Characteristics of Top Sales Performers: Managers Perspective

Question Title

1. How would you describe your position?

Retail Sales Manager

Regional Sales Manager (Products)

Regional Sales Manager (Services)

National Sales Manager (Products)

National Sales Manager (Services)

Key Account Manager

Other (please specify)

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2. How many Sales People report to you ( directly or indirectly)?

3 or less

5 to 10

10 to 30

30 to 70

more than 70

Other (please specify)

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3. In the last quarter, did your team achieve their sales budget?

Just below budget

More than 20 % below budget

5 to 20% below budget

Below budget

Budget achieved

Budget exceeded by 10 % or more

Other (please specify)

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4. To what extent do the following factors enable your sales team to achieve sales?

	Not at all	A little bit	Somewhat	Quite a bit	A tremendous amount
Competitive pricing	Competitive pricing Not at all	Competitive pricing A little bit	Competitive pricing Somewhat	Competitive pricing Quite a bit	Competitive pricing A tremendous amount
Unique product or service offering	Unique product or service offering Not at all	Unique product or service offering A little bit	Unique product or service offering Somewhat	Unique product or service offering Quite a bit	Unique product or service offering A tremendous amount
Being able to have a team approach as part of our offer	Being able to have a team approach as part of our offer Not at all	Being able to have a team approach as part of our offer A little bit	Being able to have a team approach as part of our offer Somewhat	Being able to have a team approach as part of our offer Quite a bit	Being able to have a team approach as part of our offer A tremendous amount
Our ability to be flexible with our offers, to negotiate deals	Our ability to be flexible with our offers, to negotiate deals Not at all	Our ability to be flexible with our offers, to negotiate deals A little bit	Our ability to be flexible with our offers, to negotiate deals Somewhat	Our ability to be flexible with our offers, to negotiate deals Quite a bit	Our ability to be flexible with our offers, to negotiate deals A tremendous amount
Relationships with customers	Relationships with customers Not at all	Relationships with customers A little bit	Relationships with customers Somewhat	Relationships with customers Quite a bit	Relationships with customers A tremendous amount
Product and/or technical knowledge	Product and/or technical knowledge Not at all	Product and/or technical knowledge A little bit	Product and/or technical knowledge Somewhat	Product and/or technical knowledge Quite a bit	Product and/or technical knowledge A tremendous amount
Our success prospecting for new customers	Our success prospecting for new customers Not at all	Our success prospecting for new customers A little bit	Our success prospecting for new customers Somewhat	Our success prospecting for new customers Quite a bit	Our success prospecting for new customers A tremendous amount
Teams selling skills	Teams selling skills Not at all	Teams selling skills A little bit	Teams selling skills Somewhat	Teams selling skills Quite a bit	Teams selling skills A tremendous amount
Understanding of our customers business strategy	Understanding of our customers business strategy Not at all	Understanding of our customers business strategy A little bit	Understanding of our customers business strategy Somewhat	Understanding of our customers business strategy Quite a bit	Understanding of our customers business strategy A tremendous amount
Understanding our customers personal motivations	Understanding our customers personal motivations Not at all	Understanding our customers personal motivations A little bit	Understanding our customers personal motivations Somewhat	Understanding our customers personal motivations Quite a bit	Understanding our customers personal motivations A tremendous amount

Other (please specify)

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5. Considering your top performers. How good are they at...

	Not at all	A little bit	Somewhat	Quite a bit	A tremendous amount
Including other people as part of their offer	Including other people as part of their offer Not at all	Including other people as part of their offer A little bit	Including other people as part of their offer Somewhat	Including other people as part of their offer Quite a bit	Including other people as part of their offer A tremendous amount
Building relationships with customers	Building relationships with customers Not at all	Building relationships with customers A little bit	Building relationships with customers Somewhat	Building relationships with customers Quite a bit	Building relationships with customers A tremendous amount
Product and/or technical knowledge	Product and/or technical knowledge Not at all	Product and/or technical knowledge A little bit	Product and/or technical knowledge Somewhat	Product and/or technical knowledge Quite a bit	Product and/or technical knowledge A tremendous amount
Prospecting for new customers	Prospecting for new customers Not at all	Prospecting for new customers A little bit	Prospecting for new customers Somewhat	Prospecting for new customers Quite a bit	Prospecting for new customers A tremendous amount
General Selling skills	General Selling skills Not at all	General Selling skills A little bit	General Selling skills Somewhat	General Selling skills Quite a bit	General Selling skills A tremendous amount
Understanding their customers business strategy and leveraging accordingly?	Understanding their customers business strategy and leveraging accordingly? Not at all	Understanding their customers business strategy and leveraging accordingly? A little bit	Understanding their customers business strategy and leveraging accordingly? Somewhat	Understanding their customers business strategy and leveraging accordingly? Quite a bit	Understanding their customers business strategy and leveraging accordingly? A tremendous amount
Understanding their customers personal motivations and leveraging accordingly?	Understanding their customers personal motivations and leveraging accordingly? Not at all	Understanding their customers personal motivations and leveraging accordingly? A little bit	Understanding their customers personal motivations and leveraging accordingly? Somewhat	Understanding their customers personal motivations and leveraging accordingly? Quite a bit	Understanding their customers personal motivations and leveraging accordingly? A tremendous amount
Asking customers the tough questions	Asking customers the tough questions Not at all	Asking customers the tough questions A little bit	Asking customers the tough questions Somewhat	Asking customers the tough questions Quite a bit	Asking customers the tough questions A tremendous amount
Quickly bouncing back when they lose a deal	Quickly bouncing back when they lose a deal Not at all	Quickly bouncing back when they lose a deal A little bit	Quickly bouncing back when they lose a deal Somewhat	Quickly bouncing back when they lose a deal Quite a bit	Quickly bouncing back when they lose a deal A tremendous amount

Other (please specify)

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6. Considering your lowest performers. How good are they at...

	Not at all	A little bit	Somewhat	Quite a bit	A tremendous amount
Including other people as part of their offer	Including other people as part of their offer Not at all	Including other people as part of their offer A little bit	Including other people as part of their offer Somewhat	Including other people as part of their offer Quite a bit	Including other people as part of their offer A tremendous amount
Building relationships with customers	Building relationships with customers Not at all	Building relationships with customers A little bit	Building relationships with customers Somewhat	Building relationships with customers Quite a bit	Building relationships with customers A tremendous amount
Product and/or technical knowledge	Product and/or technical knowledge Not at all	Product and/or technical knowledge A little bit	Product and/or technical knowledge Somewhat	Product and/or technical knowledge Quite a bit	Product and/or technical knowledge A tremendous amount
Prospecting for new customers	Prospecting for new customers Not at all	Prospecting for new customers A little bit	Prospecting for new customers Somewhat	Prospecting for new customers Quite a bit	Prospecting for new customers A tremendous amount
General Selling skills	General Selling skills Not at all	General Selling skills A little bit	General Selling skills Somewhat	General Selling skills Quite a bit	General Selling skills A tremendous amount
Understanding their customers business strategy and leveraging accordingly?	Understanding their customers business strategy and leveraging accordingly? Not at all	Understanding their customers business strategy and leveraging accordingly? A little bit	Understanding their customers business strategy and leveraging accordingly? Somewhat	Understanding their customers business strategy and leveraging accordingly? Quite a bit	Understanding their customers business strategy and leveraging accordingly? A tremendous amount
Understanding their customers personal motivations and leveraging accordingly?	Understanding their customers personal motivations and leveraging accordingly? Not at all	Understanding their customers personal motivations and leveraging accordingly? A little bit	Understanding their customers personal motivations and leveraging accordingly? Somewhat	Understanding their customers personal motivations and leveraging accordingly? Quite a bit	Understanding their customers personal motivations and leveraging accordingly? A tremendous amount
Asking customers the tough questions	Asking customers the tough questions Not at all	Asking customers the tough questions A little bit	Asking customers the tough questions Somewhat	Asking customers the tough questions Quite a bit	Asking customers the tough questions A tremendous amount
Quickly bouncing back when they lose a deal	Quickly bouncing back when they lose a deal Not at all	Quickly bouncing back when they lose a deal A little bit	Quickly bouncing back when they lose a deal Somewhat	Quickly bouncing back when they lose a deal Quite a bit	Quickly bouncing back when they lose a deal A tremendous amount

Other (please specify)

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7. What is the key factor that causes your team to lose deals? ( please select one only)

Our price is too high

Our product offer does not meet their needs

We cannot deliver within the required time frame

Other factors within their business impacted on the sale

The economy

Competitors activity

Other (please specify)

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8. The speed of progression of a sale through your sales pipeline is primarily driven by...( please select one key factor only)

Our customers time frames

Our sales activites

External market and/or competitor forces

Our business expectations

Other (please specify)

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9. To what extent do you have account specific sales goals or targets?

All accounts

Some accounts

Largest accounts only

No individual account targets

Other (please specify)

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10. In the next year we intend to support our sales people through..

Coaching by Sales Managers

In house sales training

External sales training

We will not be training our Sales people

Other (please specify)

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11. I am happy to share the results of this survey with you and to discuss the possible implications of the results for your business and sales team. If you are interested please contact me at www.keyperformancegroup.co.nz or leave you contact details below. (your details will not be visible on this site).