Terry Corbell, The Biz Coach
By Terry Corbell
Business Consultant

For Your Best ROI in Sales, Vital Questions to Ask – Checklist



To maximize your potential in sales — to get the best-possible return on your sales investment — you must take a long, hard look at your sales IQ.

In essence, you must know your strengths and weaknesses in sales.

There’s only one way to find out.

Business Graph

                                                                                               Business Graph illustration by Виталий Смолыгин

For the best return on your sales investment, ask the right questions about your sales program:

  1. What is your vision for your organization?
  2. Where do you want to be this year?
  3. Where do you want to be in 5 years?
  4. Where do you want to be in 10 years?
  5. What emergencies are coming up?
  6. What are your five strongest strengths or selling points?
  7. What are your weaknesses?
  8. What are your competitive advantages?
  9. What are your competitive disadvantages?
  10. Who are your major competitors?
  11. What are their strengths?
  12. What are their weaknesses?
  13. How do you pay your salespeople? What benefits do you offer?
  14. What are your major brands?
  15. What are your best sources of co-op funds?
  16. Have you performed market-mapping or an analysis of demographic segmentation in terms of households, desired income levels, gender, and age?
  17. Are you satisfied with your average customer profile? Why? Why not?
  18. What would you like to improve?
  19. What is your CSI or level of customer satisfaction?
  20. What products do you sell?
  21. At what price? Margin? Markup? What is your derived demand?
  22. How much do you want to sell?
  23. How many have you sold?
  24. What are your peak sales months? Peak sales days? Peak sales hours?
  25. What are your immediate sales objectives?
  26. What are your long-range objectives?
  27. What about your marketing plan? In order of importance, what are your most important marketing events of the year? What’s on your marketing calendar?
  28. What does the cost-benefit-analysis of your marketing show?
  29. What are your green/environmental goals?
  30. What are your annual gross sales?
  31. Competitive benchmarking – how does your budget and results compare with your industry median per capita?
  32. Internet sales vs. bricks and mortar?
  33. What drives unique-visitor traffic to your site? Conversion rate from visitor to customer?
  34. What drives in-person visits?
  35. Which strategies work? How do you quantitatively evaluate your expenses and where your dollars go?
  36. How do you stay in touch with your customers?
  37. What is your Mission Statement?
  38. What is your branding message? Is it consistent?
  39. What are your centers of influence and sources of forward integration?
  40. What are your synergistic opportunities?
  41. How do you view business conditions?
  42. Are you following what state lawmakers are doing to help or hinder the business climate? What are you doing about it?
  43. What do you view as the most important civic/societal problems?
  44. What are your preferred civic solutions? Are you helping the community?
  45. What are your non-business interests or hobbies? Hint: Are you getting enough R&R?

If you get the right answers to these questions, you’ve laid the groundwork for a great ROI on your sales program.

From the Coach’s Corner, more sales tips:

11 Sales Strategies to Outsell Your Big Competitors — Big companies have obvious advantages over small businesses. Their brands are well-known. They can afford sales training, sales-support staff and customer-relationship management software. On the other hand, there are good reasons why Cyber Monday has become big.

You Will Overcome Cold Calling Anxiety Using 5 Strategies — One of the worst pieces of advice for business owners and salespeople is don’t cold call. That’s a very short-sighted idea. Cold calling is very effective in footwork to generate revenue.

13 Strategies to Keep and Attract Valued Customers — Have you experienced the agony of not enjoying the fruits of your labor? That includes not having enough time for projects, not enjoying life outside of your business, and worse – losing customers. You’re also losing opportunities for referral business. Here’s what to do.

7 Tips for Setting B2B Appointments with CEOs — As every salesperson knows, face time with B2B prospects gives you a foundation for sales success.  Execution in the appointment-setting process is, of course, is key to being successful.

The 7 Steps to Higher Sales — Secrets for sales success – seven steps to higher sales, five value perceptions that motivate customers to buy, and the three-step process for overcoming sales objections.

“When dealing with people, remember you are not dealing with creatures of logic, but creatures of emotion.”

-Dale Carnegie

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Author Terry Corbell has written innumerable online business-enhancement articles, and is a business-performance consultant and profit professional. Click here to see his management services. For a complimentary chat about your business situation or to schedule him as a speaker, consultant or author, please contact Terry.

Seattle business consultant Terry Corbell provides high-performance management services and strategies.