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Sales Effectiveness Survey
You may leave the question blank if the topic does not apply to you or your business - There are 50 questions in all and should take no more than 10-15 minutes to complete.
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Email
*
Your email
Full Name
*
Your answer
Company Name
*
Your answer
Title
*
Your answer
Skills
Not speaking with enough new prospects
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Not closing enough new business
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Margins are getting thinner - price pressure
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Wasting time with people who end up not doing business with us (not qualifying)
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Talking too much and not listening to the prospect
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Our people are not as consultative as I would like, they dump product knowledge
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Not getting enough good high quality referrals
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Closing business, but it is not profitable enough for all the work it takes
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Not capturing our share of the business with some existing clients
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Frustrated by committee decisions that are huge time-wasters for us
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Spending too much time with people that are not decision makers
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Not closing business fast enough- the sales cycle has gotten longer
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Inconsistent with our sales results
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Facing a lot more competition than we used to and we are no longer winning our share
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Being used for our information like price, creative ideas, demos, resources (free consulting)
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Staff
Keep hiring salespeople who don’t work out
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Can’t figure out why some people are doing well and others aren’t
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Don’t know which salespeople we should stick with long term and who to cut
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Are not sure that we have the “right people in the right seats on the bus”
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
The sales team doesn’t seem motivated
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Must hire a better caliber salesperson to compete today, but don’t know where to begin
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
We hire technical people who know our business, but they’re not effective at bringing in business
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Feel daunted by the thought of hiring a sales team that really can perform
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Have never managed a sales force before and uncomfortable or unsure of the best practices
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Hire good interviewers, but sometimes find that they are mediocre salespeople
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Would like to try to hire people outside of the industry, but can’t afford costly mistakes
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Would be in real trouble if our #1 salesperson left
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Would be in real trouble if owner/sales manager stopped selling
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
My best salespeople quit, but the mediocre ones stay around forever
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Structure
Don’t have a way to effectively hold salespeople accountable
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Don’t know if our compensation plan is helping or hurting our efforts to grow
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Wonder why our experienced sales force doesn’t go after new business
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Haven’t seen measurable improvements in the bottom line since we hired a sales manager
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
When performance is suffering, we’re not as effective at coaching our people as we should be
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
We don’t have an effective way to on-board new salespeople- it takes them too long to ramp up
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
“Winging it” when it comes to sales, there is no repeatable sales process
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
My people aren’t 100% sure of what selling activities are expected of them each day
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
My people don’t have a prospecting plan that provides a mix of selling activities that drive business
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
When I try to establish daily or weekly activity goals they feel like its “Big Brother” watching them
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Strategy
Don’t have a clearly defined “ideal client” profile that everyone agrees upon
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Are uncertain as to the right way to get in front of enough of those “ideal clients”
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
We struggle to differentiate ourselves and “sound different” than the competition
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Deliver superior service/product to our customers, but aren’t getting superior price or margins
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Have too much revenue coming from too few accounts
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Feel reactive to the industry and economy
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Have lost some key accounts and aren’t sure why
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Are getting the “low hanging fruit”, but can’t seem to crack the tougher ones that would be “ideal”
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
Our customers could buy more types of products from us, but we struggle to expand the relationship
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
We struggle to displace competitively held accounts
Not An Issue
1
2
3
4
5
We Need To Fix Now!
Clear selection
These problems have probably cost me or my company ______________________ in lost revenues or opportunities in the past 12 months.
*
Choose
$0 - $10,000
$10,000 - $50,000
$50,000 - $100,000
$100,000 - $500,000
$500,000 - $1,000,000
$1,000,000 - $5,000,000
$5,000,000 - $10,000,000
Over $10,000,000
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