How consistently does your team establish clear next steps before ending a sales conversation? *

Almost every conversation

Most conversations, but not consistently

Occasionally, depending on the salesperson

Rarely or never

I don't know because we don't track it

How consistently do your salespeople understand a prospect's needs, priorities, and buying motivation before presenting a solution or discussing price? *

Almost every conversation

Most conversations, but not consistently

Occasionally, depending on the salesperson

Rarely or never

I don't know because we don't review this

When a qualified prospect doesn't buy immediately, how consistently does your team follow through until a clear outcome is reached? *

Almost every prospect receives consistent follow-up

Most prospects receive follow-up, but some fall through

Follow-up depends heavily on the individual salesperson

Many prospects receive little or no follow-up

I don't know because we don't track follow-up activity

When a salesperson struggles, how consistently does your management team identify the specific behavior causing the problem and verify improvement after coaching? *

Consistently - we identify the behavior, coach it, and verify improvement

Usually - we coach specific behaviors but don't always follow up

Sometimes - coaching happens, but improvement isn't systematically measured

Rarely - coaching is mostly general feedback or performance discussions

I don't know whether our coaching produces measurable improvement

Before a new salesperson begins handling real prospects independently, how does your team determine whether they're actually ready to sell? *

We use defined skill assessments and require demonstrated proficiency

We provide structured training but don't formally test readiness

Readiness is determined primarily by a manager's judgment

New reps begin selling after basic orientation or shadowing

We don't have a consistent onboarding or readiness process

When your sales team misses its targets, how accurately can you identify which specific behaviors are responsible? *

We track key sales behaviors and can identify specific breakdowns

We have performance data but can't always pinpoint the cause

We rely mostly on manager observations and salesperson feedback

We focus primarily on results rather than the behaviors behind them

We don't have enough visibility to know what's causing missed targets

If you discovered that weaknesses in your sales process were costing your business revenue, how soon would you be prepared to address them? *

Immediately - improving sales performance is a current priority

Within 30 days - we're actively considering improvements

Within 90 days - we're planning changes

Not right now - we're focused on other priorities

I'm primarily interested in learning what's possible

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