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

ASIS Offering Custom Research For Manufacturers on Nov 15, 2018
Manufacturers often want to know what industry people think about trends and, in particular, the segments and product they offer.  ASIS and its...
Ubiquiti Protect Video Surveillance Profile on Nov 07, 2018
Ubiquiti has now been in the video surveillance market for 7 years (see our first coverage back in 2011). In that time, the company's revenue has...
Wyze Explosive Growth Disrupting Consumer IP Camera Market on Oct 30, 2018
Wyze, a company founded only in 2017, is poised to disrupt the consumer IP camera market by combining American marketing and Chinese manufacturing...
Huawei To Be “Top Three Global Position” in Video Surveillance on Oct 29, 2018
Huawei - China’s biggest networking gear and smartphone maker - plans to become one of the top three global video surveillance manufacturers in...
Dahua Phasing Out FLIR Brand on Oct 26, 2018
8 months after Dahua acquired FLIR's SMB video surveillance business (their own OEM), Dahua has told dealers that it will be phasing out the use of...
When Your Salesperson Creates An International Incident (Amazon / ICE) on Oct 23, 2018
Having your salespeople be aggressive and go after big accounts is a virtue, mostly. On occasions, it can cause problems. A new case involves...
Geutebruck Company Profile on Oct 22, 2018
Geutebrück has been in business for nearly 50 years, but they are not well known within the US surveillance market. In this report, we profile...
Knightscope Winning Investors, Struggling With Growth on Oct 16, 2018
While Knightscope's new financials show the company only winning 11 new customers in the past 12 months, the company continues to win new...
Integrator Laptop Guide on Oct 16, 2018
This 18-page guide provides guidance and statistics about integrator laptop use. 150 integrators explained to IPVM in detail about their laptops,...
ADI's Financials Revealed + W-Box Growth Priority on Oct 15, 2018
  ADI is one of the most powerful distributors in the security industry but how big are they? How much profit do they make? How much do they sell...

Most Recent Industry Reports

Throughtek P2P/Cloud Solution Profile on Nov 15, 2018
Many IoT manufacturers either do not have the capabilities or the interest to develop their own cloud management software for their devices....
ASIS Offering Custom Research For Manufacturers on Nov 15, 2018
Manufacturers often want to know what industry people think about trends and, in particular, the segments and product they offer.  ASIS and its...
ISC East 2018 Mini-Show Report on Nov 15, 2018
ISC East, by its own admission, is not a national or international show, billed as the "Largest Annual Northeast U.S. Security...
Hikvision Silent on "Bad Architectural Practices" Cybersecurity Report on Nov 14, 2018
A 'significant vulnerability was found in Hikvision cameras' by VDOO, a startup cybersecurity specialist. Hikvision has fixed the specific...
French Government Threatens School with $1.7M Fine For “Excessive Video Surveillance” on Nov 14, 2018
The French government has notified a high-profile Paris coding academy that it risks a fine of up to 1.5 million euros (about $1.7m) if it...
Integrator Credit Card Alternative Divvy on Nov 13, 2018
Most security integrators are small businesses but large enough that they have various employees that need to be able to expense various charges as...
Directory of Video Intercoms on Nov 13, 2018
Video Intercoms, also known as Video Door-Phones or Video Entry Systems, have been growing in the past decade as more and more IP camera...
Beware Amazon Go Store Hype (Tested) on Nov 13, 2018
IPVM's trip to and testing of Amazon Go's San Francisco store shows a number of significant operational and economic issues that undermine the...
Magos Radar Company Profile on Nov 12, 2018
Magos America General Manager Yaron Zussman admits when he first came across Magos, he asked himself: "What's innovative about radar?" Be that as...
Genetec Privacy Protector Tested on Nov 12, 2018
Genetec has built Kiwi Security's Privacy Protector into Security Center, an analytic which anonymizes individuals in cameras' fields of view...

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