Organizational Perceptions/Opinions

Please answer the following questions about your organization based on your perceptions. All submissions are anonymous. Thank you for your feedback!

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1. One of the most important responsibilities of sales managers has is to coach their sales representatives.

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2. My company continues to train our sales managers on coaching skills in a meaningful way even after they have been in their role for several years.

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3. My organization places high importance on improving the coaching skills of managers.

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4. My organization is convinced that sales managers would be more effective coaches of their salespeople if they had ways of continuously elevating their coaching skills.

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5. One of the sales manager's most important responsibilities is to proactively manage and address performance issues.

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6. My company utilizes a proven, performance management approach that teaches our managers how to effectively manage performance.

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7. My organization places high importance on performance management.

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8. Our sales managers are expected to develop and drive their own business plans.

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9. There is a formal program in place within my organization for managers to learn more about business planning and to teach business skills to their teams.

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10. My organization places high importance on improving business planning and business acumen.

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11. One of the sales manager's most important responsibilities is to hire top performing sales representatives.

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12. To help with the development of high performance sales teams, our company makes training available to help mangers hire, develop and retain top performing sales representatives.

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13. One of the sales manager's most important responsibilities is to retain top performing sales representatives.

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14. To help with the development of high performance sales teams, our company makes training available to help managers hire, develop and retain top performing sales representatives.

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15. Our company looks to its sales managers to align sales team goals with corporate goals and values.

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16. Robust and varied training is offered to our new managers who are making the transition from sales to leading and managing.

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17. We have a formal process in place to evaluate whether our managers have been successful in the transition from salesperson to manager/leader

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