Sample - LeaderView™
This sample LeaderView™ outlines one potential section of questions used to identify the "money making" skills.  Each section is based upon behavioral best practice skills that are customized to each client situation. Our surveys typically take between 10 and 12 minutes to complete.  For a detailed walk through, please contact us directly.

Section 1:  Account and Opportunity Planning and Review

Start by picking THREE (3) items for your A List — "must have skills" from those shown below. 
Then choose items for the B list and the C list until all items have been categorized.

• A List – “must have” skills (select these first)
• B List – “good to have” skills
• C List – “nice to have” skills

Be sure to rate ALL the skills on the list as either A, B, or C before clicking "Next Page."

	A List "Must have skills"	B List "Good to have"	C List "Nice to have"
Account analysis: Who do we know within our accounts? (i.e., relationships and politics in the account, 3x3, etc.)
Account analysis: How do key contacts see us? (i.e., evaluating perceptions of key players in the account on value, capabilities, delivery, quality, etc.)
Comparisons to competitors (SWOT analysis, etc.)
Developing a game-changing, aggressive account strategy for growth based on account analysis, competitors, needs, etc.
Reviewing qualified opportunities in order to help you move it to the proposal / presentation stage? (i.e., figuring out who’s the decision-maker?, is it funded?, are they ready to act now? etc.)
Developing a strategy for negotiating and closing an opportunity (i.e., guidance on how to respond to demands, how to manage resistance, etc.)

Did you select THREE (3) A List — "must have skills"?

What additional skills should be demonstrated by high-performing Account Executives when doing Account and Opportunity Planning and Reviews?

(Please be candid.)