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The results of the survey will be published in Q4  Please subscribe to our blog or follow The Center for Sales Strategy on social media as we will promote and share the results there.

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* 2. Years in Sales Management

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* 4. Market Size

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* 5. Do you feel as though you have the right number of salespeople?

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* 6. Regarding sales staff size, do you think you should:

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* 7. What percentage of your sales team are what you would consider superstars?

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* 8. What percentage of your sales team is underperforming?

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* 9. Do you use a sales talent assessment to help you hire?

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* 10. If you answered “yes,” how accurate is your sales talent assessment in predicting future success?

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* 11. Do you have a CRM?

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* 12. Do you use your CRM effectively?

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* 13. Rank each of the following reasons that you find your CRM valuable:

  Low Medium High N/A - I don't have a CRM
Tracking of clients and prospects
Automate basic tasks
Easier to share information
Improved analytics and reporting
More effective communication
More accountability

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* 14. Do you have current sales collateral pieces to help your sellers in all stages of their sales process?

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* 15. Do you have more than 2 video case studies?

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* 16. How satisfied are you with the quality and effectiveness of your sales collateral pieces?

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* 17. Does your website make it easy for prospects to learn about your company and the problems that you solve?

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* 18. On average, how many scheduled meetings with prospects do your salespeople go on each week (face-to-face or virtual)?

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* 19. How may scheduled meetings with prospects should your people go on each week (face-to-face or virtual)?

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* 20. What percentage of time each week do you spend doing each of the following? (These should roughly add up to around 100%.)

  0-5% 6-10% 11-20% 21-30% 31-40% 41-50% 51-60% 61-70% 71-80% 81-90% 91-100%
Reports
Coaching
Internal meetings
Signing or approving orders / inventory
IFM's or one-on-ones
Price and packaging

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* 21. What percentage of time each week do you think you should spend doing each of the following? (These should roughly add up to around 100%.)

  0-5% 6-10% 11-20% 21-30% 31-40% 41-50% 51-60% 61-70% 71-80% 81-90% 91-100%
Reports
Coaching
Internal meetings
Signing or approving orders / inventory
IFM's or one-on-ones
Price and packaging

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* 22. How many written proposals do your salespeople present each week?

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* 23. Do you consider that number to be:

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* 24. How many of the proposals do you review before they go to a prospect or client?

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* 25. Approximately how many of those proposals contain specific business needs outlined by the client?

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* 26. To what degree have you restructured your sales operation with specialists who perform specific functions in the sales process like appointment setting, client service, proposal preparation, recaps, etc.?

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* 27. Appointments with prospects are harder to secure today than five years ago.

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* 28. How effective has social media been in helping your salespeople set appointments with prospects?

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* 29. Do you feel that your organization is equipped to be competitive in the future?

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* 30. Do you have access to the resources needed to exceed your sales goals?

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* 31. Are you optimistic about the future of your industry?

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* 32. How often do you conduct sales training for your sales team?

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* 33. Have you added any new services or resources for your team this year? (Select all that apply.)

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* 34. What are the top 3 categories of business where you or those you work with are securing new business?

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* 35. Where will your market end 2020?

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* 36. Where will your station(s) end 2020?

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* 37. What do you think 2021 will look like compared to 2020?

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* 38. What are some of your biggest concerns for 2021?

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