Welcome to the Tech.Sell On-line Sales Analysis This survey is designed to give us a brief look into your sales organization.  The survey is divided into 6 key areas that, when addressed, can provide significant gains in a short period of time. Our objective is to identify opportunities to apply technology to improve your 2004 sales results. Tech.Sell looks for areas to implement PC technology to: Generate and close more opportunities Decrease cycle times Touch more customers more often Get more work done with fewer resources Please answer the questions below.  In many cases you can make multiple selections.  A Tech.Sell consultant will review your information and contact you with some initial specific suggestions that can make a difference for you in 2004.    There is no charge for this initial evaluation.  If what you hear sounds exciting we would welcome an opportunity to work with you.

A FEW BASIC QUESTIONS PLEASE A little contact information and details on the makeup of your sales team.

Lead Management      87% of all leads are never pursued.  Don't lose your leads!

1. What are your primary lead sources?
   Trade Shows  Ads/Bingo Cards Purchased Lists  Website Visitors Other  
    

2.  What system do you currently utilize to manage prospects?

3.  Manual/Paper Based  Excel Spreadsheet Access Database Act Goldmine Maximizer Lotus Notes Outlook Telemagic Sales Logix Contact Mgr (Please Specify)   No system in place
    

4. Can you differentiate your prospects by industry, potential, number of employees, etc.
   Yes    No
    

5. Do you have a system to distribute leads to field reps and retrieve their input on calls made?
   Yes    No 
    

6. Do you know what activities are scheduled and have been completed with every lead?
   Yes    No 
    

7. Do you know where each lead stands in your sales process?   
   Yes    No 
    

8. Do you have a reporting system to update you on lead status on a daily or weekly basis?
   Yes    No      

9. How do you nurture and follow up with leads.
   Phone  Mailings   Broadcast Fax  Broadcast E-mail  Other  
    

10. How would you rate your current ability to track leads from initial contact to close?
    Highly Effective    Somewhat effective    Not effective   
     

11. What would you estimate your current closing percentage to be?   
     %
     

12. Comments or questions about lead care:
    

1. Does your company use a formal sales “process”?
   Yes    No 
    

2. Does your process follow a particular sales methodology?
   Solution Selling^®   Miller Heiman Strategic Selling^®  Other  
    

3. Do you have reports that identify?
   All accounts grouped by stage in sales "funnel"  Last Contact Date Next Step  
   Forecasted Sales Value Accounts that have moved in the process  
    

4. Do you utilize any automated response tools to follow up during the sales process.
   Yes    No 
    

5. How would you rate your sales process?
   Highly Effective    Somewhat effective    Not effective    Don't have a sales process 
    

6. Comments or questions about sales process:
   

AUTOMATED SELLING TOOLS      Don't spin your wheels and waste resources on paperwork...there is a better way.

1. Do you have a shared computer based library of proposals, follow-up letters, literature and product info for your sales team?
   Yes    No 
    

2. Rate the consistency of the letters, quotes, proposals, and literature sent out by your sales team.
   High-All documents standardized, PC based and Shared    Moderate-Most reps use the same forms   
   Poor-Most reps do their own thing  
    

3. Do you utilize standardized e-mail templates for follow up and literature fulfillment?
   Yes    No 
    

4. Do you use cost analysis spreadsheets to quickly present savings to potential clients?
   Yes    No
    

5. How long would it take you to send a targeted communication to all prospects in a particular segment?
   Minutes  Hours  Days   More than a week    Not possible
    

6. How would you rate the sales tools available to your sales team?  (Hint: how long does it take to provide the types of material mentioned above?  Excellent would be all information consistent between all team members and available for sending in 1 minute or less.)
   Excellent   Good    Needs Improvement    No Program in Place
    

7. Comments or questions about selling tools:
   

1. What is the purpose of your presentations?
   Sales Aid  New Product Intro Training   Mailed as Marketing Tool
    

2. What format do you use for sales presentations?
   PowerPoint Professionally Created   PowerPoint Internally Created (Standardized)
   PowerPoint Created by Reps (Non-Standardized)   Flipcharts     Other
    

3. Do your presentations deliver a consistent message to the prospect/customer?
   Yes    No  Not Sure
    

4. Are your presentations interactive (User has ability to go to specific topics) or linear (user must go from slide one to end)?
   Interactive   Linear
    

5. How do you deliver your presentations?
   Laptop  CD From Website  On-Line Via Webinar  Printout
    

6. How would you describe your current presentations?
   Informative    Consistent    Dynamic Boring   Out of Date    Electronic Ransom Notes*  
    

7. Comments or questions about presentations:
   

1. Do you currently practice Customer Relationship Management?
   Yes    No
    

2. Do you share a single database of customer information throughout the company?
   Contact HistoryYes No     Documents and QuotesYes No       Customer Related E-mailsYes No
    

3. What tool do you use for CRM?
   Multiple Databases/ Spreadsheets   Contact Manager  Select CRM Tool Outlook Act! GoldMine Maximizer Please Select Siebel Vantive None
    

4. Can you differentiate your prospects and customers by industry, potential, number of employees, etc.
   Yes    No
    

5. Do you have the capability to send targeted mailings, faxes or e-mails to these prospects/customers?
    

6. Do you have a system for alerting your team to open customer issues or complaints?
   Yes    No
    

7. Do you have a system to identify closed customer issues by type or root cause?
   Yes    No
     

8. How would you rate your current CRM effort?
   Highly Effective    Somewhat effective    Not effective
                        

9. Comments or questions about Customer Relationship Management:
   

1. What is your primary source of field sales information?
   Hand generated call reports  Excel Spreadsheets Synchronized Contact Manager  Web Based Application
    

2. What types of sales management information do you currently receive?
   Activity /Call Reports  Scheduled Activities    Sales Forecasts Sales FunnelLead Status  
   Lead Source ROI Opportunity Tracking  Open Customer Issues  Closed Customer Issues Neglected Customers 
   Activity Comparison reports i.e.. number of calls, types of calls, by industry, etc.  Expiration or Due Dates
    

3. What types of sales management information would you like to receive?
   Automated Activity /Call Reports  Scheduled Activities    Sales Forecasts Sales FunnelLead Status  
   Lead Source ROI Opportunity Tracking  Open Customer Issues  Closed Customer Issues Neglected Customers 
   Activity Comparison reports i.e.. number of calls, types of calls, by industry, etc.  Expiration or Due Dates (For contracts, warrantees, etc)
    

4. Typically, how old is the sales management information you receive?
   Current/Real Time    <=24Hrs. 1 Week  1 Month Quarterly Information not available
      

5. How would you rate your current sales reporting systems?
   Highly Effective    Somewhat effective    Not effective
      

6. Comments or questions about Management Reporting System:
   
    

    

   Prioritize Please                If you are like most managers that complete this survey, it all sounds pretty important.       To help us plan your program, please prioritize the items discussed.

   Please select a priority for each item from the drop down menu 1 is the top 6 is the lowest.

    

   1. Lead Management and Tracking	0 1 2 3 4 5 6
   2. Developing and Implementing a Sales Process	0 1 2 3 4 5 6
   3. Automating Your Sales Tools	0 1 2 3 4 5 6
   4. Power up your Presentation	0 1 2 3 4 5 6
   5. Customer Relationship Management	0 1 2 3 4 5 6
   6. Effective Management Reporting	0 1 2 3 4 5 6

Do you feel your company would be interested in a program that could change the areas identified as needing improvement? Yes  No   Not sure, would like more information

That's it!  Thank you.  Please click the Submit button below.  We will be in contact shortly.