Our research has identified two major sets of sales environmental characteristics which affect the motivational requirements for success (and turnover). One of these dimensions involves the extent and the importance of the relationship between the customer and the sales representative and/or the selling organization. The other dimension involves the number and importance of factors adding complexity to get the close.

On the following pages, using a ten-point scale, rate the relationship and complexity variables of your sales environment. Once this short checklist is completed, your organization's results will be plotted on a Sales Environment Grid. The information will help determine some of the important characteristics needed for sales success at your company. Please fill out the following fields to continue.