LOC Refresher - survey for Leaders przez AnkietaPlus.pl

Welcome,

We are inviting you to complete the survey containing evaluation of your sales representatives’ skills.
The research is anonymous. We will look only at consolidated answers.
It is very important to receive honest answers. Based on your feedback we can design exercises, adapt materials and set priorities for the LOC Refresher Training for your teams.

Thank you for your time!

Regards, Anna, Kala and Slawek

1. What are the main challenges that Sales Representatives from your team face at work?

2. What do they well after LOC1 and LOC2?

* 3. Which sales skills / competencies does your team need to practise / develop during the training?

	The level is satisfying (no need to practise);	The level is average (we can practise);	We definitely need to practise it during the training;
a) Preparation for sales visits
b) Setting business goals for sales visits
c) Effective opening of sales calls
d) Probing – asking questions about:
• current situation,
• problems and consequences,
• needs,
• confirmative questions.
e) Listening:
• paraphrases
• summaries
• pause and silence (time for customer to speak)
• mirror listening
• clarification
f) Needs supporting: describing adapted to customer’s needs characteristics and benefits during products presentation
g) Closing the deal: sharing responsibilities, agreements confirmation, planning next steps
h) Overcoming indifference via phone
i) Overcoming concerns (doubts, misunderstandings, negative judgement)
j) Insights Discovery (recognizing personalities and adaptation)
k) Self-confidence, courage
	The level is satisfying (no need to practise);	The level is average (we can practise);	We definitely need to practise it during the training;
l) Flexibility, adapting to different scenarios during the call, agility

Comments:

4. What are the main problems expressed by customers on which Sales Representatives can propose some specific solutions / products/ offers?

5. What are the main needs expressed by customers on which Sales Representatives can propose some specific solutions / products/ offers?

6. How strongly do you feel that discovered needs are connected with real customer priorities (how interesting and important are the sales calls for the customers and are the customers committed)?

1 - discovered needs are superficial

2 - sales representatives from time to time discover important needs

3 - sales representatives always discover crux of needs and main motivators of the customer

Comments:

7. How are sales representatives perceived by customers (in your opinion)?

Presenter of offers

Gatherer of orders

Manipulator

Supporter of needs

Business Partner

Comments:

8. How strongly are proposed solutions by sales representatives linked to real customer needs?

1 - usually are not linked

2 - sometimes are linked sometimes are not

3 - are linked in 100%

Comments:

9. How often do sales representatives use the language of benefits during presentation of the solution?

1 - do not use benefits. Describe only by characteristics

2 - sometimes describe also benefits but mainly focus on characteristics

3 - always describe products using characteristics and explaining benefits

Comments:

10. What characteristics and benefits describe sales representatives during sales calls as a response to specific problems / needs? Please complete the table. We can use your examples during the training.

In the table is a place for 4 examples of problems/needs and linked offers (a problem/need => a product/offer linked with this need => characteristics and benefits used for presentation). If you would like to give more examples you can add them in a "Comments" part at the end of the survey.

Problem / Need (1)
Product / Offer (1)
Characteristics used during product / offer 1 presentation
Benefits used during product / offer 1 presentation
Problem / Need (2)
Product / Offer (2)
Characteristics used during product / offer No 2 presentation
Benefits used during product / offer No 2 presentation
Problem / Need (3)
Product / Offer (3)
Characteristics used during product / offer No 3 presentation
Benefits used during product / offer No 3 presentation
Problem / Need (4)
Product / Offer (4)
Characteristics used during product / offer No 4 presentation
Benefits used during product / offer No 4 presentation

11. How often sales representatives finalize sales calls with an effective summary?

1 – they usually do not remember about the summary and final agreement

2 – sometimes they summarize and agree next step, sometimes not

3 – they complete each visit with: a summary of key decisions / conclusions and confirming next steps with customers

Comments:

12. What progress is achieved the most often at the end of calls?

Order according to the goal for the call

Order not according to the goal for the call

Request for sending the offer

Declaration from the customer „I will send via e-mail” or agreeing phone call to confirm the order

Making an appointment – this time with the decision maker

Making an additional appointment

Other (What?):

13. How do you evaluate the level of motivation from customers to implement arrangements planned with sales representatives?

1 – low

2 – moderate

3 – very committed

Comments:

* 14. How many visits per day do they make? How long do appointments last? Which customers do they meet most often?

* 15. What are key priorities for sales team? Which products your work with?

* 16. What changes would you like to see in their selling techniques after the training and as a result of coaching delivered by their direct managers?

* 17. How many sales representatives have you visited in the field in the last 6 months (and visited customers together)?

(We need to know based on how large a group the assessment was generated)

18. Additional comments / suggestions or examples: