Developing a Sales Management Questionnaire

You can utilize a sales performance management questionnaire in so many different ways. For example, you can develop multiple specific questionnaires or surveys to gather data on the goals, objectives, or tasks your company would like to achieve. Develop your own sales performance management questionnaire to gather valuable data.

It’s important to carefully consider the format and questions you’ll include. Focus on your goals and what you want to accomplish to gather data that will actually be useful.

Benefits of a Sales Management Questionnaire

First things first, what are the benefits of going through the trouble of developing a sales management questionnaire? Naturally, you want to make positive changes to your marketing or sales processes.

If you have been involved in different sales processes for a while, you’re probably aware of the internal information discrepancy. What you know may not be enough to make educated decisions.

This is why a questionnaire or survey is essential to company growth. They enable departments or the company overall to gain awareness of insight, feedback, and the goings-on of employees and stakeholders.

A questionnaire can also enable your company to

• become aware of customer perceptions, weak points, strengths, and
• understand how to create more effective sales operations and processes

Overall, developing this type of information gathering system will benefit everyone.

So, you understand why your organization needs to monitor performance. But how do you develop a sales management questionnaire? There are many templates you could find online. However, it’s best to come up with your own process to be 100% specific to your organization.

Here are a few simple steps you can follow to create your own questionnaire in-house.

Define Your Purpose

As we mentioned, you must define your purpose first. Why are you creating this questionnaire? How will you use the information you gathered? Will there be any benchmarks or metrics involved?

This first step is critical to optimize your new data-gathering tool and make the most of your efforts. You could even use this tool again and again if properly formatted in an “evergreen” manner.

Set a Meeting

Next, set up a meeting with the appropriate departments to get all decision-makers involved. See what they are concerned about and what they feel is lacking. Since this is sales-related, it might be helpful to get the sales team involved and pick their brain for relevant points to be aware of.

Brainstorm for Questions

This step in developing a sales management questionnaire can come before, after, or during the next step. The point here is to brainstorm for questions that will accomplish your purpose. Write down a master list of relevant questions. When the time comes, choose a select few that are the most important.

Review Current Sales Performance Management Standards

What is your company’s current sales performance like? What is not being met, and what is being exceeded? Review the current performance and determine benchmarks. Having standards and benchmarks will be essential to tracking progress and comparing data from the questionnaire. You’ll also be able to ask questions that are related to current performance trends.

Set Formatting and Design Guidelines

Perhaps this is where looking at a template would come in handy. Determine a format and layout that will be easily digestible by the survey taker. For a more professional touch, set design guidelines that match your company branding. We love Canva for making printable designs, or your in-house team can whip it up.

Write an Intro + Instructions

Your sales marketing questionnaire should always contain a brief introduction and instructions for the survey taker. It should include the purpose (why you’re gathering the data) and how the appropriate personnel will use the results. This is for transparency and awareness. Including instructions will ensure accurate data capture.

Proof the Draft

Before you disperse the finished sales performance management questionnaire, proofread it. Check for any grammatical, spelling, or formatting errors. If it is a digital file, send a test to your email address to ensure it loads correctly. This will be the final stage.

Disperse the Questionnaire

Finally, disperse the survey to the appropriate parties. Try setting a schedule ahead of time to notify the survey takers that they will receive a time-sensitive questionnaire to complete by “x” date.

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