Transformative Sales Skills Training - survey for Leaders przez AnkietaPlus.pl

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

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 Transformative Sales Skills Training for your teams.

Thank you for your time!

Regards, Anna and Slawek

2. Have Sales Representatives from your team participated in any sales training before? If yes, what was the training topic? What sales skills were developed?

3. Can you describe the steps of the sales process and sales calls carried out by your team?

4. 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 and expectations,
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

Comments:

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

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

7. 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:

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

Presenter of offers

Gatherer of orders

Manipulator

Supporter of needs

Business Partner

Comments:

9. 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:

10. 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:

11. 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

12. 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:

13. 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?):

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