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Outside-In Sales -- an ELA Consulting Group Survey

Thanks for taking the time to answer our survey. We are trying to learn more about how sales managers are communicating with their sales reps and customers. 
 
1.
What role best describes your job?
Sales representative
Sales manager
Sales executive
Marketing manager
Other  
2.

In your company, what importance is placed on sales manager interaction with customers?
Critical to sales performance, measured in compensation plan
Encouraged, but not measured
Not considered as important to overall sales performance
3.
How much value does your company place on feedback from sales representatives in the field?
Highly valued, actively sought out by management
Accepted the same as "suggestion box" input from any employee
Generally ignored, not seen as valuable
4.
How effectively does your company collect and utilize “field intelligence” from its sales force regarding customer needs or competitors?
Uniformly and proactively encouraged, collected, and distributed to appropriate "owners" inside the company
Ad-hoc, different level of usage depending upon each sales manager
Not collected or utilized
5.
How would you characterize the current philosophy of your sales organization?
An "Outside-In" sales organization which focuses on understanding business issues from the customer perspective, then aligning internal processes to better meet customer needs
An "On the Fence" sales organization which is aware of customer issues but tends to operate according to processes that were designed to overcome company-internal barriers
An "Inside-Out" sales organization which is focused exclusively on metrics that optimize internal efficiencies
6.

These next questions are optional, but they will help us in reporting results back to you.

By entering my personal information, I consent to receive email communications from the survey author's organization based on the information collected.

First Name:
Last Name:
Company Name:
Email Address:
emailaddress@xyz.com

7.

What is the approximate size of your company’s sales force?
Less than 20
20 - 100
101 - 1000
Over 1000
8.

How would you characterize your company’s business?
Arts, Entertainment, Recreation
Services
Finance/Insurance
Healthcare
Information Technology
Manufacturing
Retail Trade
Transportation
Other