Sales Manager Assessment
Sales Manager Assessment Tool
The Sales Manager Assessment Tool has Two Parts:
 The 7 Warning Signs your Sales Manager may not be a fit
 Sales Leader Assessment: Helps you Assess your current Sales Manager against these 7 Signs
7 Warning Signs your Sales Manager must go
1. Open Sales Positions: Having more than 2 sales positions open 3 times in one year
2. Big Deals Save the Day: Relying on big deals to make the number each quarter. To determine if this is happening do
two things.
 Compare the average deal size to that Sales Managers Team. A 25% or more higher average deal size
indicates the SM relies on big deals.

 Conduct a Quarterly Business Review. Having more big deals (greater than 2x the average deal size) than
other teams shows a trend
3. Lack of Field Interaction: Less than 2 Field Rides per week minimum. Any less and your SM is not in the field coaching
sales reps and learning about customers.
4. Turnover is higher than the Company average: Sales rep turnover is common. But if the annualized sales turnover on
a team is 50% higher than the average, there is a SM problem.
5. Lack of Sales Rep Promotions: People development is critical long term success. Lack of coaching, feedback and
review leads to complacency. This complacency forces stagnation and missed numbers with increased turnover. Not
having one sales rep eligible for promotion on a team within 6 months is not a good sign for that SM.
6. Lack of at least one Sales Interview per month: Upgrading the sales team requires consistent improvement. Lack of
building a virtual bench forces a SM desperate for hires to choose a new hire from the ‘pick of the litter.’
7. Managing the team to perform: Making quota is the ultimate warning sign of a poor SM. But ensure you are looking
at the other metrics too. Check the team’s win rate, sales cycle length and forecast accuracy. Does the SM have a
control over their business and team?
© 2014 Sales Benchmark Index
Page 1 of 2
Sales Manager Assessment Tool
Yes
Assessment
Does your Sales Manager have weekly sales meetings with an agenda and
development portion?
Does each Sales Rep have a scheduled bi –weekly one on one with the Sales
Manager?
Has the Sales Manager established Big Deal Review Strategy sessions weekly?
Does your Sales Manager complete 5 Field Rides with the Sales Rep to a
Customer in the past 3 weeks?
Is the Sales Manager Coaching to the Buyer Driven Sales Process?
Conduct only one 30 Minute Forecasting Call Weekly?
Conducts at least one interview per week for new sales hire even if they are
fully staffed?
Has over 75% of the Sales Reps on the team met or exceeded quota?
Is better the company average of these critical KPI goals: Win rate %, Sales
Cycle Length, Average Sales Price, Turnover %, Sales Rep Promotion %
Invests time in onboarding new hires?
No
Guidance
Weekly Sales Meetings are the core meeting to improve Revenue.
Set agendas and strategy to training is critical each week.
One on One sessions are the foundation for great Sales
Management. Conduct these weekly with a set agenda
Big Deal Review meetings ensure the team has a concentrated effort
to sell the deal. You cannot lose these deals
Field Rides (or Inside Sales Rep Shadowing) is critical to proper
coaching and developing of sales reps. The key is to do it often and
frequently for consistency.
Coaching to a Sales Process allows for diagnosis and consistency
reviewing all opportunities. It removes any bias and determines
where the customer is in the buy process.
Forecasting calls are necessary but shouldn’t take up quality selling
time. No longer than 30 minutes maximum.
Great SMs build a virtual bench at all times. They never have an
open position
Team parity is the sign of a great SM. They lead the majority of their
team to exceed quota.
Hitting the number is critical but improving the key metrics shows
continuous improvement and is a leading indicator of success
Great SMs spend time onboarding new sales reps. They know the
root cause of turnover usually is poor onboarding.
Scoring Guide:


© 2014 Sales Benchmark Index

8> Yes Responses= Sales Manager is performing
4-7 Yes Responses= Sales Manager needs help. They are in jeopardy of
their number by not performing the required activities
<4 Yes Response=Sales Manager is under performing and needs to be
Page 2 of 2