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.

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