Self-Assessment Checklists

Checklist Overview

Checklists are a practical tool for self-assessment and preparation of sales managers for Alakris Group solutions. They help ensure that all important aspects of sales and customer interaction are considered. Checklists are designed for different sales stages and customer segments.

Checklist: Meeting Preparation

Before the Meeting

• [ ] Studied the client's business model
• [ ] Understand key industry challenges
• [ ] Prepared relevant case studies
• [ ] Prepared ROI calculations
• [ ] Prepared presentation
• [ ] Prepared demonstration
• [ ] Identified potential objections
• [ ] Prepared objection responses
• [ ] Checked technical equipment
• [ ] Prepared participant contact information

Meeting with Franchising

• [ ] Studied network structure
• [ ] Understand scaling challenges
• [ ] Prepared examples for network business
• [ ] Prepared quality control solutions
• [ ] Prepared franchisee support information

Meeting with Retail

• [ ] Studied assortment and sales channels
• [ ] Understand inventory management challenges
• [ ] Prepared customer experience improvement examples
• [ ] Prepared personalization solutions
• [ ] Prepared POS integration information

Meeting with SMB

• [ ] Studied small business specifics
• [ ] Understand resource constraints
• [ ] Prepared flexible cooperation models
• [ ] Prepared automation solutions
• [ ] Prepared support information

Checklist: Meeting Conduct

Contact Establishment

• [ ] Introduced myself and company
• [ ] Explained meeting objective
• [ ] Established trust atmosphere
• [ ] Identified key participants
• [ ] Clarified client goals and expectations

Need Identification

• [ ] Asked open questions about business
• [ ] Learned about current challenges
• [ ] Identified pain points
• [ ] Understood client priorities
• [ ] Clarified success criteria
• [ ] Learned about budget constraints
• [ ] Identified decision timeline

Solution Presentation

• [ ] Connected solution to client problems
• [ ] Demonstrated specific examples
• [ ] Showed measurable results
• [ ] Demonstrated ROI potential
• [ ] Adapted to client segment
• [ ] Considered different decision maker interests
• [ ] Answered client questions
• [ ] Confirmed client understanding

Objection Handling

• [ ] Acknowledged objection validity
• [ ] Clarified objection details
• [ ] Proposed specific solution
• [ ] Provided practical examples
• [ ] Confirmed solution effectiveness
• [ ] Clarified remaining concerns
• [ ] Proposed additional proof

Meeting Closing

• [ ] Summarized key points
• [ ] Clarified next steps
• [ ] Agreed on timelines
• [ ] Confirmed interest
• [ ] Agreed on further communication
• [ ] Received feedback

Checklist: Franchising Sales

Business Understanding

• [ ] Understand network structure (number of locations, geography)
• [ ] Know main scaling challenges
• [ ] Understand process standardization problems
• [ ] Know quality control challenges
• [ ] Understand franchisee needs

Solution Presentation

• [ ] Present network management solutions
• [ ] Demonstrate process standardization
• [ ] Show real-time quality control
• [ ] Present franchisee support
• [ ] Demonstrate ROI for network business

Objection Handling

• [ ] Ready for complexity management objections
• [ ] Know how to respond to control concerns
• [ ] Prepared for franchisee support questions
• [ ] Ready for implementation cost objections
• [ ] Know how to show network payback

Checklist: Retail Sales

Business Understanding

• [ ] Understand sales channel structure
• [ ] Know assortment management problems
• [ ] Understand customer experience challenges
• [ ] Know inventory management problems
• [ ] Understand personalization needs

Solution Presentation

• [ ] Present assortment management solutions
• [ ] Demonstrate customer experience improvement
• [ ] Show inventory optimization
• [ ] Present personalized offers
• [ ] Demonstrate channel integration

Objection Handling

• [ ] Ready for implementation complexity objections
• [ ] Know how to respond to sales impact concerns
• [ ] Prepared for POS integration questions
• [ ] Ready for cost objections
• [ ] Know how to show retail ROI

Checklist: SMB Sales

Business Understanding

• [ ] Understand resource constraints
• [ ] Know limited staff problems
• [ ] Understand budget constraints
• [ ] Know limited IT infrastructure challenges
• [ ] Understand automation needs

Solution Presentation

• [ ] Present process automation solutions
• [ ] Demonstrate operation simplification
• [ ] Show solution accessibility
• [ ] Present support without IT department
• [ ] Demonstrate quick payback

Objection Handling

• [ ] Ready for cost objections
• [ ] Know how to respond to complexity concerns
• [ ] Prepared for support questions
• [ ] Ready for necessity objections
• [ ] Know how to show SMB value

Checklist: Deal Closing

Closing Preparation

• [ ] Verified client readiness for solution
• [ ] Confirmed budget and timelines
• [ ] Clarified selection criteria
• [ ] Prepared commercial proposal
• [ ] Prepared closing arguments

Urgency Creation

• [ ] Clarified budget cycle timelines
• [ ] Showed time limitations
• [ ] Demonstrated competitive advantage
• [ ] Highlighted seasonal factors
• [ ] Created motivation to act

Contract Conclusion

• [ ] Prepared all necessary documents
• [ ] Clarified cooperation terms
• [ ] Agreed on implementation plan
• [ ] Confirmed start timelines
• [ ] Identified responsible persons
• [ ] Agreed on further communication

Checklist: Post-Sale Support

First Weeks

• [ ] Organized meeting with client team
• [ ] Confirmed implementation plan understanding
• [ ] Assigned responsible persons
• [ ] Verified infrastructure readiness
• [ ] Confirmed timelines and stages

First Months

• [ ] Conducted regular meetings
• [ ] Monitored implementation progress
• [ ] Provided additional support
• [ ] Collected feedback
• [ ] Adjusted approach as needed

Long-term Support

• [ ] Organized regular result reviews
• [ ] Proposed additional opportunities
• [ ] Maintained client relationships
• [ ] Collected recommendations and feedback
• [ ] Researched expansion opportunities