Floriss Sales Asset Inventory Survey

1. Which best describes your ultimate reason(s) for change? (Select all that apply) *This question is required.

• Be the best (#1 in our market)
• Ensure my people realize their full potential
• Regain the feeling of being in control of my sales organization
• Accelerate the value and timing of a life-changing exit
• Sustain a higher rate of customer and revenue growth
• Position the business for the next generation of owners/leaders
• Optimize an aggressive market expansion strategy
• Face a crisis we did not anticipate and need help turning around
• Desire to attract new financing and/or investor funding
• Margins are shrinking in the face of downward price pressure
• Competition is commoditizing our market
• Optimize the launch or acquisition of new products and services
• Effectively penetrate new markets and geographies
• Ensure the success of a recent/desired merger or acquisition
• Other

2. In your view, which challenges are standing in the way of growth? (Select all that apply) *This question is required.

• Missing leadership competencies
• Constantly surprised by hidden challenges and gaps
• Marketing and brand differentiation
• Operational effectiveness, data capture and reporting
• Product-service package innovation and/or delivery
• Customer acquisition, engagement and retention
• Sales force motivation, effectiveness and accountability
• Marketing and sales technology stack
• Other Please enter an 'other' value for this selection.

3. In your view, which key growth systems need improving? (Select all that apply) *This question is required.

• Financial Management
• Human Resource Management
• CRM and Sales Enablement
• Customer Success and Customer Experience (CX)
• Marketing and Brand Differentiation
• Pipeline and Revenue Management
• Capacity for New Customers
• Facilities Management
• None of the above

4. In your view, which key growth processes need improving? (Select all that apply) *This question is required.

• Strategy and Planning
• Recruiting and Development of People
• Team Meetings, Motivation and Performance
• Demand and Lead Generation
• Sales Process and Methodology
• Execution and Accountability
• Systems Design and Data Analytics
• Other Please enter an 'other' value for this selection.

5. To what degree are your sales and marketing teams aligned? (Select all that apply) *This question is required.

• Sales and marketing agree on key buyer personas.
• Both marketing and sales track shared performance metrics.
• Marketing nurtures contact lists to improve sales prospecting.
• Marketing's customer journey is inclusive of a value-centric sales process.
• Marketing and sales messaging is aligned and not confusing to buyers.
• There are marketing assets to support each stage of the sales process.
• Marketing and sales join forces on post-sale growth and retention.
• Customer feedback is used to fine tune messaging.
• Other Please enter an 'other' value for this selection.

6. How does your customer success (CS) team approach its role? (Select all that apply)  *This question is required.

• CS team members are regularly trained to be 'customer advocates.'
• Our CS engagement process is designed to be proactive not reactive.
• CS reps track value achievement as part of loyalty and satisfaction scores.
• Customer onboarding is the CS team's first upsell/cross sell opportunity.
• Customer Success Qualified Leads (CSQL) are passed onto our salespeople.
• CS team compensation is tied to customer health, retention or growth goals.
• Other Please enter an 'other' value for this selection.

7. Which elements of your sales manager's accountability framework are documented and delivered today? (Select all that apply) *This question is required.

• Product-Service Strategy
• Sales Process
• Account / Territory Management
• Channel / Partner Expansion and Management
• Salesperson Performance Reviews
• Case Studies Authored and Win / Loss Reports
• Top 5 Opportunity / Account Plan Status
• Lead Generation, Prospecting and Pipeline Growth
• Sales / Pipeline Meeting Cadence
• Quarterly Business Reviews
• Role Definitions, Player Fit and Compensation
• Competitive Battle Cards
• None of the above

8. Which components of a complete sales strategy are documented and delivered today? (Select all that apply) *This question is required.

• Beliefs and values of a team-based success model
• Intuitive customer-centric sales methodology
• Predictable customer-centric sales process
• Decision-maker focused demand and lead generation
• CRM and tools for predictable pipeline management
• Team structure supported by validated role/goal definitions
• Consistent development of sales leadership skills
• Consistent and predictable sales training and coaching
• Proven sales leadership and role-based sales playbooks
• Customer-centric go-to-market and sales strategies
• Employee and data-driven workforce realignment plan
• Process to recruit, ramp-up and retain top sales performers
• None of the above

9. How would you rate the use of CRM and other Sales Enablement technologies? (Select all that apply) *This question is required.

• No consistent use
• Below expectations
• Above expectations
• We have 100% adoption
• We have not deployed a CRM system
• We have not deployed Sales Enablement technology
• Other Please enter an 'other' value for this selection.

10. What will be the total revenues of your business or business unit this fiscal year if nothing changes? *This question is required.

• Less than $5 million
• $5 - $24 million
• $25 - $249 million
• $250 - $999 million
• $1 billion or more

11. What is your goal for revenue growth in the next 24 to 36 months? *This question is required.

• +Less than 10%
• +10% to 24%
• +25% to 74%
• +75% to 149%
• +150% or more

12. What is your anticipated gross profit margin this fiscal year? *This question is required.

• Less than 10%
• 10% to 19%
• 20% to 39%
• 40% to 69%
• 70% or more