Sales Personnel Training Needs Analysis
General information
How long have you worked in sales at this company?
Just started
Less than a year
1 to 3 years
3 to 5 years
More than 5 years
How long have you worked in sales in any company? Add all of your experience together, even if some of it was many years ago.
Just started
Less than a year
1 to 3 years
3 to 5 years
More than 5 years
This is a list of some of the sales activities you may have experience in, from the job you are doing now, and from previous jobs. For each activity, please indicate how much experience you have had altogether in your sales career.
None at all
Less than a year
1 to 3 years
3 to 5 years
More than 5 years
Cold calling
Market research canvassing
Complaints handling
Telephone interviewing
Inbound customer service
Outbound customer service
Lead generation
Routine sales calls
Proactive sales calls
Closing calls
Handling difficult customers
For the same areas of experience, please tell us whether you have had any formal training at any time.
None at all
Less than a year ago
1 to 3 years ago
3 to 5 years ago
More than 5 years ago
Cold calling
Market research canvassing
Complaints handling
Telephone interviewing
Inbound customer service
Outbound customer service
Lead generation
Routine sales calls
Proactive sales calls
Closing calls
Handling difficult customers
How much experience have you had in these sales locations?
None at all
Less than a year
1 to 3 years
3 to 5 years
More than 5 years
Face to face sales
Sales at the company site
At the client site
At exhibitions
Is sales
a small part of your job?
a large part of your job?
the whole of your job?
Have you had sales training before? Please indicate the kind of training you have had, and how recent it was.
None at all
Within the last year
1 to 3 years ago
More than 3 years ago
On the job training, for example by following a colleague
Training by your supervisor
An in-house training course about the products/services you are selling
An in-house training course covering more general training skills
An in-house training course about the industry you are selling in
Any other kind of in-house training course related to sales
A sales course provided by another company
A course at a training centre, college or other institution
A sales qualification
Skills analysis
The following questions are about the skills you have as a sales person. They have been grouped into 6 sections.Think about how important each skill is to your job, and decide how much you would benefit from training in that skill.
Section 1 - Investigating the marketplace
To what extent would you benefit from training in these skills?
Not at all
Slightly
Somewhat
A lot
Enormously
Knowledge of the products/services you sell and their advantages over the competition
Knowledge of the competition's products/services and their advantages over yours
Gathering information from a variety of sources (Internet, research papers, business section in local and national papers, etc.)
Making new contacts
Networking
Analysing market trends
Analysing market needs
Spotting new trends
Anticipating new trends
Knowing what action the competition is taking
Creating paper surveys
Making telephone surveys
Making email surveys
Analysing survey results
Making personal surveys
Section 2 - Customer knowledge
To what extent would you benefit from training in these skills?
Not at all
Slightly
Somewhat
A lot
Enormously
Building relationships
Understanding individual customer needs, and how your products/services can satisfy them
Understanding and responding to customer expectations
Understanding what is most and least important to individual customers
Understanding the value individual customers perceive in the product/service
Spotting problems in the sales relationship early on
Building trust and rapport with customers
Adjusting your own style to suit customer needs
Knowing when to pass a potential sale to a colleague
Section 3 - Presentation skills
To what extent would you benefit from training in these skills?
Not at all
Slightly
Somewhat
A lot
Enormously
Making contact over the telephone
Making contact over email
Meeting customers individually
Performing well in meetings
Speaking well in public
Formal presentation skills
Use of equipment in giving presentations
Developing creative approaches to gain new sales
Developing creative approaches to increase existing sales
Improvising with limited resources
Optimising unexpected opportunities
Using a flexible sales approach
Using your initiative
Designing sales materials
Liaising with others who are creating sales materials
Giving input to sales materials design and content
Section 4 - Closing the sale
To what extent would you benefit from training in these skills?
Not at all
Slightly
Somewhat
A lot
Enormously
Negotiating
Probing into customer's concerns
Resolving objections
Recognising the level of risk
Knowing when to take risks
Handling rejection well
Knowing when to stop a sale
Maintaining confidence after a series of rejections
Distinguishing between a rejection which means "not now" and one which means "not ever"
Knowing when to ask a collegue for help in closing a sale
Knowledge of the law and how it relates to your sales
Section 5 - After sales service
To what extent would you benefit from training in these skills?
Not at all
Slightly
Somewhat
A lot
Enormously
Ensuring systems and procedures are followed
Establishing customer satisfaction after the sale
Following up on any problems experienced by the customer
Demonstrating a creative approach to problem solving
Giving creative suggestions to improve service to the customer
Giving creative suggestions to improve the product/service
Establishing and maintaining a follow-up system
Section 6 - Administration
To what extent would you benefit from training in these skills?
Not at all
Slightly
Somewhat
A lot
Enormously
Maintaining sales records
Maintaining customer records
Writing reports
Using graphs and tables in reports
Calculating figures
Making best use of support staff
Managing time
Minimising travel time and cost
Making travel arrangements
Making the best use of time spent with customers for potentially the biggest sales
Delegating
Order processing
Tracking orders
Would you benefit from training about the products/services you are selling?
Not at all
Slightly
Somewhat
A lot
Enormously
Are there any other sales related areas you would benefit from training in? Please give details.
Section 7 - About you
What percentage of your sales are to new customers?
What percentage of your sales are to existing accounts?
How do you rate your position in the sales team?
Top salesperson
Top 10%
Top 20%
Average
Bottom 40%
Bottom 20%


This survey was created byKeyPoint