A big "Thank you!" to everyone who took the
time to fill out the reader survey in January's
issue. I learned a
great deal from your responses and will gear
my newsletter towards the topics that are of
most interest.
After all these years of writing the
newsletter, it's fantastic to have readers
tell me what they want to read more (and less)
of.
The one topic
about which
you consistently asked for information was
Hiring. In order to address this
topic in subsequent issues, I would like to
know specifically
what hiring struggles you have. Click
here for a one-question / 30-second survey on
your challenges with hiring. Please fill
out this mini-survey
whether you filled out the first one or not,
and I will plan on covering the selected
topics in future issues.
Here are some of the observations based on the
information readers shared with me in the
January survey.
The majority of those who answered the survey
(75%) are Presidents or sales executives
leading companies that bring in $9 million or
less in annual sales revenue. Many readers (66%)
have over 15 years of sales experience
themselves and 40% have 9 or more years
managing salespeople.
Almost all of you mentioned struggling with
creating sales contests, but half of you
don't want the topic covered in the
newsletter very often. When it comes to
where you look for information about selling,
most respondents get their
information through peers, books (sales and
general management), executive round tables, and
Sales Management Tips.
Those managing salespeople felt they had a
relatively easy time in the following areas:
- Establishing Performance Standards
- Creating or Changing Sales Territories
- New Hire Orientation
- Conducting Performance Reviews
Most respondents are struggling with:
- Hiring
- Sales Forecasting
- Creating Sales Contests
Review of the survey revealed
no clear trend when it came to certain
sales management responsibilities. About
half the respondents have experienced
difficulties with and the other half did not
experience difficulties with the following:
- Developing Compensation Plans
- Coaching
- Assessing Strengths and Weaknesses
Respondents felt confident in their abilities
and don't need to see the following covered
in Sales Management Tips:
- Creating or Changing Sales Territories
- Compensation Plans
- Sales Contests
(If you are among those who are uncomfortable
in these areas of sales management, let me
know and I can continue to cover them
occasionally.)
Those topics that you would like to see
addressed in the newsletter more often include:
- Hiring
- Assessing Strengths and Weaknesses
- Coaching
- Training and Development
If
you didn't do so above, please click
here for the one-question / 30-second survey on
your challenges with hiring.
Thank you for your continued interest.
