Checklist: How to successfully evaluate sales calls
with your senior reps
In our post Improve your sales calls: Feedback that’ll boost the performance of your senior sales
reps we outlined 4 crucial attributes to judge your senior sales reps on during a sales
call.
The 4 attributes were:
1. Proposing solutions: Do they understand the prospect’s needs?
2. Red flag sensitivity: Do they steer away from objections?
3. Level of creativity: Do they come up with new ideas?
4. Time management: Are they time-efficient?
This checklist includes:
● A brief explanation of why these attributes are important
● A set of questions for each attribute
● A scoring system or a YES/NO option
● A room for improvement section for each attribute
● A section with the main feedback for your rep
Let’s get started.
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1. PROPOSING SOLUTIONS
Your sales rep is a consultant, their job is to understand the needs of their prospect and
propose solutions that meet those needs.
Rate the below on a 1-10 scale. 1 being “Very poorly” and 10 being “Very well.”
● core: ___.
How well did your rep understand the challenges the prospect was facing? S
● How well did your rep assess those challenges? Score: ___.
● core: ___.
Did your rep propose suitable solutions? S
Room for improvement
Feedback for your rep
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Internal notes (Only for you)
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2. RED FLAG SENSITIVITY
Your rep should tackle red flags upfront, if they don’t they might end up wasting their time which
might lead to closing a bad deal or eventually losing a customer.
Answer the below questions by circling YES or NO.
● Did your rep notice any red flags during the call? YES/NO
● Did your rep ask questions pertaining to the red flags spotted? YES/NO
● Did your rep approach conflict? YES/NO
Room for improvement
Feedback for your rep
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Internal notes (Only for you)
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3. LEVEL OF CREATIVITY
The best reps are honest and stick to the facts as to not mislead their prospects. Time to see
how truthful your rep is throughout the call.
Rate the below on a 1-10 scale. 1 being “Not creative at all” and 10 being “Very creative.”
● core: ___.
How creative was your sales rep during the call? S
Room for improvement
Feedback for your rep
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Internal notes (Only for you)
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4. TIME MANAGEMENT
Confidence goes a long way in sales, how comfortable is you rep in their sale shoes?
Answer the below questions by circling YES or NO.
● Could the goal of the call been accomplished in less time? YES/NO
● Should your rep have spent more time investigating an issue? YES/NO
● Did the rep respect their own time as well as their prospect’s time? YES/NO
Room for improvement
Feedback for your rep
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Internal notes (Only for you)
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MAIN FEEDBACK FOR YOUR REP
Compare your feedback for each of the seven attributes.
Then choose ONE thing that your rep should strive to improve for the next call review.
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