Take This Sales Skills Assessment

In sales you are giving a performance, and you have to be at your best. Can you give your best on command? Do you know how you come across in a sales environment? How proficient are you across the wide variety of selling situations in which most professionals have to operate? How would you rate yourself on the many sales tasks that don't involve being face to face with a customer?

This sales assessment tool will quickly provide you with the big picture in your selling skills. It will help you begin to identify your strong points, reveal your needed development areas and provide a focus for any coaching session. It will also serve as a launching point for understanding how the sales coaching process will unfold.

If you've hired me as your sales coach, please email this back to me before our first coaching session at: Bill@MentalGameCoach.com . You may also use this form for your own self-analysis, to begin working on your selling skills.

Here's how to complete the following 66-item Sales Skills Assessment.

1. Review this list of selling topics and mark the number ONE in the space provided next to the items that seem MOST important and URGENT to you to be WORKED ON FIRST.

2. Mark the number TWO next to those that seem NEXT most important to work on.

3. Mark the number THREE next to those that seem to be in the THIRD TIER of importance.

4. Make NO MARK next to those which DON'T seem to be important now, or at all, or which DO NOT APPLY to you.

5. Place a QUESTION MARK next to those with which you are unfamiliar and would like clarification.

6. If there are any areas or concerns you would like to address NOT LISTED here, please write them in at the end of this form.

7. Please keep a copy for your own files. I have found that repeated review of this assessment is quite helpful in allowing you to continue to see new sales skills vistas.

Here we go with the assessment.

Sales Skills Assessment

Which of these 66 selling issues would you like to know more about, get under control and master? Which ones are holding you back from reaching your full potential?

1. ___ Stop Choking, Panicking And Nerves
2. ___ Improve Confidence
3. ___ Better Mental Toughness
4. ___ Handle Mistakes Better
5. ___ Performance Consistency
6. ___ Remove A Self-Critical Attitude
7. ___ Reduce Frustration, Fears, Or Worries
8. ___ Fix A Negative Attitude
9. ___ Handle Rejection
10. ___ Remove Mental Blocks
11. ___ Deal With Distractions
12. ___ Deal With Slumps, Brown-Out And Burnout
13. ___ Improve Motivation
14. ___ Get Into The Zone
15. ___ Inner Selling
16. ___ Deal With Negative And Hostile People
17. ___ Mental Preparation For Selling
18. ___ Goal Setting
19. ___ Stress Management
20. ___ Control Energy Levels
21. ___ Mental Stamina
22. ___ Fix The "I Perform Well In Practice, But Not In The Performance" Syndrome
23. ___ Improve Practice Efficiency And Effectiveness
24. ___ Stay Relaxed And Focused Under Pressure
25. ___ Reduce Self-Consciousness And Shyness
26. ___ Self-Coaching Skills
27. ___ Reduce Self-Sabotage
28. ___ Minimize Perfectionism
29. ___ Stop Procrastination
30. ___ Time Management
31. ___ Deal Effectively With Objections And Resistance
32. ___ Visualization And Mental Rehearsal
33. ___ Positive Thinking
34. ___ Writing Sales Scripts
35. ___ Selling On The Telephone
36. ___ Team Selling
37. ___ Selling In A Speech
38. ___ Overcome The Fear Of Failure
39. ___ Overcome The Fear Of Success
40. ___ Audience/Customer Analysis In Sales Presentations
41. ___ Room And Stage Set Up In Sales Presentations
42. ___ Audio-Visual Factors In Sales Presentations
43. ___ Handouts And Other Support Materials In Sales Presentations
44. ___ Question And Answer Sessions In Sales Presentations
45. ___ Content/Entertainment Mix In Sales Presentations
46. ___ Closing Approaches
47. ___ Customer Rapport And Connection
48. ___ Prospecting
49. ___ Cold Calling
50. ___ Account Management
51. ___ Marketing
52. ___ Credibility And Authenticity
53. ___ Body Language
54. ___ Eye Contact
55. ___ Humor And Stories
56. ___ Pacing And White Space
57. ___ Voicemail And Email Selling Strategies
58. ___ Writing For Sales And Marketing
59. ___ Call Reluctance
60. ___ Qualifying Potential Customers
61. ___ Selling Personal Services
62. ___ Referral Selling
63. ___ Enthusiasm, Passion And Involvement
64. ___ Persuasiveness And Influencing Skills
65. ___ Negotiation Skills
66. ___ Customer Service

If there are any other selling issues that come up for you prior to your first coaching session, please write them down so they can be addressed. This is a fascinating, fulfilling journey you are about to embark upon, one which will have far-reaching effects on your career and on your life.


To learn more about how sales coaching can help you improve your abilities in media situations, speeches, team sales situations, and your overall sales career, visit Bill Cole, MS, MA, the Mental Game Coach™, at mentalgamecoach.com/Services/SalesCoaching

Bill Cole, MS, MA, a leading authority on peak performance, mental toughness and coaching, is founder and CEO of William B. Cole Consultants, a consulting firm that helps organizations and professionals achieve more success in business, life and sports. He is also the Founder and President of the International Mental Game Coaching Association (www.mentalgamecoaching.com), an organization dedicated to advancing the research, development, professionalism and growth of mental game coaching worldwide. He is a multiple Hall-Of-Fame honoree as an athlete, coach and school alumnus, an award-winning scholar-athlete, published book author and articles author, and has coached at the highest levels of major-league pro sports, big-time college athletics and corporate America. For a free, extensive article archive, or for questions and comments visit him at www.MentalGameCoach.com.