Security Sales Survey Questions - 12 Proposed Questions

By John Honovich, Published Mar 04, 2015, 12:00am EST (Info+)

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.

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Comments (27)

What is your average quote turn around time?

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How long have you been in the industry?

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You might want to break it out by salespersons at integrators/distributors/manufacturers.

How long have you been at this company?

What is the average tenue of a salesperson at your company?

Do you do your own design/sales engineering/estimating?

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Yes, we are going to send separate versions to integrators and manufacturers.

And we will add a question about number of years experience, etc.

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I don't see any mention of competitors in the survey questions.

"Who are your main competitors?" Whether its an integrator sales person, distributor salesperson, or manufacturer sales person they will all have competitors and know them well.

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A question on competitors is good.

I think it needs to ask something beyond a list of names because that won't draw many insights alone. Something like "What are your toughest competitor's key strengths?" or ...

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I'd like to see how many years each rep has at their current company, and in the industry. I'd also be interested in knowing what industry/ies they sold in before this one.

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On average how long between first contact and first contract?

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So the length of the sales cycle? That's interesting to know.

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If compensation questions are fair game, then method and magnitude would be nice.

Use of sales targets, contests, quotas.

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Why don't you start a discussion:

"Salespeople: How Many of You Have a March Madness Sales Contest This Month?"

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Can I start one called "Busted Bracket"? And I deserved better.

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(1) What's the more common reason(s) propective clients give when they reject a proposal (price, scope, skills, other)?

(2) On average, how many interations of a proposal are created & reviewed before delivering the final version to the client? How can this process be improved?

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Lynn, good suggestions!

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How much of your sales volume comes from existing customers vs. new accounts?

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What is your follow up response to a lost sale? Do you inquire about the reason(s) for not getting the job?

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These were my thoughts exactly, along with what are the top 2 or 3 reasons you lose a project?

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Measuring the size of the company being surveyed would be good. The challenges facing an organization with 20 people is probably quite different than those facing organizations with 100.

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I think that you may ultimately have too many questions for one survey so I suggest a Marketing Survey and a Sales Survey.

The Marketing Survey would include questions regarding Lead Generation, Advertizing, Trade Shows, Lead to Prospect Ratio's and ultimately Lead Generation cost per qualified prospect, etc.

The second "Sales Survey" would include the sales process, sales cycle, closing ratio's, project sizes, detail that perhaps should be broken down by size and scope of the project. i.e. sales cycle on a $450,000 project will likely be different from one that is $45,000.

Just an Idea or the one survey will likely be 25 or 30 questions.

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Terry, thanks for the feedback. I agree with you. We can't / won't put all of it into a single survey.

My concern with a marketing survey is how many can actually answer it. For example, cost per qualified prospect, I am genuinely curious what percentage of integrators actually track it, especially the smaller ones.

That said, we will definitely break out the survey and, at least for this first one, try to stick to sales ones.

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Other Possible questions:

What is the biggest complaint customers have about existing EAC Systems today?

What is the most requested EAC functionality/Capability by customers today? i.e. longer range, hands free access, etc

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Hello Sheryl:

For Access specific questions, we have a whole round of survey results. This survey is general sales, rather than specific to access.

For your questions above, this survey result from a few weeks ago should prove useful: Most Needed Improvement: Access Control Software

In general, the biggest complaint is also the most requested feature: have better management software!

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Not sure what the goal of the survey is, but if it is to help salespeople be more successful then, the above list of questions suggests that the problem for salespeople is everything BUT what the salesperson is doing. I believe that when you see top performers, they are doing things that their co-workers are not doing; and not doing what the lower performers are doing. Some questions that might help uncover this:

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?

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Robert, very insightful!

Our initial goal was simply to establish some baselines for common activities / issues. That's why we published this so we could get the type of feedback you are giving.

Those are good questions. I think we'll get a lot of meaningful responses from the lower performing one but I am curious to see what people will say on the higher performance ones (will they be self-reflective enough to meaningfully answer, etc.).

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Thanks for all the great feedback / proposed questions.

Here are your submissions aggregated:

  • 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?

We are discussing today internally which ones to use for this first round.

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I would like to add to the CRM question...which supply chain software do you use? How do you track purchashing, inventory, job equipment?

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