subject: Using Salesforce Surveys to Energize Your Sales People and Increase Sales [print this page] Using Salesforce Surveys to Energize Your Sales People and Increase Sales
Salesforce Surveys Identify what You Need to do to Achieve Breakthrough Increases in Sales:
Does your company want or need to increase your salesforce performance? Not sure where to start? Or have you been spending money doing things that aren't generating results in terms of increased sales?
Salesforce Surveys -- The solution for increasing salesforce performance and significantly increasing sales:
Conducting a salesforce survey / salesforce opinion survey is a low cost and highly effective way to gather comprehensive anonymous feedback from your salesforce about your company's sales environment and the barriers that are keeping them from selling more, much more.
If your company is like most other companies, there is a wide difference in sales dollars and volume between your top and bottom performing sales people. Some of the products and/or services your company is selling are probably not selling as well as you expect and need them to sell. What are the causes for poor sales and what can be done to increase salesforce performance and overall sales? Salesforce surveys can provide the answers to these and other important questions.
Salesforce surveys gather information and insight from your sales force about the following and other issues affecting sales force performance:
Salesforce perception of company image
Marketing effectiveness
Sales culture
Salesforce empowerment
Identifying barriers to sales
Sales meetings
Sales cycle problem resolution
Product & service quality, reliability & pricing
Sales management communications effectiveness
Salesforce recruiting, selection and hiring
Salesforce on-boarding
Salesforce orientation program
Treatment of salesforce
Salesforce reward and recognition
Sales & product training availability and effectiveness
Sales tracking process/technology effectiveness
Sales performance feedback and sales mentoring effectiveness
Salesforce satisfaction with sales compensation and benefits plans
Satisfaction with development & career opportunities
Customer awareness of and satisfaction with products & services
Customer service effectiveness
Sales support from sales management
Fairness in distribution of sales leads
Availability / adequacy of sales prospecting information databases
Administrative sales support
Likelihood of salesforce staying with the company for the foreseeable future
Willingness of salesforce to recommend company to friends/relatives for employment
Your sales force will appreciate a salesforce survey / salesforce opinion survey:
The reaction of sales people to salesforce surveys is very positive. Sales people appreciate being asked their opinions on issues that affect their ability to sell and make money. Conducting a salesforce survey sends an important message to the salesforce that management wants to hear their opinions and that management cares about their success. Management's decision to conduct a salesforce survey also raises the salesforce's expectation that sales management will take action based on the survey findings.
Achieving Results Taking action on salesforce survey findings:
Salesforce surveys provide information and insight for the salesforce overall and sorted by region/location/department and other salesforce demographics (e.g. years of service, gender, etc.). Sales force survey executive summary reports include detailed analysis of the survey data, a summary of the survey findings and recommendations for improvements to increase salesforce performance and sales.
Results are achieved by creating and executing a sales force survey action plan that focuses on the issues identified by the salesforce survey that need improvement. Depending on the findings, actions might include dealing with an ineffective local sales manager, providing better technology for use in the field, more and better sales and/or product training, strengthening certain products and customer service, changing sales compensation, better salesforce recruiting, etc. The greatest benefit comes from conducting sales force surveys annually to track progress and to identify new problems and opportunities surfacing during the recent year.
