2019 State of Media Sales - Sales Manager Survey

We value your opinion and ask that you only complete the survey once.
The results of the survey will be published in late summer. Please subscribe to our blog or follow The Center for Sales Strategy on social media as we will promote and share the results there.

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* 1. Job Title

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* 2. Years in Sales Management

2-4

5-10

11+

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* 3. Type of Media

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* 4. Market Size

1 - 10

11 - 25

26 - 50

50 - 100

100 +

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* 5. Do you feel as though you have the right number of salespeople?

Yes

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* 6. Regarding sales staff size, do you think you should:

Increase the number of salespeople you have?

Decrease that number?

Keep it the same?

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* 7. What percentage of your sales team are what you would consider superstars?

10%

20%

30%

40%

50%

60%

More than 60%

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* 8. What percentage of your sales team is underperforming?

10%

20%

30%

40%

50%

60%

More than 60%

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* 9. Do you use a sales talent assessment to help you hire?

Yes

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* 10. If you answered “yes,” how accurate is your sales talent assessment in predicting future success?

Very accurate

Accurate

Not very accurate

N/A

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* 11. Do you use your CRM effectively?

Yes

N/A

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* 12. Rank each of the following reasons that you find your CRM valuable:

	Low	Medium	High
Tracking of clients and prospects	Tracking of clients and prospects Low	Tracking of clients and prospects Medium	Tracking of clients and prospects High
Automate basic tasks	Automate basic tasks Low	Automate basic tasks Medium	Automate basic tasks High
Easier to share information	Easier to share information Low	Easier to share information Medium	Easier to share information High
Improved analytics and reporting	Improved analytics and reporting Low	Improved analytics and reporting Medium	Improved analytics and reporting High
More effective communication	More effective communication Low	More effective communication Medium	More effective communication High
More accountability	More accountability Low	More accountability Medium	More accountability High

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* 13. Do you have current sales collateral pieces to help your sellers in all stages of their sales process?

Yes

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* 14. Do you have video case studies that your sellers can send to prospects?

Yes

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* 15. How satisfied are you with the quality and effectiveness of your sales collateral pieces?

Very Satisfied

Satisfied

Not Sure

Dissatisfied

Very Dissatisfied

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* 16. Does your website make it easy for prospects to learn about your company and the problems that you solve?

Absolutely

Yes

Not sure

Not really

Not at all

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* 17. On average, how many scheduled calls with prospects do your salespeople go on each week?

2 - 3

4 - 5

5 - 6

7 +

I am not sure

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* 18. How may scheduled calls with prospects should your people go on each week?

2 - 3

4 - 5

5 - 6

7 +

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* 19. What percentage of your time each week is spent on:

	%
Reports	Reports % menu
Coaching	Coaching % menu
Internal meetings	Internal meetings % menu
Signing or approving orders / inventory	Signing or approving orders / inventory % menu
IFM's or one-on-ones	IFM's or one-on-ones % menu
Price and packaging	Price and packaging % menu

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* 20. How many written proposals do your salespeople present each week?

1 - 2

3 - 4

5 - 6

7 +

I'm not sure

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* 21. Do you consider that number to be:

About right

Too low

Too high

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* 22. What percentage of proposals do you review before they go to a prospect or client?

All

Most

Some

None

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* 23. Approximately how many of those proposals contain specific business needs outlined by the client?

All

Most

Some

None

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* 24. Do you have an Inside Sales team?

Yes

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* 25. To what degree have you restructured your sales operation with specialists who perform specific functions in the sales process like appointment setting, client service, proposal preparation, recaps, etc.?

Major restructuring

A little restructuring

Not Sure

Minor Restructuring

No Restructuring

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* 26. Appointments with prospects are harder to secure today than five years ago.

Yes

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* 27. How effective has social media been in helping your salespeople set appointments with prospects?

Very effective

Somewhat effective

Not very effective

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* 28. Do you feel that your organization is equipped to be competitive in the future?

Yes

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* 29. Do you have access to the resources needed to exceed your sales goals?

Yes

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* 30. Are you optimistic about the future of your industry?

Yes

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* 31. How often do you conduct sales training for your sales team?

Weekly

Monthly

Quarterly

Rarely

Never

2019 State of Media Sales - Sales Manager

Question Title

* 1. Job Title

Question Title

* 2. Years in Sales Management

Question Title

* 3. Type of Media

Question Title

* 4. Market Size

Question Title

* 5. Do you feel as though you have the right number of salespeople?

Question Title

* 6. Regarding sales staff size, do you think you should:

Question Title

* 7. What percentage of your sales team are what you would consider superstars?

Question Title

* 8. What percentage of your sales team is underperforming?

Question Title

* 9. Do you use a sales talent assessment to help you hire?

Question Title

* 10. If you answered “yes,” how accurate is your sales talent assessment in predicting future success?

Question Title

* 11. Do you use your CRM effectively?

Question Title

* 12. Rank each of the following reasons that you find your CRM valuable:

Question Title

* 13. Do you have current sales collateral pieces to help your sellers in all stages of their sales process?

Question Title

* 14. Do you have video case studies that your sellers can send to prospects?

Question Title

* 15. How satisfied are you with the quality and effectiveness of your sales collateral pieces?

Question Title

* 16. Does your website make it easy for prospects to learn about your company and the problems that you solve?

Question Title

* 17. On average, how many scheduled calls with prospects do your salespeople go on each week?

Question Title

* 18. How may scheduled calls with prospects should your people go on each week?

Question Title

* 19. What percentage of your time each week is spent on:

Question Title

* 20. How many written proposals do your salespeople present each week?

Question Title

* 21. Do you consider that number to be:

Question Title

* 22. What percentage of proposals do you review before they go to a prospect or client?

Question Title

* 23. Approximately how many of those proposals contain specific business needs outlined by the client?

Question Title

* 24. Do you have an Inside Sales team?

Question Title

* 25. To what degree have you restructured your sales operation with specialists who perform specific functions in the sales process like appointment setting, client service, proposal preparation, recaps, etc.?

Question Title

* 26. Appointments with prospects are harder to secure today than five years ago.

Question Title

* 27. How effective has social media been in helping your salespeople set appointments with prospects?

Question Title

* 28. Do you feel that your organization is equipped to be competitive in the future?

Question Title

* 29. Do you have access to the resources needed to exceed your sales goals?

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* 30. Are you optimistic about the future of your industry?

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* 31. How often do you conduct sales training for your sales team?

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* 32. What are the top 3 categories of business where you or those you work with are securing new business?