KM in sales and marketing
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1. Default Section
1
. Your name, and your organisation (optional - will not be revealed, but I may have some follow up questions for you, depending on your answers, if that is OK)
Your name, and your organisation (optional - will not be revealed, but I may have some follow up questions for you, depending on your answers, if that is OK)
2
. Does your organisation apply knowledge management as part of your sales and marketing activity?
Does your organisation apply knowledge management as part of your sales and marketing activity?
No
Not any more – we used to but stopped
We are introducing one now
Yes
3
. If "Yes", then which part(s) of activity?
If "Yes", then which part(s) of activity?
4
. How effective is (or was) your knowledge management activities in delivering performance improvement? (if you run multiple processes, please choose the most effective)
How effective is (or was) your knowledge management activities in delivering performance improvement? (if you run multiple processes, please choose the most effective)
Not at all (0 out of 5)
Slightly (1 out of 5)
Moderately (2 out of 5)
Good (3 out of 5)
Very good (4 out of 5)
Excellent (5 out of 5)
5
. If you scored high (3 or more out of 5), what are the essential elements of the process that ensure it works well?
If you scored high (3 or more out of 5), what are the essential elements of the process that ensure it works well?
6
. If you scored low (2 or less out of 5), what are the main barriers or problem areas which need to be overcome to improve the process?
If you scored low (2 or less out of 5), what are the main barriers or problem areas which need to be overcome to improve the process?
7
. Which of the following are included in your knowledge management activities?
Which of the following are included in your knowledge management activities?
A defined sales process
A defined marketing process
A defined bidding process
Rewards to incentivise submission of know-how
A defined process for identifying learning from activity
Quality control of the material submitted to ensure it can be used by others
Clear accountability for identifying learning from activity
Customer Relationship Management technology
Shared access to client information and leads
A method to push know-how to those who could use it
Rewards to incentivise assisting others to win contacts
A method to track the re-use of materials
Metrics such as time to respond to request for tender
Community of Practice
A person to track the metrics
A high level sponsor of the knowledge management activities
Other
8
. What (if anything) did I miss from this list (in 7 above)?
What (if anything) did I miss from this list (in 7 above)?
9
. What is your defined process by which know-how is managed? (Please state process and context, e.g. "After Action reviews during proposal activity", "External reviews of programs", "Individual submission by sales staff" etc)
What is your defined process by which know-how is managed? (Please state process and context, e.g. "After Action reviews during proposal activity", "External reviews of programs", "Individual submission by sales staff" etc)
10
. Is there anything else you would like to share regarding the knowledge management activities in your organisation? (Optional, but please feel free to share any additional thoughts)
Is there anything else you would like to share regarding the knowledge management activities in your organisation? (Optional, but please feel free to share any additional thoughts)
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