Sales Training Needs Analysis
Name: 


  1. Selling Skills
    How would you rank your selling skills or the selling skills of the sales agent, in the following areas with 1 being the lowest level of expertise, and 5 being the highest level of expertise?

            1 2 3 4 5      
      Customer Profiling - Can identify customer or set of customers that includes demographic, geographic, and psychographic characteristics, as well as buying patterns, creditworthiness, and purchase history 1 5  
      Use of probing questions to learn about household needs (or outside the initial request) 1 5  
      Presents options to customer 1 5  
      Handling objections/rejections 1 5  
      Assumptive Closing 1 5  
      Account Management 1 5  
      Reduce Lost Business - understanding what makes customers leave and then putting steps in place from the moment they become a customer to ensure their experience keeps them coming back 1 5  
      Manage client relationships 1 5  


  1. Lost Business
    What are the main reasons for which your customers cancels service (or remove core service)?

            1 2 3 4 5      
      Expensive equipment (ie.no WH-DVR) 1(low) 5(high)  
      No need for core service 1(low) 5(high)  
      Better competitor offers 1(low) 5(high)  
      Not eligible for promo/discounts 1(low) 5(high)  


  1. Common Objections
    What are the most common objections that you encounter when selling your services?

            1 2 3 4 5      
      Client does need services 1(seldom hear this) 5(often hear this)  
      Client is satisfied with current provider 1(seldom hear this) 5(often hear this)  
      Client is unable to make decision at this time 1(seldom hear this) 5(often hear this)  
      Contact is not the decision maker 1(seldom hear this) 5(often hear this)  
      Competition offers lower price/pricing objection 1(seldom hear this) 5(often hear this)  
      Reputation of Spectrum 1(seldom hear this) 5(often hear this)  


  1. Competition
    Which Cable/HSD/Phone is your strongest competitor. Answer this question from the perspective of the market to which you target your sales.

            1 2 3      
      AT&T 1(mild competitor) 3(strong competitor)  
      Direct TV 1(mild competitor) 3(strong competitor)  
      Comcast 1(mild competitor) 3(strong competitor)  
      Verizon 1(mild competitor) 3(strong competitor)  
      WOW 1(mild competitor) 3(strong competitor)  
      Vonage 1(mild competitor) 3(strong competitor)  
      Netflix 1(mild competitor) 3(strong competitor)  
      Hulu 1(mild competitor) 3(strong competitor)  
      Winstream 1(mild competitor) 3(strong competitor)  


  1. Sales Environment
    Identify the top three ways in which management supports or contributes positively to the sales efforts

            1 2 3      
      Training 1 3  
      Support: Software and Personnel  1 3  
      Recognition 1 3  
      Communication 1 3  
      Career Development 1 3  
      Incentive Program 1 3  
      Teamwork 1 3  
      Effective Hiring 1 3  
      Supervision 1 3  
      Engagement Activities 1 3  





Walmart Manila Team