TRAINING PERFORMANCE AUDIT

PART I - General Background

Name:
Title:
Company:
Address:
Telephone:
E-mail Address:

Your job function:
Description of your business unit:
Size:
Type:
Market Segment:
Links to other company channels or divisions:
Number of Sales Locations:
Number of Salespeople:
Number of Sales Managers:
Geographic scope:
World
National
Local
Scope of business:
Sales Revenue & Profit    
Sales Revenue & Profit Goals:    
    in      Years
Principal Strategies for achieving growth targets:
Performance measurement
What measures do you use?
Degree of success in meeting goals?

Training budget
Size:
How allocated:
Your company's customer
Type:
(institutional/consumer)
Typical size & number:
Products/services carried/sold/delivered
Type(s):
Number:
Competitive products
Sources:
Comparison:
(better/worse than)
Extent of challenge:
Your company's customer profile
Needs:
Goals:
Issues/Problems:
Your company's principal customer contact (decision-maker):
Years of Experience:
Job Title:
Personal Goals:
Attitudes Toward Your Company:
(generally)
Your average sales representative profile:
Years of Experience:
Type of Experience with Company/Elsewhere:
Your average sales manager's profile:
Years of Experience:
Type of Experience with Company/Elsewhere:
Sales Process
Sales Calls Per Week/Month:
Sales/Service % Split:
Sales Cycle (lead time):
Call Complexity:
(with examples)

Continue to Part II - Performance Problem Analysis

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