Characteristics of Top Sales Performers Survey

Question Title

1. How would you describe your position?

Retail sales

Territory/ Account Manager (Products)

Territory/Account (Services)

Key Account Manager (Products)

Key Account Manager (Services)

Sales Manager(Products)

Sales Manager(Services)

New Business Development

Other (please specify)

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2. How many accounts do you manage?

10 or less

10 to 50

50 to 100

more than 100

Other (please specify)

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3. In the last quarter, how much of your budget did you achieve?

More than 20 % below budget

5 to 20 % below budget

Just below budget

Budget achieved

Budget exceeded by 10 % or more

Other (please specify)

Question Title

4. To what extent do the following factors enable you 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 include other people from my company as part of my offer	Being able to include other people from my company as part of my offer Not at all	Being able to include other people from my company as part of my offer A little bit	Being able to include other people from my company as part of my offer Somewhat	Being able to include other people from my company as part of my offer Quite a bit	Being able to include other people from my company as part of my offer A tremendous amount
My ability to be flexible in my offer, to negotiate deals	My ability to be flexible in my offer, to negotiate deals Not at all	My ability to be flexible in my offer, to negotiate deals A little bit	My ability to be flexible in my offer, to negotiate deals Somewhat	My ability to be flexible in my offer, to negotiate deals Quite a bit	My ability to be flexible in my offer, to negotiate deals A tremendous amount
Relationships with my customers	Relationships with my customers Not at all	Relationships with my customers A little bit	Relationships with my customers Somewhat	Relationships with my customers Quite a bit	Relationships with my 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
My success prospecting for new customers	My success prospecting for new customers Not at all	My success prospecting for new customers A little bit	My success prospecting for new customers Somewhat	My success prospecting for new customers Quite a bit	My success prospecting for new customers A tremendous amount
My selling skills	My selling skills Not at all	My selling skills A little bit	My selling skills Somewhat	My selling skills Quite a bit	My selling skills A tremendous amount
Understanding of my customers business strategy	Understanding of my customers business strategy Not at all	Understanding of my customers business strategy A little bit	Understanding of my customers business strategy Somewhat	Understanding of my customers business strategy Quite a bit	Understanding of my customers business strategy A tremendous amount
Understanding my customers personal motivations	Understanding my customers personal motivations Not at all	Understanding my customers personal motivations A little bit	Understanding my customers personal motivations Somewhat	Understanding my customers personal motivations Quite a bit	Understanding my customers personal motivations A tremendous amount
My confidence to ask my customers tough questions	My confidence to ask my customers tough questions Not at all	My confidence to ask my customers tough questions A little bit	My confidence to ask my customers tough questions Somewhat	My confidence to ask my customers tough questions Quite a bit	My confidence to ask my customers tough questions A tremendous amount
My ability to quickly bounce back when I lose a sale	My ability to quickly bounce back when I lose a sale Not at all	My ability to quickly bounce back when I lose a sale A little bit	My ability to quickly bounce back when I lose a sale Somewhat	My ability to quickly bounce back when I lose a sale Quite a bit	My ability to quickly bounce back when I lose a sale A tremendous amount

Other (please specify)

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5. What is the key reason you fail to win a deal? ( please select one answer 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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6. How frequently do you position other people in your organisation as part of the overall customer offering?

Never

Occasionally

Frequently

Always

Other (please specify)

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7. The key factor influencing the speed of progression of a sale through your sales pipeline is...( please select one answer onkly)

My customers timeframes

My sales activites

External market and/or competitor forces

My business expectations

Other (please specify)

Question Title

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

All accounts

Some accounts

My Largest accounts only

No individual account targets

Other (please specify)

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9. To what extent do you need to modify your offer to win sales?

Not at all

A little bit

Somewhat

Quite a bit

A tremendous amount

Other (please specify)

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10. How would you describe your relationship with your customers?

Purely professional rapport

Friendly rapport

Many are my friends as well as customers

Other (please specify)