• Small business owners and leaders
• Sales staff

1. Whether the critical components of a successful sales strategy and plan are in place in the business
2. How well geared the business is to be a successful sales company in terms of staffing, staff management and managing customer relationships 

When should you use this Survey

• When sales targets are not being met
• When seeking to improve sales
• When seeking to embark on a new sales strategy and/or process

Areas of Analysis
Customer Relationships
Looks at the way in which customer relationships are built and managed by the business. Emphasis is placed on whether or not the business stays close to customers in order to fully understand their changing needs.

Performance Management
Considers respondents' perception of performance management processes, policies and systems within the business and the extent to which these are standardized and documented.

Sales Remuneration
Assesses whether the remuneration plans in place for sales staff are conducive to driving optimal sales performance.

Sales Process
Examines the extent to which the business has defined a sales process that is understood and followed by all staff members.

Selling Skills
Considers how well-equipped people in the business are to make sales from a skills perspective. Looks at formal and informal training and development provided to sales staff in the business.

Sales Activity Measurement
The effectiveness of planning and recording of key sales activities to support defined strategies.

 

Sales Goals and Targets
Considers the extent to which the business has set clear and measurable goals to drive sales activities.