Security Sales Survey Questions - 12 Proposed Questions

By: John Honovich, Published on Mar 04, 2015

We are doing a security sales survey later this month.

Examples of recent popular IPVM survey reports include #1 Threat 2015 - China, Integrator Salary Results, Manufacturer Salary Results, Best & Worst Places to Buy Surveillance.

Below is a list of 12 proposed security sales questions for you to review and comment on. They will be open ended questions so we can gather color and insights from the community. We will be paying $20 for each and every completed response.

Here is the proposed list:

  • How do you generate leads? What is the biggest challenge you have getting new leads?
  • What is the most common objection prospects giving about closing a deal?
  • What is the biggest challenge you have with sales managers?
  • What CRM do you use? What do you like or dislike about it?
  • What percentage of your time is dedicated to non-selling activities?
  • What are the biggest time wasters holding you back?
  • How often do you do pipeline reviews? Do you find it efficient? Why? Why not?
  • Integrators: What can your manufacturers do to help you sell more?
  • What types of sales events / activities do you conduct besides delivering quotes?
  • What is the biggest change you’ve noticed in security sales over the last five years?
  • What changes do you predict will happen in security sales in the next five years? 
  • What types of sales training or professional development has your company provided for you?

Here are your submissions (taken from the comments below):

  • How long have you been in the industry?
  • How long have you been at this company?
  • What is the average tenure of a salesperson at your company?
  • Do you do your own design/sales engineering/estimating?
  • What is your average quote turn around time?
  • What are your toughest competitor's key strengths?
  • What other industries have you sold in?
  • On average how long between first contact and first contract?
  • What's the more common reason(s) prospective clients give when they reject a proposal (price, scope, skills, other)?
  • On average, how many iterations of a proposal are created & reviewed before delivering the final version to the client? How can this process be improved?
  • How much of your sales volume comes from existing customers vs. new accounts?
  • What is your follow-up response to a lost sale? Do you inquire about the reason(s) for not getting the job?
  • What are the top 2 or 3 reasons you lose a project?
  • How large is your company?
  • If you see sales people that are higher performing than you - what are they doing that you are not or what are you doing that they are not?
  • If you see sales people that are lower performing than you - what are they doing that you are not or what are you doing that they are not?

In the comments below, let us know what you think of the questions. What are we missing? Do we need to reframe some of these questions?

Please do not answer the questions as that is what the upcoming survey will be for. Right now, we just want to discuss what questions to ask and what to cover.

Comments (27) : Members only. Login. or Join.

Related Reports

Startup Solink $17 Million USD Fund Raise Expands To Mass Market on Jun 24, 2020
Solink has raised ~$17 million USD, a sizeable round for the company that...
Vivotek Presents AI Analytics and LPR on May 19, 2020
Vivotek presented its AI Analytics and LPR at the April 2020 IPVM New...
Network Cable Usage Statistics 2020 (Cat 5e vs Cat 6 vs Cat 6a) on Sep 02, 2020
Integrators are split between using Cat 5e, 6, and 6a but 2 of them have...
Camera Course Summer 2020 - Last Chance on Jul 18, 2020
This is your last chance to register for the Summer 2020 Camera Course. This...
Start-Ups Online Show May 2020 - On-Demand Recording of 40+ Company Presentations on May 15, 2020
All 40+ presentations can now be watched on-demand, with 20+ hours of...
Verkada Access Control Tested on Sep 09, 2020
Verkada raised $80 million earlier in 2020, expanding from video into access...
Hanwha Presents AI Analytics and First 8K Camera on May 11, 2020
Hanwha presented their AI Analytics and the "Industry's First 8K" camera at...
IP Networking Course Fall 2020 - Last Chance - Register Now on Sep 23, 2020
Today is the last chance to register for the only IP networking course...
Security Sales Course January 2020 - Last Chance on Jan 02, 2020
Notice: This is the last chance to register for the course. This sales...
Ivy League Grads Present Percepta Shoplifting Detection on Jun 17, 2020
Ivy League graduates of the University of Pennsylvania presented their...
PRC Warns Against China Video Surveillance Hacks, Hikvision Targeted on Feb 14, 2020
Hackers are targeting China video surveillance manufacturers and systems,...
Euklis Presents AI Analytics on May 05, 2020
Euklis presented its AI facial recognition, LPR, and object recognition...
NetApp Video Surveillance Profile on Mar 09, 2020
NetApp is increasing its efforts in video surveillance and told IPVM...
Tiandy Super Starlight Cameras Tested on Apr 30, 2020
Tiandy is taking aim at China competitors Dahua and Hikvision, with a new...
SAFR Presents AI Facial Recognition on May 18, 2020
SAFR presented its AI facial recognition at the April 2020 IPVM New Products...

Recent Reports

New Products Show Fall 2020 continues tomorrow with Genetec, Milestone, Avigilon, Microsoft and more! on Sep 29, 2020
IPVM's sixth online show continues tomorrow and will feature New Products...
Avigilon / Motorola VS Virtual ISC West on Sep 29, 2020
ISC West has historically been so dominant that no player would think of...
Dartmouth College Deploys K3 Temperature Screening on Sep 29, 2020
While Dartmouth College has a $6+ billion endowment, the College has bought...
Hanwha AI Object Detection Tested on Sep 28, 2020
Hanwha has added detection and classification of people, cars, clothing...
Favorite Access Control Manufacturers 2020 on Sep 28, 2020
200+ Integrators told IPVM "What is your favorite access control management...
OnTech Smart Services Partners With Google and Amazon To Compete With Integrators on Sep 25, 2020
A pain point for many homeowners to use consumer security and surveillance is...
The Future of Metalens For Video Surveillance Cameras - MIT / UMass / Immervision on Sep 25, 2020
Panoramic cameras using 'fisheye' lens have become commonplace in video...
Hikvision Sues Over Brazilian Airport Loss on Sep 24, 2020
Hikvision was excluded from a Brazilian airport project because it is owned...
China General Chamber of Commerce Calls Out US Politics on Sep 24, 2020
While US-China relations are at an all-time low, optimism about relations...
Verkada Disruptive Embedded Live Help on Sep 24, 2020
Call up your integrator? Have someone come by the next day? Verkada is...
IP Networking Course Fall 2020 - Last Chance - Register Now on Sep 23, 2020
Today is the last chance to register for the only IP networking course...
Drain Wire For Access Control Reader Tutorial on Sep 23, 2020
An easy-to-miss cabling specification plays a key role in access control, yet...
Norway Council of Ethics Finds Hikvision Human Rights Abuses "Ongoing" on Sep 23, 2020
Hikvision's involvement in "serious human rights abuse" in Xinjiang is...
IPVM Camera Calculator User Manual / Guide on Sep 23, 2020
Learn how to use the IPVM Camera Calculator (updated for Version 3.1). The...