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 beappreciated: 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, betterrecruiting, 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.