QUESTION CIRCLE ONE 1. Do you have a defined sales process? Yes       No 2. Do you have a scripted sales presentation outline? Yes       No 3. Do you know the personality profile of your successful salespeople? Yes       No 4. Have you identified the key accounts to sell-current or new? Yes       No 5. Do you have a sales training program (internal or external)? Yes       No 6. Do you have written measurable sales and activity objectives? Yes       No 7. Do you measure sales activities and compare them to results? Yes       No 8. Do you reward or incent the sales performance activities you desire? Yes       No 9. Have you asked customers what "quality service" means to them? Yes       No 10. Do you measure customer service performance? Yes       No Scoring: Give yourself one point for every "yes" answer. 9-10 [tab]Outstanding! You have a model sales organization. 7-8 [tab]Good. However, your sales process could benefit from some tweaking. 5-6 [tab]Fair. You need greater organization and structure in your sales organization. 4 or less [tab]Take action now! Your sales structure, management, and format need immediate attention. Please refer to chapters 2 and 3.