I. BUSINESS SALES AND MARKETING INVENTORY
The goal of this section is to evaluate the selling foundation of your business. These questions reveal the strength and weakness of a businesses selling strategy. Use the check box to answer each question. A check indicates yes and an unchecked box means no. Remember, honesty is the best policy for an accurate evaluation.

#	Business Sales and Marketing Questions	Answer
1	Do you have a written mission statement or a vision statement for your business?
2	Do you use a Customer Relationship Management (CRM) software to manage your business contacts?
3	Does your sales program include a email relationship building strategy such as email newsletters?
4	Do you have a written sales plan that contains both offensive and defensive sales strategies?
5	Do you have a written, multiple step sales process specific to your business for your sales team to follow?
6	Do you have a pro-active referral system built into your sales and marketing program?
7	Do you consult with a business advisor or peers on a regular basis to evaluate your sales and marketing program?
8	Do you have a pro-active KEY ACCOUNT program to retain your top customers as clients?
9	Is your sales and marketing program balanced to include personalized letters, email, telephone and personal visits?
10	Do you have a system of educating your customers of new services to improve your client share of business?

II. SALES MANAGEMENT EFFECTIVENESS INVENTORY
The goal of this section is to evaluate Sales Management effectiveness of business. These questions reveal the strength and weakness of sales management. Use the check box to answer each question. A check indicates yes and an unchecked box means no. Remember, honesty is the best policy for an accurate evaluation.

#	Sales Management Inventory Questions	Answer
1	Do you have an sales activity system that automatically monitors your salesperson activities?
2.	Do you follow a consistent selling process that has multiple steps so you can monitor your sales teams progress?
3.	Does your sales team spend too much time on non-selling activities instead of seeing and contacting customers?
4.	Do you have an accountability program built into your selling program so you know how your sales team is doing?
5.	Do you track and communicate with prospects who aren't ready to buy TODAY, so you don't miss opportunities?
6.	Do you have regular sales meetings with your sales team to assess and improve their selling skills?
7.	Does your selling program automatically let you know when a salesperson drops the ball on a sales opportunity?
8.	Do your sales team pro-actively ask for and get referrals on a consistent basis? (minimum once a month)
9	Does your sales team have a formal customer loyalty program they follow to maintain your client base?
10	Do you have a system in place that lets you know when a salesperson does something good?

III. SALESPERSON SALES SKILLS INVENTORY
The goal of this section is to evaluate the selling skills of a salesperson. These questions reveal the strength, weakness and balance of a salesperson. Use the check box to answer each question. A check indicates yes and an unchecked box means no. Remember, honesty is the best policy for an accurate evaluation.

#	Sales Person Sales Inventory Questions	Answer
1	Do you set daily, weekly and monthly goals that are reviewed with a sales coach or sales manager?
2	Do you have a personal USP (Unique Selling Proposition) you can offer prospects and customers if they ask?
3	Do you have a memorized elevator talk track you can recite to someone who asks what you do, anytime, anywhere?
4	Do you invest in yourself professionally by reading at least 30 minutes a day in selling motivation or skills?
5	Do you follow a personal or company selling process that has specific steps you can recite or diagram NOW?
6	Do you have a system to track and contact customers who aren't ready to buy from you right now?
7	Did you send more than 10 personalized letters or notes this past week?
8	Did you have more than 10 new appointments last week? (new appointments with new prospects)
9	Did you turn in your last sales activity reports on-time and it took less than 15 minutes to prepare?
10	Do you get good quality leads from sales management on a consistent basis?

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