CPSA Survey on Sales Management and Leadership January 2008: Summary of Results
1. When you assumed your sales management position, what did you do to develop your sales management skills? (check all that apply)
Response Worked with a coach or mentor Attended workshops or executive development programs University or college degree/diploma Trial and error method A combination of the above Other (pls specify): Totals
Frequency 69 75 26 61 47 10 288
Relative Valid % % 45% 48% 17% 39% 30% 6% 24% 26% 9% 21% 16% 3%
186% 100%
Valid Responses: 288 of 155 (186%)
2.
What strategies have you implemented to bring out the best in your sales team? (check all that apply)
Response One-on-one coaching sessions (telephone or inperson) Use of 360 performance assessments
Frequency
Relative Valid % %
126
81%
25%
55
35%
11%
Monthly/quarterly reviews with individual reps Onboarding or formal orientation program for new hires Mentorship program Career development planning Inhouse/supplier sales training sessions Access to formal sales training and professional development (e.g. webinars, podcasts) Other (pls specify) Totals
53
34%
11%
47 52
30% 34%
9% 10%
96
62%
19%
67
43%
13%
3 499
2%
1%
322% 100%
Valid Responses: 499 of 155 (322%)
3 What methods/means do you use to continually develop the skills of your team? .
Response Inhouse/outsourced sales coaching sessions Hold group sales meetings Send them to sales workshops/seminars Implement sales/industry
Frequency 84 11 9 71 13
Relati Vali ve % d % 54% 18% 77% 26% 46% 16% 8% 3%
certification Pay for industry/association memberships/resources/subscri ptions Recommend/forward resources, enewsletters etc. Special assignments/projects Other (pls specify): Totals 72 46% 16%
52 46 1 45 8
34% 11% 30% 10% 1% 295% 0% 100 %
Valid Responses: 458 of 155 (295%)
4. Do you accompany your sales reps on sales calls?
Response Yes No Not applicable No Response Totals
Frequency 123 6 10 16 155
Relative % Valid % 79% 4% 6% 10% 100% 100% 88% 4% 7%
Valid Responses: 139 of 155 (90%)
If yes, what is your purpose of your presence?:
Response Meet the customer and advance the sales relationship Take the lead role to
Frequency
Relative Valid % % 74% 37% 46% 23%
114 58
close business To coach/give feedback to my sales team member to improve their sales skills Client expects me to attend Resolution of a problem Other (pls specify): Totals 12 52 11 247 8% 34% 7% 5% 21% 4%
159% 100%
Valid Responses: 247 of 155 (159%)
5. How many structured sales meetings do you conduct with your full team?
Response Weekly Monthly 1-2 meetings per year 3-4 meetings per year 5-6 meetings per year More than 6 meetings Not relevant to our business Totals
Frequency 18 36 30 35 5 4 6 134
Relative % Valid % 12% 23% 19% 23% 3% 3% 4% 86% 13% 27% 22% 26% 4% 3% 4% 100%
Valid Responses: 134 of 155 (86%)
6.
How many ONE-TO-ONE sales meetings (telephone or in-person) do you conduct with your reps?
Response Daily
Frequency 15
Relative % Valid % 10% 12%
Weekly Bi-weekly Monthly Quarterly
40 15 21 10
26% 10% 14% 6% 16% 19% 100%
32% 12% 17% 8% 20%
On a “as needed” basis 25 No Response Totals 29 155
100%
Valid Responses: 126 of 155 (81%)
7. What type of sales meetings do you conduct with your team?
Response Announcement of company-wide goals for upcoming year Changes to product line/technical enhancements Change to manufacturing or business process Market/territory or distribution changes Sales/skills training One-on-one meetings out of the office A combination of the above Other (pls specify): Totals
Frequency 49 61 25 40 51 37 72 3 338
Relative Valid % % 32% 39% 16% 26% 33% 24% 46% 2% 14% 18% 7% 12% 15% 11% 21% 1%
218% 100%
Valid Responses: 338 of 155 (218%)
8. Would you classify yourself as a Sales Manager, managing your sales team or as a
Sales Leader, developing and grooming the skills of your sales team?
Response Sales manager Sales leader No Response Totals
Frequency 51 73 31 155
Relative % Valid % 33% 47% 20% 100% 100% 41% 59%
Valid Responses: 124 of 155 (80%)
9.
How many salespeople IN TOTAL (reps, agents, customer service, management) report to you directly?
Response 1-4 5-9 10-14 15-19 20 plus No Response Totals
Frequency 46 45 16 7 9 32 155
Relative % Valid % 30% 29% 10% 5% 6% 21% 100% 100% 37% 37% 13% 6% 7%
Valid Responses: 123 of 155 (79%)
10. What is your favourite part about your job? (check one only)
Response Working one-on-one with individual sales reps to improve their sales skills Exceeding my department’s sales targets Training new sales reps
Frequency 28 20 5
Relative % 18% 13% 3%
Valid % 23% 17% 4%
Increasing sales revenues and containing expenses Going on joint sales calls with my reps Selling to new or existing accounts Clearing up administrative road blocks and problem-solving Other (pls specify): No Response Totals Valid Responses: 120 of 155 (77%)
17 16 21 10 3 35 155
11% 10% 14% 6% 2% 23%
14% 13% 18% 8% 2%
100% 100%
About You What is your title? Response President/CEO/COO/CMO/CSO Sales Manager (or equivalent) Vice-President Sales (or equivalent) Vice-President Sales & /Marketing Director of Sales (or equivalent) Director of Sales and Marketing District Manager Division Sales Manager Regional Sales Manager (or equivalent) National Sales Manager Sales and Marketing Manager Other (please specify): No Response Frequency 3 15 3 8 8 4 6 5 30 20 10 7 36 Relative % 2% 10% 2% 5% 5% 3% 4% 3% 19% 13% 6% 5% 23% Valid % 3% 13% 3% 7% 7% 3% 5% 4% 25% 17% 8% 6%
Totals Valid Responses: 119 of 155 (77%)
155
100% 100%
How did you obtain your current role?
Response Promoted from within company/division Recruited by an executive recruitment firm Inherited responsibilities under succession plan Online networks/employee/business referrals Web-based resources (e.g. company website, online job boards) Transfer/relocation Other No Response Totals Valid Responses: 120 of 155 (77%)
Frequency 69 15 4 10 3 1 18 35 155
Relative Valid % % 45% 10% 3% 6% 2% 1% 12% 23% 100% 100% 58% 12% 3% 8% 2% 1% 15%
No. of years in current position
Response Less than 2 years 2-4 years
Frequency 36 35
Relative % Valid % 23% 23% 30% 29%
8-10 years Over 11 years No Response Totals
12 11 35 155
8% 7% 23% 100%
10% 9%
100%
Valid Responses: 120 of 155 (77%)