Sales Manager's Challenge Survey

Sales Manager's Challenge Survey

Instructions: For each question:

Check the Financial Impact Box if the situation were changed, it would financially impact your company in a positive way.
Check the Major Concern Box for your most important issues
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Measurement & Reporting
Financial Impact	Major Concern	1	Salespeople drop a prospect right after the forecast comes out, we don't know about it until the next forecast
Financial Impact	Major Concern	2	Can't tell if we will meet our sales goals during the period
Financial Impact	Major Concern	3	Don't know the true sales cycle for each product
Financial Impact	Major Concern	4	Difficulty assessing new salespeople
Financial Impact	Major Concern	5	Can’t see the middle of the pipeline, just what is going in and coming out
Time Management
Financial Impact	Major Concern	6	Don’t have enough time to travel with all the salespeople
Financial Impact	Major Concern	7	Don’t have time to talk to each sales person about each prospect.
Financial Impact	Major Concern	8	Don’t spend sufficient time with those salespeople who need help.
Management Effectiveness
Financial Impact	Major Concern	9	Have no way to know about problem prospects unless alerted by salespeople
Financial Impact	Major Concern	10	Learn too late about lost opportunities (too late to get in to help or reverse)
Financial Impact	Major Concern	11	Don’t have tools to be as proactive as I would like. I find myself being mostly reactive
Financial Impact	Major Concern	12	Don’t have accurate information regarding why business is being lost
Financial Impact	Major Concern	13	Don’t have a system that tells me which prospects a salesperson needs help with
Financial Impact	Major Concern	14	Don’t have a method to identify a salesperson’s recurring problems
Salesperson Effort
Financial Impact	Major Concern	15	Unaware of intermittent lapses in salesperson’s effort
Financial Impact	Major Concern	16	Difficulty assessing the effort of the salespeople
Salesperson Effectiveness
Financial Impact	Major Concern	17	Can’t determine specific sales force training needs
Financial Impact	Major Concern	18	Can’t pinpoint strengths and weaknesses of individual salespeople
Financial Impact	Major Concern	19	Difficulty assessing salesperson’s impact on a territory
Financial Impact	Major Concern	20	Salespeople are not focusing on the best revenue opportunities

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Vista Development • Kildeer, IL 60047

Developing SMARTer Sales Professionals and Sales Managers in metropolitan Chicago and Lake County Illinois