Join our 2010 Sales Best Practices Study

In return for investing your time to complete this survey, you will receive an executive summary of the results of this global study in Q1, 2010, and you will have immediate access to our 2009 Executive Summary upon completion of this survey.

Survey Instructions:
Using the past year as a reference, think about your company's current sales practices in relation to the statements below. Please base your responses on the actual practices in your company, not what you would like them to be.

Please note: Your responses to this survey are confidential. All survey data is aggregated, therefore not associated with any specific company or individual.

It is important that you answer ALL questions. Let's get started....

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General Information About Your Sales Organization
Using the past year as a reference, think about your company's current sales practices in relation to the statements below. Please base your responses on the actual practices in your company, not what you would like them to be.

Our average sales cycle time has:

Compared to last year, our sales force size has:

How long does it take to fully ramp up your new salespeople to full productivity?

The top two most important qualities in a top performer are:

1)
2)

The top two priorities for our CRM system implementation are:

1)
2)

I would describe our key customers' primary perception of our relationship as:

Vendor who delivers a commodity that meets specifications

Vendor who delivers good products or services

Vendor who provides good service and support

Partner who helps solve short-term challenges

Trusted advisor who is consulted on strategic business issues

Which job title most accurately reflects your current position in your organization?

	Effective	Somewhat effective	Somewhat ineffective	Ineffective	NA
Flexible payment structure	Flexible payment structure Effective	Flexible payment structure Somewhat effective	Flexible payment structure Somewhat ineffective	Flexible payment structure Ineffective	Flexible payment structure NA
Allowed higher discounts	Allowed higher discounts Effective	Allowed higher discounts Somewhat effective	Allowed higher discounts Somewhat ineffective	Allowed higher discounts Ineffective	Allowed higher discounts NA
Modified products	Modified products Effective	Modified products Somewhat effective	Modified products Somewhat ineffective	Modified products Ineffective	Modified products NA
Launched new products	Launched new products Effective	Launched new products Somewhat effective	Launched new products Somewhat ineffective	Launched new products Ineffective	Launched new products NA
Involved higher-title decision makers	Involved higher-title decision makers Effective	Involved higher-title decision makers Somewhat effective	Involved higher-title decision makers Somewhat ineffective	Involved higher-title decision makers Ineffective	Involved higher-title decision makers NA
Performance guarantees	Performance guarantees Effective	Performance guarantees Somewhat effective	Performance guarantees Somewhat ineffective	Performance guarantees Ineffective	Performance guarantees NA
Pursued customers in non-traditional target markets	Pursued customers in non-traditional target markets Effective	Pursued customers in non-traditional target markets Somewhat effective	Pursued customers in non-traditional target markets Somewhat ineffective	Pursued customers in non-traditional target markets Ineffective	Pursued customers in non-traditional target markets NA
More targeted marketing efforts	More targeted marketing efforts Effective	More targeted marketing efforts Somewhat effective	More targeted marketing efforts Somewhat ineffective	More targeted marketing efforts Ineffective	More targeted marketing efforts NA
Better understanding of customer's issues	Better understanding of customer's issues Effective	Better understanding of customer's issues Somewhat effective	Better understanding of customer's issues Somewhat ineffective	Better understanding of customer's issues Ineffective	Better understanding of customer's issues NA
Cold calling	Cold calling Effective	Cold calling Somewhat effective	Cold calling Somewhat ineffective	Cold calling Ineffective	Cold calling NA
Higher priority on up-selling/cross-selling	Higher priority on up-selling/cross-selling Effective	Higher priority on up-selling/cross-selling Somewhat effective	Higher priority on up-selling/cross-selling Somewhat ineffective	Higher priority on up-selling/cross-selling Ineffective	Higher priority on up-selling/cross-selling NA
Negotiation training	Negotiation training Effective	Negotiation training Somewhat effective	Negotiation training Somewhat ineffective	Negotiation training Ineffective	Negotiation training NA
Expanded customer service offering	Expanded customer service offering Effective	Expanded customer service offering Somewhat effective	Expanded customer service offering Somewhat ineffective	Expanded customer service offering Ineffective	Expanded customer service offering NA

	0%	Less than 10%	20%	40%	60%	80%	100%
Closing deals	Closing deals 0%	Closing deals Less than 10%	Closing deals 20%	Closing deals 40%	Closing deals 60%	Closing deals 80%	Closing deals 100%
Managing key accounts	Managing key accounts 0%	Managing key accounts Less than 10%	Managing key accounts 20%	Managing key accounts 40%	Managing key accounts 60%	Managing key accounts 80%	Managing key accounts 100%
Account/territory reviews	Account/territory reviews 0%	Account/territory reviews Less than 10%	Account/territory reviews 20%	Account/territory reviews 40%	Account/territory reviews 60%	Account/territory reviews 80%	Account/territory reviews 100%
Coaching sales reps	Coaching sales reps 0%	Coaching sales reps Less than 10%	Coaching sales reps 20%	Coaching sales reps 40%	Coaching sales reps 60%	Coaching sales reps 80%	Coaching sales reps 100%
Reports and internal meetings	Reports and internal meetings 0%	Reports and internal meetings Less than 10%	Reports and internal meetings 20%	Reports and internal meetings 40%	Reports and internal meetings 60%	Reports and internal meetings 80%	Reports and internal meetings 100%