____________________________________________________________________________

    ____________________________________________________________________________

    ____________________________________________________________________________

    ____________________________________________________________________________

    ____________________________________________________________________________

    ____________________________________________________________________________

    ____________________________________________________________________________

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