Business Manager Survey

Name *

First

Last

Email *

What is your position within your company? *

What do you like most about selling and/or sales? *

*Please select the most appropriate response for you from the drop down menu with each question.

PROFESSIONAL COMPETENCIES:

1) Our sales team members set personal goals, so as to enable themselves to reach their potential. *

2) We clearly communicate the Goals and Vision of our company to the sales team. *

3) The physical office environment in which our sales team work, and the business tools that support their productivity and effectiveness. *

4) We insist on our sales team having excellent knowledge of our product/services/solutions (as well as our competitors). *

5) We reward our sale people correctly, in line with the industry benchmarks, i.e. Base Salary, Car, Commission, Super, Phone etc. *

6) The "back office" provide great support to ensure the productivity and effectiveness of the sales team. *

7) Our sales territories are clearly defined, thus avoiding any internal conflict regarding customer account allocation. *

8) Our management team conducts regular, documented review meetings with our sales team members, both individually and as a team. *

9) There is an effective CRM system in place to support territory management and information gathering about customers (and potential customers). *

10) Our sales people have activity plans, outlining "Who to see?, When? & How Often?" *

11) We know what our Sustainable Competitive Advantage is, and communicate it to our sales team. *

12) We provide effective sales training to ensure we develop the required sales competencies and sales methodology of our people? *

13) Our sales team spend most of their day with customers or on customer related selling activities. Generally, they are "sales" busy. *

14) We insist on our sales team having excellent industry/market knowledge of the vertical segments we sell to. *

15) A sense of urgency exist within our sales team. *

16) Our management sets realistic and aligned stretch targets for our sales team. *

17) There is a culture within our company that is supportive of the sales team and their goals. *

18) There are agreed standards for attitude and behaviour within the sales team. *

19) We provide our sales team with the marketing tools and collaterals required to do their jobs effectively. *

20) We provide our sales teams with sales reports, outlining their personal performance against an agreed set of KPI's. *

21) We follow a strict documented process of performance management, as required, and it is clearly understood by the sales team. *

22) There's a sales cycle management system ("Pipeline") that supports the forcasting, stock management and sales performance in our business. *

23) We know what sales competencies we are looking to recruit and develop within our business. *

24) We consciously apply a particular sales methodology, ie. Product Approach, Solution Approach, to maximise the return on sales effort. *

25) Our sales team respects the company vision and goals. *

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