Do you consider yourself a?
Choose one
Senior Executive with a responsibility for sales (Executive VP/Senior VP, Vice
President, Director)
Sales Manager (front line manager or supervisor with direct reports)
Sales Person
Sales Trainer
Other, please specify
Demographics
Please indicate which statement below best describes your role in your organization.
Choose one
I am a quota-bearing sales professional
I am a non-quota-bearing sales professional
I am in sales management
Other, please specify Other, please specify
Which type of solutions do you, as a sales team member, primarily sell?
Products
Services
An equal combination of both
What is the primary nature of your sales efforts?
Choose one
Business-to-business
Business-to-consumer
Business-to-government
Who has primary responsibility for the training/development of sales team members in your
organization?
Choose one
CEO
A sales executive
A marketing executive
An HR executive
A learning executive
An external sales performance consultant or coach
Other, please specify Other, please specify
Describe your organization's type of operation.
National (operations in one country only)
Multinational (national/regional operations act independently of one another)
Global (high level of global integration)
Where is your organization headquartered?
North America
Latin America
Europe
Mideast
Africa
Asia
Oceania/Australia
In what sector does your organization primarily operate?
Consumer goods
Chemicals
Education
Energy/utilities
Entertainment/hospitality
Financial services/banking
Food products
Government
Hi-tech/telecom
Hospital/healthcare/insurance
Manufacturing
Mining or agriculture
Nonprofit
Pharma/biotech/medical device
Retail
Services
Transportation
Other, please specify Other, please specify
What is the size of your organization's total workforce?
Under 100 employees
100-499 employees
500-999 employees
1,000-3,499 employees
3,500-4,999 employees
5,000-9,999 employees
10,000-24,999 employees
25,000-49,999 employees
50,000-99,999 employees
100,000 or more employees
What is your organization's total revenue?
Less than $10 million
$10 million to $24.9 million
$25 million to $49.9 million
$50 million to $99.9 million
$100 million to $249 million
$250 million to $499 million
$500 million to $999 million
$1 billion to $2.99 billion
$3 billion to $9.99 billion
$10 billion or more
>>
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Performance
Please indicate overall organizational performance using this scale:
At an
At an
all- About
Significantly Significantly all-
Not applicable time the
worse better time
low same
high
level
Compared to the At an
past five years, Compared to the all- About
At an
revenue growth past five years, time
Significantly
the
Significantly all-
is... revenue growth worse better time
low same
is...Not applicable high
level
Compared to the Compared to the At an
At an
past five years, past five years, all- About
Significantly Significantly all-
market share is... market share time the
worse better time
low same
is...Not applicable high
level
Compared to the Compared to the At an
At an
past five years, past five years, all- About
Significantly Significantly all-
profitability is... profitability is...Not time the
worse better time
low same
applicable high
level
At an
At an
all- About
Significantly Significantly all-
Not applicable time the
worse better time
low same
high
level
Compared to the Compared to the At an
past five years, At an
past five years, all- About
customer Significantly Significantly all-
customer time the
satisfaction is... worse better time
satisfaction is...Not low same
high
applicable level
In the past year, my overall individual sales performance was...
Less than 75% of quota
76% to 100% of quota
101% to 125% of quota
126% to 150% of quota
151% to 199% of quota
200% of quota or more
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Learning and Improved Performance
I define learning as:
a personal change in behavior
a new idea that may have application
gaining knowledge, understanding, or a skill by study, instruction, or experience
a personal process of adaptation and growth derived from experience
a continuous improvement approach
other, please specify other, please specify
I believe the sales training I receive is:
Highly effective
Moderately effective
Neutral
Slightly ineffective
Ineffective
Who has ultimate responsibility and accountability for your professional development and
growth?
My manager
My customers
My colleagues
The learning/training department
I do
Other, please specify Other, please specify
Please indicate the extent to which you agree/disagree with the following statements:
Neither
agree Strongly
Strongly disagree Disagree Agree
nor agree
disagree
I need to constantly
adapt my behavior in I need to constantly adapt my Neither
order to consistently behavior in order to Disagree agree nor Agree
Strongly
succeed consistently succeedStrongly agree
disagree
disagree
Continuous learning
is critical to my Continuous learning is critical Neither
personal and financial to my personal and financial Strongly
Disagree agree nor Agree
success agree
successStrongly disagree disagree
My organization helps
me be agile and My organization helps me be Neither
creative with my Strongly
agile and creative with my Disagree agree nor Agree
customers agree
customersStrongly disagree disagree
Salespeople must
learn to work Salespeople must learn to work
internally with their internally with their own
Neither
own organization in organization in order to Strongly
Disagree agree nor Agree
order to succeed with succeed with agree
disagree
clients/customers clients/customersStrongly
disagree
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To be more successful in selling my products and services to clients and prospects, I need:
Very
Small Moderate High
Not at all high
extent extent extent
extent
More information Very
Small Moderate High
More informationNot at all high
extent extent extent
extent
More product Very
knowledge More product Small Moderate High
high
knowledgeNot at all extent extent extent
extent
Better technology
Very
Small Moderate High
Not at all high
extent extent extent
extent
Better technologyNot at all Small Moderate High Very
extent extent extent high
extent
More collaboration and Very
support More collaboration and Small Moderate High
high
supportNot at all extent extent extent
extent
A more clearly defined Very
role A more clearly defined Small Moderate High
high
roleNot at all extent extent extent
extent
Better pay Very
Small Moderate High
Better payNot at all high
extent extent extent
extent
Better relationships
internally and Better relationships Very
Small Moderate High
externally internally and high
extent extent extent
externallyNot at all extent
A personal approach to
continuous A personal approach to Very
Small Moderate High
improvement continuous high
extent extent extent
improvementNot at all extent
Better selling and Very
influencing skills Better selling and Small Moderate High
high
influencing skillsNot at all extent extent extent
extent
Competitive analysis Competitive analysisNot at Small Very
Moderate High
high
all extent extent extent
extent
Other, please specify
Very
Other, Other, please specifyNot at Small Moderate High
high
please specify all extent extent extent
extent
What do you need to know in order to co-create or communicate value in your relationships
and conversations with clients and prospects?
Small Moderate High Very high
Not at all
extent extent extent extent
Industry knowledge
Industry knowledgeNot at Small Moderate High Very high
Small Moderate High Very high
Not at all
extent extent extent extent
all extent extent extent extent
Product knowledge Product knowledgeNot at Small Moderate High Very high
all extent extent extent extent
Selling skills Small Moderate High Very high
Selling skillsNot at all
extent extent extent extent
My own company- My own company-
specific knowledge specific knowledgeNot at Small Moderate High Very high
extent extent extent extent
all
Sales management
skills Sales management Small Moderate High Very high
skillsNot at all extent extent extent extent
How do you learn in order to stay ahead of the competition, your customers, and your peers?
Check all that apply
Self-directed, on my own
Trial and error
By observing others
By attending a class
By synthesizing trends and marketing data
By co-creating with customers
By reading a book/articles
By listening to digital content
By management support
Getting coached by someone else (e.g. a Sales Manager or Consultant)
Working/meeting with a formal mentor
By discussion with peers
By searching for information on the internet
An internally coordinated training curriculum
An externally offered training course
For me to become a trusted business advisor with my clients and prospects, the sale training I
receive should be focused on:
Very
Small Moderate High
Not at all high
extent extent extent
extent
How to create influence
How to create influenceNot Small Moderate High Very
Very
Small Moderate High
Not at all high
extent extent extent
extent
at all extent extent extent high
extent
How to develop insight How to develop insightNot Small Very
Moderate High
high
at all extent extent extent
extent
How to manage the
customer's perception How to manage the Small Moderate High
Very
of value customer's perception of high
extent extent extent
valueNot at all extent
Improving personal Very
effectiveness Improving personal Small Moderate High
high
effectivenessNot at all extent extent extent
extent
Creating and closing Very
opportunities Creating and closing Small Moderate High
high
opportunitiesNot at all extent extent extent
extent
Protecting accounts Very
Protecting accountsNot at Small Moderate High
high
all extent extent extent
extent
Managing accounts Very
Managing accountsNot at Small Moderate High
high
all extent extent extent
extent
Defining and Very
positioning solutions Defining and positioning Small Moderate High
high
solutionsNot at all extent extent extent
extent
Being a better Very
consultant Being a better Small Moderate High
high
consultantNot at all extent extent extent
extent
Thinking more Very
strategically Thinking more Small Moderate High
high
strategicallyNot at all extent extent extent
extent
Being a better
developer of skills and Being a better developer of Small Moderate High Very
talent skills and talentNot at all extent extent extent high
Very
Small Moderate High
Not at all high
extent extent extent
extent
extent
Analyzing data and Very
information Analyzing data and Small Moderate High
high
informationNot at all extent extent extent
extent
Other, please specify
Very
Other, Other, please specifyNot at Small Moderate High
high
please specify all extent extent extent
extent
In order for me to effectively leverage the sales training I receive, I need:
Very
Small Moderate High
Not at all high
extent extent extent
extent
Tools I can use in the Very
field Tools I can use in the Small Moderate High
high
fieldNot at all extent extent extent
extent
Frameworks,
approaches, and Frameworks, approaches, Very
methodologies I can Small Moderate High
and methodologies I can high
customize extent extent extent
customizeNot at all extent
Specific processes that I Specific processes that I Very
must follow all the time must follow all the Small Moderate High
high
extent extent extent
timeNot at all extent
Technology that
supports the way I Technology that supports Very
Small Moderate High
forecast deals the way I forecast dealsNot high
extent extent extent
at all extent
Qualification processes
and activities with my Qualification processes Small Moderate High
Very
manager and activities with my high
extent extent extent
managerNot at all extent
Other, please specify
Very
Other, Other, please specifyNot at Small ModerateHigh
high
please specify all extent extent extent
extent
Which skills and competencies are crucial to becoming an effective and efficient trusted
business advisor?
Check the 3 most important
Ethical decision making
Problem solving and diagnosis
Creativity in the sales process
Adapting the sales process to specific buying processes
Persuasion
Listening
Empathy
Closing skills
Prospecting approaches to uncover new leads
Follow-up skills
Company-specific processes that support selling workflow
Negotiating
Relationship building
Presentation skills
Qualifying prospects
Questioning skills
Problem solving skills
Business savvy and financial knowledge
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Powered
Salespeople
Besides revenue generation, in what other ways are salespeople different from others in the
company?
Check all that apply
we aren't different
we care about the customer more than others in the company
we have to adapt our behavior and action to different audiences more regularly
we have to know more about our products than other people in our organization
we have to know more about the industries we serve than other people in our
organization
we have to stay more relevant to more people
we don't need to be micromanaged
we are the face of the company
a higher degree of cross-functional knowledge (e.g. psychology, project management,
legal requirements, etc.)
a different set of performance requirements and metrics
a greater ability to influence customer perception
all of the above
none of the above
other, please specify other, please specify
How many specific occupations did you have BEFORE entering the sales profession?
If you entered the sales profession directly, please enter a 0
What motivated you to enter the sales profession in the first place?
Put in order from 1-5
Potential for higher earnings
Opportunity to meet more/new people
Better fit with skills
Better opportunity for advancement
Other, please specify Other, please specify
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