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)