Sales Force Surveys Identify what You Need to do to Achieve Breakthrough Increases in Sales:
Does your company want or need to increase your sales force performance? Not sure where to start? Or have you been spending money doing things that aren't generating results in terms of increased sales?
Sales Force Surveys -- The solution for increasing performance and significantly increasing sales:
Conducting a sales force survey is a low cost and highly effective way to gather comprehensive anonymous feedback from your sales people about your company's sales environment and the barriers that are keeping them from selling more, much more.
If your company is like most other companies, there is a wide difference in sales dollars and volume between your top and bottom performing sales people. Some of the products and/or services your company is selling are probably not selling as well as you expect and need them to sell. What are the causes for poor sales and what can be done to increase sales force performance? Sales force surveys can provide the answers to these and other important questions.
Sales force surveys gather information and insight from sales people about the following and other issues affecting their performance:
Perception of company image
Marketing effectiveness
Sales culture
Empowerment
Identifying barriers to sales
Sales meetings
Sales-cycle problem resolution
Product & service quality, reliability & pricing
Sales management communications effectiveness
Recruiting, selection and hiring
On-boarding
Orientation program
Treatment of sales force
Reward and recognition
Sales & product training availability and effectiveness
Sales tracking process/technology effectiveness
Sales performance feedback and sales mentoring effectiveness
Satisfaction with compensation and benefits plans
Satisfaction with development & career opportunities
Sales goals
Adequacy & effectiveness of sales tools & technology (laptops, smart phones, etc.)
Sales programs
Customer awareness of and satisfaction with products & services
Customer service effectiveness
Support from sales management
Fairness in distribution of sales leads
Availability / adequacy of sales prospecting information databases
Administrative sales support
Likelihood of sales force staying with the company for the foreseeable future
Willingness to recommend company to friends/relatives for employment
Your survey will be appreciated:
The reaction of sales people to sales force surveys is very positive. They appreciate being asked about their opinions on issues that affect their ability to sell and make money. Conducting a salesforce survey sends an important message that management wants to hear their opinions and that management cares about their success. Management's decision to conduct a sales survey also raises expectations that management will take action based on the survey findings.
Achieving Results - Taking action:
Salesforce surveys provide information and insight overall and sorted by region/location/department and other demographics (e.g. years of service, gender, etc.). Executive summary reports include detailed analysis of the survey data, a summary of the survey findings and recommendations for improvements to increase performance and sales.
Results are achieved by creating and executing an action plan that focuses on the issues identified by the sales force survey that need improvement. Depending on the findings, actions might include dealing with an ineffective local sales manager, providing better technology for use in the field, more and better sales and/or product training, strengthening certain products and customer service, changing sales compensation, better recruiting, etc. The greatest benefit comes from conducting salesforce surveys annually to track progress and to identify new problems and opportunities surfacing during the recent year.
