Free tool
Retail Sales Playbook Self-Assessment
A sales playbook self-assessment is a structured check of whether a retail floor can see its own selling: whether the playbook is written, whether adherence is measured, whether customers' reasons are known, and whether coaching rests on evidence. Answer twelve questions honestly and the page tells you where the gaps are.
- Playbook
Is there a written sales playbook with named steps (greeting, need discovery, demonstration, offer, objection handling, close)?
- Playbook
Can you say, for last week, what share of real customer conversations followed the playbook?
- Playbook
Do you know which single step is skipped most often, and in which stores?
- Customers
Do you know the top three reasons customers left without buying last month, in their own words?
- Customers
When a non-buying customer shares a phone number, is a lead created with the model, budget and objection attached?
- Customers
Is every agreed follow-up tracked to its date, with a visible overdue list?
- Competition
Do you know how often each rival is named on your floor, and against which model?
- Competition
Is there one trained rebuttal per top competitor comparison, and do you know whether it is used?
- Coaching
Can a manager point to the exact moment in a real conversation when a step was missed?
- Coaching
Are your best advisors' real conversations used as training material?
- Consent
If you record or note customer details on the floor, is notice given and consent taken before capture, with a record per customer?
- Coverage
Do you know your walk-in count and how many walk-ins were served by an advisor, per store, per day?
Answered 0 of 12
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Further reading
- How to evaluate sales advisors in retail
- Sales interaction monitoring in retail
- What is playbook adherence?
Borentis turns every “no” above into a measured number: playbook adherence per step, the customer's reasons in their own words, the rival named at the counter, and coaching from your own best conversations.