If you’re a sales person or sales leader looking to land larger deals, then the following quiz will give you a baseline to measure your executive selling aptitude. The assessment, developed by Top Line Sales, weighs key attributes that are necessary to build and maintain a world-class approach to cultivating senior leaders over time. After completing the self-assessment, a plan can be developed to address your deficits leading to improvements in your executive selling approach and results.
Rating Scale
5 = You demonstrate this skill on a regular basis. You are an expert.
4 = You exhibit this attribute from time to time. You are fairly comfortable with the approach.
3 = You have used this technique in the past, but it’s not part of your core skill set or daily routine.
2 = You do not have a comfort level or expertise associated with this approach.
1 = You do not have this skill.
Assessment Questions
I have demonstrated a strategic perspective (long term view) as it relates to my largest accounts and prospects.
I know how to put together meaningful research on key executives in the form of an executive profile or dossier.
I value strategic account planning for my biggest customers and top prospects and have a documented ‘Strategy Brief’ that’s accessible to the account based selling team.
I am confidant interacting with senior executives. I am clear on why they would want to meet with me.
I know the best ways to gain access to executives.
I have been successful in securing meetings with senior leaders.
I use a systematic approach to preparing for all meetings with senior leaders.
I have a very clear understanding of how to put together valuable content for a meeting with an executive.
I use a proven approach to differentiate myself and my company with senior leaders.
I have a track record of maintaining executive relationships over time. (In other words, senior leaders leave the door open for me.)
Scoring
50 – 40 points – You are doing an excellent job. Keep up the good work.
40 – 30 points – You are doing a good job. However, there’s room for growth. Seek out expert resources to help you address your deficits.
30 or fewer points – Executive selling skill development should be an area of focus for you. Seek out expert resources to help you address your deficits.
The Solution to the Executive Selling Crisis
Jump start your executive selling efforts by giving your sellers the book that is guaranteed to enhance their sales performance. The TOP Seller Advantage: Powerful Strategies to Build Long-Term Executive Relationships includes proven strategies to ensure sellers develop long lasting executive access.
The C-suite executive perspectives at the end of each chapter reveal exactly how senior leaders view sales encounters and what would cause them to keep the door open for follow up meetings. Check it out at http://amzn.to/2hdas8J
Lisa Magnuson is an expert in corporate strategic sales and TOP Line Account™ revenue building. As a respected sales consultant and author, Lisa works with clients to build successful strategic sales programs that drive revenue from large new accounts and enable growth from existing high value customers. Learn more at www.toplinesales.com
