Sales Leadership Assessment SACKNER

A practical and powerful framework that reveals how you lead the sales process—from preparation to follow-up. It uncovers how your mindset, presence, and method shape trust, value, and results. It’s all about how you sell—and how you lead others through it.


Rate each statement from 1 (low match) to 5 (high match).
Answer truthfully—there are no right or wrong styles, only insights.

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I clearly define objectives before each sales meeting.
I research the customer thoroughly before engaging.
I prepare data to support my key statements and claims.
I reflect on the customer's needs before offering solutions.
I have a vision for how our solution fits the customer’s world.
I work from an outside-in perspective rather than inside-out.
I have a backup plan in case my main offer is not suitable.
I create a positive first impression within the first 20 seconds.
I apply the 4x20 rule effectively (first 20 seconds, steps, words, and eye contact).
I greet customers using HESTO: Helpful, Eye-contact, Smile, Talk, Open-mindedness.
I take control of the meeting setup to ensure structure and focus.
I make the customer feel safe and welcomed from the start.
I ask situational questions to understand the context.
I identify customer problems through open questions.
I explore potential gains the customer would value.
I ask value-focused questions (e.g. 'What’s most important to you?').
I consciously balance open and closed questions.
I tailor my solution presentation to match customer needs.
I clearly link features to customer benefits.
I use simple language to explain complex solutions.
I adapt my pitch depending on the customer's decision-making style.
I verify customer understanding during the presentation.
I proactively ask if the customer has concerns or hesitations.
I expect objections and prepare for them in advance.
I stay calm and curious when objections arise.
I use the process: Listen – Acknowledge – Inform – Close.
I know how to turn objections into opportunities for dialogue.
I explicitly ask for the customer's commitment or decision.
I recognize buying signals and act on them.
I summarize the value before asking for the close.
I remain confident when asking for the order.
I follow through even if the customer hesitates.
I always follow up after the initial meeting.
I confirm agreements and next steps clearly.
I ensure delivery matches what was promised.
I maintain contact even after the sale.
I actively build long-term relationships with customers.
I make time to build genuine relationships with customers.
I listen actively and with empathy during customer interactions.
I can read and respond to emotional cues in conversations.
I create a personal connection that extends beyond the transaction.
I show emotional presence and sincerity in meetings.
I identify key stakeholders in the customer’s organization.
I manage internal collaboration to support the sales process.
I tailor my communication style to different stakeholder needs.
I engage multiple levels of decision-makers in the sales journey.
I maintain strong relationships with internal stakeholders who impact delivery.