Win / Loss Sales Survey

Thank you for participating in this survey. 

This brief 25 question survey pertains to your selling process and should take less than 5 minutes to complete.  As a way of saying thank you for your participation, you will be entered into a drawing to win an Apple iPhone or a $250 American Express gift certificate (should you choose to share your email address at the end of the survey).

This research is being conducted on behalf of McGraw-Hill and Anova Consulting Group.  The aggregate results will be referenced in an upcoming sales book on Win / Loss Analysis (to be published in 2010).  If you have any questions about this survey, please contact Richard Schroder at Anova Consulting Group, (617) 731-1095.

1.          How confident are you that you totally understand all of the reasons why you win in new business situations?

             Select Very confident Somewhat confident Not very confident Not at all confident

2.          How confident are you that you totally understand all of the reasons why you lose in new business situations?

    Select Very confident Somewhat confident Not very confident Not at all confident

3.          When you win a deal, do you conduct post decision debriefs with prospects to better understand why you won?

             Select Yes No

4.          When you lose a deal, do you conduct post decision debriefs with prospects to better understand why you lost?

               Select Yes No

5.          What % of the time do you conduct post decision debrief calls with prospects after winning a deal?   Select Never < 10% 11% - 20% 21% - 30% 31% - 40% 41% - 50% 51% - 60% 61% - 70% 71% - 80% 81% - 90% 91% - 99% 100%

6.          What % of the time do you conduct post decision debrief calls with prospects after losing a deal?  Select Never < 10% 11% - 20% 21% - 30% 31% - 40% 41% - 50% 51% - 60% 61% - 70% 71% - 80% 81% - 90% 91% - 99% 100%

7.          Do you conduct your own post decision debriefs with prospects or do you have someone else conduct them for you?

    Select I conduct them Someone else conducts them Combination (myself and others)

8.          When do you typically conduct a post decision debrief with prospects?

    Select I typically debrief with the prospect on the same call as when I hear that I won or lost the deal. I typically set up a separate call to debrief with a prospect. Both / mixture.  It depends on the deal.

9.          When do you let prospects know that you will be conducting a debrief call with them?

                Select Early in the sales process. At the end of the sales process. I don't inform them. I just call after the buying decision has been made.

10.       Do you have a formal written questionnaire / document that you use as a guide for conducting debrief calls?  Select Yes No

11.       Do you take notes on what feedback the prospect gives you?  Select Yes No

12.       Do you feel that post decision debriefs are a valuable exercise that can help you win more business in the future?

   Select Yes No

13.       Do you feel that you could improve on how you debrief with prospects so that you can get more candid feedback?

            Select Yes No

14.       In the questions below, please fill in three percentages that add up to 100%:

             What % of the time do you feel that prospects tell you the true and candid reasons why you lost the deal? 

                % of time prospects tell you the total truth                             

                % of time prospects tell you the partial truth                          

                % of time prospects share none of the truth (i.e., lie to you)

15.       In situations where prospects don't give you the total truth about why you lost, why do you think they aren't forthcoming / candid? 

16.       What % of the time do you feel that you are at fault for losing a deal (i.e. what percentage of the time do you feel that your own salesmanship cost you the business)?  Select Never < 10% 11% - 20% 21% - 30% 31% - 40% 41% - 50% 51% - 60% 61% - 70% 71% - 80% 81% - 90% 91% - 99% 100% Don't know / unsure

17.       What is your win rate / close rate in new business situations?  (Please answer what % of the time you close a deal in new business situations) 

18.       Have you ever participated in a formal Win / Loss program whereby an independent third party conducts the post decision debrief interviews for you / on your sales team’s behalf?  Select Yes No

How valuable do you think it would be to have an outside third party conduct the interview on your behalf (vs. you personally interviewing your prospects)?  Select Very valuable Somewhat valuable Not very valuable Not at all valuable

Tell Us About Yourself

19.       What industry do you work in?  Select Financial Services Technology Retail Health Care / Medical Education Government Industrial / Manufacturing Entrepreneur Consulting Other

20.       How long have you been a sales person?  (Please answer in terms of # of years) 

21.       What is the range of your annualized income?  Select <$25,000 $25,000 - $49,999 $50,000 - $74,999 $75,000 - $99,999 $100,000 - $149,999 $150,000 - $199,999 $200,000 - $299,999 $300,000 - $399,999 >$400,000

22.       Have you attended any sales training over the last year?  Select Yes No

             Does your sales process involve selling through any type of intermediary / third party or do you sell directly to         prospects?

              Select Yes, I sometimes sell through intermediaries, consultants, partners or channels. No, I sell direct to prospects / on my own.

23.       Have you read a sales book in the last year?  Select Yes No

24.       What % of the time do you feel that you / your own salesmanship is the primary reason for winning a deal? 

            Select Never < 10% 11% - 20% 21% - 30% 31% - 40% 41% - 50% 51% - 60% 61% - 70% 71% - 80% 81% - 90% 91% - 99% 100% Don't know / unsure

25.       What are the top three reasons why you lose in new business situations?

            What are the top three reasons why you win in new business situations? 

            Please share with us any techniques or tips you use to gather more candid information from prospects

            during your post decision debriefs? 

As a way of saying thank you, all respondents will be entered into a drawing to win an Apple iPhone!  If you wish to be entered into this drawing, please provide your email address below:

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** If you have any questions about this survey, please contact Richard Schroder at 617-731-1095.