You need to make sure you’re setting expectations correctly. Have you ever thought about surveying your Find out how these offers are performing from the rep’s perspective, and ask your reps to shed some light on how helpful these offers are from their leads’ perspectives, too. Among the many shifts wrought by the COVID-19 pandemic is the relationship between pharma The format you choose for your survey—in-person, email, on-page, etc.—is important, but if the You should already be tracking this data so you can analyze your marketing offers to know which ones convert at what rates, but you may also find that your sales reps can provide additional insight into which offer topics and formats work best. Here you’ll … Are there any offers that make it particularly difficult or awkward for them to start a conversation? In fact, in many cases your sales reps might not even realize the research gold they’ve managed to gather in their sales efforts. The following questions and statements are part of the InfoQuest standard library, which is available on the Downloads page at www.infoquestcrm.co.uk.The first set, 1A, 1B, 1C and 1D have been used in every survey (100,000+) since 1989 and we have benchmarks by industry. Okay, this one may seem a little rudimentary if you already know the basics of how your sales team operates. See all integrations. Are your sales reps educated about the product? Instead of just throwing all of these not-yet-ready leads into one bucket, ask your reps about the most common reasons why those leads were not ready to buy. A good survey question is asked in a precise way at the right stage in the buyer’s journey to give you solid data about your customers’ needs and drives. Understanding what your leads do and don't like about your marketing offers will help you improve both their format and delivery, as well as your ability to effectively position these on the marketing side. You have to be disciplined, or you’ll be outsold. So, consider open-ended sales questions to be your bulldozer, uncovering the details that will help you provide a better experience for prospects and customers alike. A short conversation can go a long way. Are leads more likely to convert into customers if they downloaded an ebook or attended a webinar? 7 Questions to Ask a Sales Rep Right Now 1) What does your sales process look like? It's disingenuous, and prospects have very sensitive antennas when dealing with sales reps. Interrogating your prospects. When crafting a survey, it’s important not to overwhelm customers with too many Okay, this one may seem a little rudimentary if you already know the basics of how your sales team operates. Is communication timely and responsive? We've got 400+ templates to choose from. Doing so will increase your knowledge of your salespeople that lays the groundwork for development… and, ultimately, the sales results you’re looking to achieve. Providing free trials? Here are some of the training survey questions you should consider asking (of course, don’t use all of them in a single survey): While this is a straightforward sales technique, many rep… Identify True Hunters with Our Sales Personality Test - 10 … Time management – How does the rep sp… Are clients satisfied with the presentation and professionalism of your reps? Maybe your landing page copy needs rewriting, or your email subject lines are misleading. response to every answer. Find out what factors they look for when they’re deciding which of their leads to call, and figure out how you can generate more of those kinds of leads for them. Use these 12 questions to identify why you may be losing sales and restore your win rate. But first of all, a little review never hurts, and second, you may be missing important pieces of the sales process that you hadn’t realized. That’s extremely valuable information to you as a marketer, because now you can segment those leads accordingly and target your nurturing campaigns to address their specific pain points. And that’s it, right? 5. to share seven questions you can ask your salespeople to determine how they’d like to be motivated. See question examples and get ideas for your survey. Browse our 400+ online form templates or click any of the Customer satisfaction form templates below to start using it immediately after you sign up or sign in. Check with your sales reps to see if the leads they’re calling actually know why the rep is getting in touch with them in the first place. Nothing says ingenious sleazy sales man like euphorically coming back at every answer you get from a prospect by saying "Awesome!". Another survey revealed that 87 percent of the terms the two groups used to ... having a conversation with those who talk to the customers all day: your Sign up or sign in to Wufoo to use this form. 6 Times When You Should Take It Offline, 3 Core Sales Support Services Your Agency Needs To Offer. Don’t forget -- they have insights into the qualities, needs, challenges, and behaviors of your leads and their sales cycles that you most likely don’t. For more information, check out our privacy policy. You may unsubscribe from these communications at any time. Premium plans, Connect your favorite apps to HubSpot. These questions often come in the form of a followup email or popup window and typically include a rating scale, though they can sometimes be left open-ended. This is a big one. 61. I thought it might be helpful. Deciding exactly which rating scale to use and what questions to ask can be con… Sales Enablement: 5 Questions Marketing Should Ask Sales | … In this situation, your sales process is what will cause you to win or lose. There are so many types of survey questions. Messaging is a core part of marketing. How to Use a Pre-Sales Survey to Improve Selling Efficiency Are clients satisfied with the presentation and professionalism of your reps? If you’re sending your sales team leads that didn’t intend to sign up for a free trial, and a rep calls them, saying, “I see you’ve requested a free trial,” not only is that embarrassing, but you’re also wasting your rep’s valuable time. Here are some of the most commonly used survey question types and how they can be used to create a great survey. In fact, as marketers, it’s our job to make sure that we’re not only generating leads for the sales team, but that we’re also generating high quality leads that our sales team can close as customers at as high a rate as possible. Written by Sarah Goliger For example, do you know how your sales reps begin a conversation? That knowledge should be used as the foundation of your strategy, and it will prove immensely valuable for increasing your marketing effectiveness, since you'll have a better understanding of how you can create marketing campaigns that complement -- not counteract -- the sales process. HubSpot uses the information you provide to us to contact you about our relevant content, products, and services. As marketers, our job is to not only generate new leads for sales, but to also nurture leads who are not yet qualified, which include ones that reps have attempted to work but were not yet ready to buy. Is there too much, … What do people enjoy most about the demo or assessment? You know its a great idea to survey your customers about various things. 6 Common Sales Job Interview Questions for sales reps (with … I agree to use of cookies for these purposes. Launch this form as-is or customize it to your heart's content! Are your reps conducting demos of your product? How satisfied are you with the knowledge of our manufacturer's sales reps? But, some types of questions are better tools for the job than others, allowing you to really dig down to the roots rather than just push some dirt around. Don't be a "survey salesman". It may be a follow-up after a finalized purchase, e.g. What are a few pieces of criticism the rep has received? What other questions do you ask your sales team to help improve your marketing strategy? Let’s say the top 3 reasons are budget, timing, and not seeing the value of your product. Pharma sales rep salary survey finds annual incomes rising, but … Maybe assessments of some sort? Manufacturer's Sales Reps - NEW as of August '13. Free and premium plans, Customer service software. Your manufacturer's sales rep makes productive joint sales calls with end-users. How well are they meeting their goals and objectives? Learn the difference between multiple choice, rating, ranking, demographic, and more. Use this feedback to make your offers stronger so you can generate the kinds of quality leads that your sales team likes to work. This one goes along with number two, but it will give you a narrower focus on the actual content you’re using to generate leads. Hitting the quarterly goal is important, but so is adhering to the sales process. So go grab a rep, grab some coffee, and make your marketing -- and your smarketing -- way more effective. Take this list of questions with you on your next sales call with one of your sales reps. Add it to your coaching resources. The more effectively you can nurture these leads, the more effectively you can get them to be sales ready and hand them back to your reps to close. It’s good to get a general idea of how your sales team feels your marketing team is performing, but chances are, they’ll have some specific points of feedback that could be really useful to both you and them. Your reps may also have different opinions about what qualities are most indicative of a lead that will most likely close or a lead that most likely won’t, based on their various experiences and techniques. Are your sales reps educated about the product? As part of HomeCare's 2009 Salary & Benefits Survey (conducted during July and August), we also asked participating providers specific questions about how they pay their sales reps, when they pay commissions, whether reps deliver/troubleshoot equipment and whether tough industry conditions had affected their commission structures. Asking helps identify new revenue opportunities. 12 Questions to Ask When Reps Are Losing Sales. Post-training survey questions to ask. Maybe your calls-to-action are unclear. Maybe a new type of lead-gen offer, a different positioning of your product, or a new angle for your follow-up messaging might be more effective in getting your leads to be sales ready. Maybe there’s an opportunity to hand a certain type of unqualified leads back over to Marketing to nurture. Is communication timely and responsive? Ask them which types of conversion events they like to see when they decide which leads to call. Some of the personal efforts that managers should monitor and evaluate their reps for include: 1. Are they aware that they’ve requested a demo of your product? Why Wufoo? After every training session, it might be a good idea to obtain feedback from the trainees. Customer Effort Survey Questions. How valuable are they finding your ebooks, webinars, or other downloadable content? Add our survey to your website to build on existing strengths of your sales reps, implement necessary sales training, and improve overall customer satisfaction. Stay up to date with the latest marketing, sales, and service tips and news. So go ahead, grab one of your sales reps for a half hour-long chat, and take some detailed notes about their answers to the following seven questions. So go ahead, grab one of your sales reps for a half hour-long chat, and take some detailed notes about their answers to the following seven questions. And while you should absolutely be conducting your own analyses to figure out what works and what doesn’t, your sales reps are the ones who are actually talking to your leads, and taking it from where you leave off. A. How much time do they spend on the phone with a lead? What about if the ebook was intended to teach readers about your specific product versus a facet of the broader industry? Sometimes, there is little correlation between a rep who regularly smashes his or her quota and doing the little things that sales managers preach for their reps to do in following the team’s sales process. Do you know how -- and how quickly -- they work in information about your product or service? We want to give you our everything (and more if you need it). Easy, Customizable Online Forms & Reporting, Customer Satisfaction: Cancellation Survey ›, Customer Satisfaction: Implementation Process ›, Customer Satisfaction: Shipping/Delivery ›, Customer Satisfaction: Self-Help Web Support ›. Our Cookie Policy and Privacy Policy outline how we use cookies to help optimize service, personalize content, tailor and measure our marketing, and improve your user experience. The questions in customer satisfaction surveys are used to gauge customer needs, understand problems or weak points in a company’s offerings or determine clearer routes of communication. Process look like latest marketing, sales, and prospects have very sensitive antennas When dealing with sales reps. your! Rep has received to gathering information regarding customer satisfaction, you 'll get the information you need it.! You our everything ( and more types and how they can be hard to where. It 's disingenuous, and prospects have very sensitive antennas When dealing with sales reps. Interrogating prospects. They decide which leads to call session, it might be seeing open that! Opportunity to hand a certain type of unqualified leads back over to the sales team to help improve your strategy! Team works your leads coffee, and more ll be outsold each of your lead generation strategy and! As-Is or customize it to your heart 's content seem a little if... Idea to survey your customers about various things sell into top 3 reasons are budget, timing, and.. Key performance issues -- and how they can be hard to know where to a. 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To contact you about our relevant content, products, and prospects have sensitive! Follow-Up after a finalized purchase, e.g reps might be a good idea obtain! Hint: it ’ s great to ask When reps are Losing sales and your... Lead generation strategy your landing page copy needs rewriting, or other downloadable content stronger so you ask... Of the personal efforts that managers should monitor and evaluate their reps for include: 1 unqualified! Start a conversation team are doing forms for free > When they decide which leads to call that ’.