Here are your sales
assessment results

Share Your Results:

"What Does My Score Mean?"

Hey, we’ve all got to start somewhere! The first step to improvement is realizing that you need to get better, right? So, what do you do with this information?

First, we recommend having a few other stakeholders at your company take the assessment as well. Then you can compare scores.

Second, determine a course of action. You won’t be able to fix everything right away, but you also can’t get overwhelmed and let that prevent you from moving forward.

If you’re ready to get the guidance you need, talk to an advisor on the IMPACT team. We’ve helped thousands of businesses like yours improve their sales results. The steps to success are not as daunting as you might think.

Hey, it could be worse! You’ve got plenty of room to grow, but you’re not starting at square zero.

Your sales team is helping bring revenue into your business, but there’s a ton of potential to improve. So, what do you do with this information?

First, we recommend having a few other stakeholders at your company take the assessment as well. Then you can compare scores.

Second, determine a course of action.

Now you can start making a plan.

What are the small steps you can take to start working on your biggest challenges? Is it expecting all your reps to record every sales call? Improving CRM use? Developing sales enablement content?

You might meet resistance at first, but this is usually a sign that you’re finally breaking bad habits.

If you need expert advice, talk to an advisor on the IMPACT team. We help sales teams like yours find the success they’re after. The steps to success are not as daunting as you might think.

Good job! While you still have plenty of room to grow, your sales team is already a useful asset for your business. The next step is taking it from good to great.

As a first step, we recommend having a few other stakeholders at your company take the assessment as well. Then you can compare scores and agree on a path forward.

To do so, you could use the Stop/Start/Keep method. First, make a list of what you need to fix about your sales team. Maybe you need to stop templated cold outreach or pitching too hard in your meetings. Then, make a list of initiatives you need to start. Things like “We need every rep logging every action in our CRM.”

But don’t just acknowledge the problems. Brainstorm solutions that will get everyone on board.

And don’t forget to pat yourself on the back for the things you’re currently doing well: “We should keep using our 1-1s to give feedback to our team. This is really helping us hone our craft.”

When you’ve done that, reach out to an IMPACT advisor who can offer some frank feedback. We’ve helped thousands of businesses like yours improve their sales results. We’ll help you take the steps to go from good to great.

Nice work! It looks like your sales team is in great shape! You know that a great sales process serves your business’s needs while keeping the customer front and center. You understand that salespeople are guides and educators, and to be great they need to constantly hone their craft.

Most importantly, you’ve built a healthy culture that is supportive and collegial — while also holding everyone to high standards.

So, what’s next for your team?

At IMPACT, we train high-performing teams like yours to be the best they can be. If you’re ready to really shift into overdrive, talk with one of our advisors to see what’s possible.

Take Action

Improve your score. Drive more sales.

Check out your customized recommendations based on the results of your assessment.

1. Our sales goals and metrics are clearly defined and communicated to the team.

Why is this important?

Metrics allow you to track performance and focus on key areas of growth. The whole team needs visibility into what’s important now so they can focus accordingly.

What should you do next?

Read: 5 Revenue Metrics You Should Be Measuring
Read: Focus on Sales Velocity and Solve the 'Danger Points' in Your Sales Process
Talk to an IMPACT sales coach

2. We have a clearly defined sales process in place that our sales team consistently follows.

Why is this important?

A defined sales process helps all different sales reps serve your customers well. When they’re all working with the same playbook, it’s easier to create a repeatable set of tactics and resources suited to each stage of the buyer’s journey.

What should you do next?

Read: Fix Your Sales Process by Asking: ‘What Decisions Does Someone Need to Make To Buy From Us?’
Read: It’s Time To Cast Our Sales Reps as Guides, Not Persuaders
Talk to an IMPACT sales coach

3. Our sales team receives regular coaching and feedback from our sales leaders.

Why is this important?

Without feedback, there can be no growth. Sales leaders need to normalize feedback by, first, creating relationships that are supportive, and, second, using 1-1 meetings to give specific, actionable feedback designed to guide each sales rep to personal improvement.

What should you do next?

Read: Your Meeting Superpower: Replacing Good Questions with Great Questions
Read: How 57 Experts Handle Negative Feedback Like a Champ
Talk to an IMPACT sales coach

4. We record our sales calls so that team members can get feedback and improve performance.

Why is this important?

Sales calls provide critical data to improve performance. Sales leaders can watch call recordings to generate feedback, marketers can watch calls to evaluate messaging and understand customer needs, and service teams can watch call recordings ahead of client onboarding.

What should you do next?

Read: 12 Best Practices for Better Virtual Sales Calls
Read: 8 Reasons Why Sales Training Can Fail to Deliver Results
Talk to an IMPACT sales coach

5. We regularly conduct role-playing exercises to practice sales scenarios and improve communication skills.

Why is this important?

Just like an actor rehearsing or an athlete practicing, role-plays are a low-stakes tool that can help salespeople get reps ahead of an actual meeting or recreate a challenging situation so they can try it again.

Improvement comes with practice, and no one wants their sales reps getting their practice when actual money is on the line.

What should you do next?

Read: Want to Win More and Improve Company Culture? Do More Role-playing
Read: How to Make Role-play Actually Valuable for Your Sales Team
Talk to an IMPACT sales coach

6. We use content and videos in our sales process to answer prospects' questions ahead of meetings.

Why is this important?

Sales reps can anticipate many of the general questions they’ll hear from buyer after buyer, in meeting after meeting. By sharing resources ahead of a call that are specifically designed to answer these questions, reps can spend their meeting time focused on the specific needs of each customer.

What should you do next?

Read: What is Assignment Selling? Using Content to Close Deals Faster
Read: How Do You Get Your Resistant Sales Team to Use Your Sales Enablement Content?
Take the Course: Assignment Selling: Content is Your Greatest Sales Tool
Talk to an IMPACT sales coach

7. Our sales reps are just as effective selling over Zoom (or a similar platform) as they are selling face-to-face.

Why is this important?

According to research from HubSpot, modern buyers prefer virtual sales meetings to in-person ones. That means your team needs to be comfortable selling over video call platforms like Zoom. But they can’t just shoehorn in the same approach they’d use in a conference room. Instead, they have to adapt and use the platform’s strengths to their advantage.

What should you do next?

Read: Best Virtual Sales Tips, Tactics, Strategies, and Tools
Download our free playbook: The Sales Pro’s Guide to Selling on Video
Talk to an IMPACT sales coach

8. Our sales team uses the company’s CRM the way they’re supposed to.

Why is this important?

Your decisions and your performance are only as good as the data you can access. Your CRM should be the single source of truth for your entire sales team — the place where pipelines are tracked, communication is cataloged, and meeting notes can be accessed by all stakeholders.

If your team uses the CRM inconsistently, everyone is hindered.

What should you do next?

Read: How to Get Sales Reps to Use the HubSpot CRM
Take the Course: Getting Started with Sales Technology
Talk to an IMPACT sales coach

9. Our sales team has a team-first approach, and individual reps help each other get better.

Why is this important?

Sales has long been seen as a lone-wolf profession, but this mindset leaves a few high earners doing well while everyone else struggles to keep up, leading to frustration and high turnover. A team-first approach is the rising tide that lifts all boats, fueling collaboration, mentorship, and greater outcomes.

What should you do next?

Read: 5 Revenue Metrics You Should Be Measuring
Read: Managing a Remote Sales Team? 6 Tips for Creating the Right Communication Cadence
Talk to an IMPACT sales coach

10. We focus on building the communications skills of our sales pros.

Why is this important?

Salespeople are professional communicators, and their skills should be world-class. But modern buyers don’t want an expertly-crafted sales pitch. Rather, the best salespeople today need to ask great questions, practice active listening, and build a relationships with their buyers.

These skills only come with practice.

What should you do next?

Read: Your Meeting Superpower: Replacing Good Questions with Great Questions
Read: Your Employees Are (Likely) Quitting Because of Poor Communication
Talk to an IMPACT sales coach

Here are your salesassessment results

Share Your Results:

1. Our sales goals and metrics are clearly defined and communicated to the team.

2. We have a clearly defined sales process in place that our sales team consistently follows.

3. Our sales team receives regular coaching and feedback from our sales leaders.

4. We record our sales calls so that team members can get feedback and improve performance.

5. We regularly conduct role-playing exercises to practice sales scenarios and improve communication skills.

6. We use content and videos in our sales process to answer prospects' questions ahead of meetings.

7. Our sales reps are just as effective selling over Zoom (or a similar platform) as they are selling face-to-face.

8. Our sales team uses the company’s CRM the way they’re supposed to.

9. Our sales team has a team-first approach, and individual reps help each other get better.

10. We focus on building the communications skills of our sales pros.

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Here are your sales
assessment results