Security Sales Survey Questions - 12 Proposed Questions

Author: 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) : PRO Members only. Login. or Join.

Related Reports on Sales

Hikvision USA Starts Layoffs on Sep 18, 2018
Hikvision USA has started layoffs, just weeks after the US government ban was passed into law. Inside this note, we examine: The important...
Favorite Intercom Manufacturers 2018 on Sep 14, 2018
Intercoms are certainly increasing in popularity, driven by the integration of video and IP networking. But who is the favorite? On the one side,...
VMS Export Shootout - Avigilon, Dahua, Exacq, Genetec, Hikvision, Milestone on Sep 13, 2018
When crimes, accidents or problems occur, exporting video from one's video surveillance system is critical to proving incidents. But who does it...
Ambarella on Computer Vision and US Hikua Ban on Sep 10, 2018
Ambarella, a widely-used video surveillance component supplier, is betting on the rise of computer vision and is already seeing a sales impact from...
Ligowave Wireless Profile - Ubiquiti Competitor on Aug 27, 2018
Ubiquiti has become the most common choice for wireless in video surveillance (see Favorite Wireless Manufacturers) but not without controversy and...
ISS VMS / Video Analytics Company Profile on Aug 16, 2018
Who is ISS? In the past few months, they had one of the craziest ISC West promo items in years. Then, they hired industry veteran and ex-Dahua...
Dahua NA Consolidates Rep Firms Led By Ex-FLIR Team on Aug 01, 2018
When Dahua acquired Lorex / FLIR SMB, Dahua NA had 11 manufacturer rep firms and FLIR had another 6. Now, Dahua NA, led by the ex-FLIR team, has...
Wave Retorts: SDS 'Desperate' And 'Defeated' on Aug 01, 2018
Distributor SDS has sued Nortek and distributor Wave Electronics alleging bribery, conspiracy, antitrust violations and violations of state laws...
Security Sales Course January 2019 on Jul 31, 2018
The next IPVM Security Sales Course will be held in January 2019. Register now and save $50. This sales course is customized for the needs and...
Milestone / Canon Spinout Arcules Cloud Launch on Jul 30, 2018
Canon and Milestone's VSaaS Startup spinoff Arcules launched their platform at Google Cloud Next. IPVM spoke with CEO Andreas Pettersson about the...

Most Recent Industry Reports

Alexa Guard Expands Amazon's Security Offerings, Boosts ADT's Stock on Sep 21, 2018
Amazon is expanding their security offerings yet again, this time with Alexa Guard that delivers security audio analytics and a virtual "Fake...
UTC, Owner of Lenel, Acquires S2 on Sep 20, 2018
UTC now owns two of the biggest access control providers, one of integrator's most hated access control platforms, Lenel, and one of their...
BluePoint Aims To Bring Life-Safety Mind-Set To Police Pull Stations on Sep 20, 2018
Fire alarm pull stations are commonplace but police ones are not. A self-funded startup, BluePoint Alert Solutions is aiming to make police pull...
SIA Plays Dumb On OEMs And Hikua Ban on Sep 20, 2018
OEMs widely pretend to be 'manufacturers', deceiving their customers and putting them at risk for cybersecurity attacks and, soon, violation of US...
Axis Vs. Hikvision IR PTZ Shootout on Sep 20, 2018
Hikvision has their high-end dual-sensor DarkfighterX. Axis has their high-end concealed IR Q6125-LE. Which is better? We bought both and tested...
Avigilon Announces AI-Powered H5 Camera Development on Sep 19, 2018
Avigilon will be showcasing "next-generation AI" at next week's ASIS GSX. In an atypical move, the company is not actually releasing these...
Favorite Request-to-Exit (RTE) Manufacturers 2018 on Sep 19, 2018
Request To Exit devices like motion sensors and lock releasing push-buttons are a part of almost every access install, but who makes the equipment...
25% China Tariffs Finalized For 2019, 10% Start Now, Includes Select Video Surveillance on Sep 18, 2018
A surprise move: In July, when the most recent tariff round was first announced, the tariffs were only scheduled for 10%. However, now, the US...
Central Stations Face Off Against NFPA On Fire Monitoring on Sep 18, 2018
Central stations are facing off against the NFPA over what they call anti-competitive language in NFPA 72, the standard that covers fire alarms....
Hikvision USA Starts Layoffs on Sep 18, 2018
Hikvision USA has started layoffs, just weeks after the US government ban was passed into law. Inside this note, we examine: The important...

The world's leading video surveillance information source, IPVM provides the best reporting, testing and training for 10,000+ members globally. Dedicated to independent and objective information, we uniquely refuse any and all advertisements, sponsorship and consulting from manufacturers.

About | FAQ | Contact