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  1. Surveys
  2. 2007
  3. August
  4. V
  5. VBA
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Welcome to the Virginia Bankers Association Sales Training Development Program Needs Assessment Survey!



As a reminder, your survey responses will be strictly confidential. Once you select the continue button, you may not go back and edit your responses.



Thank you very much for your time and support. Please begin the survey now by clicking on the Continue button below.
 
 


Demographics
 
 

1. What is the approximate asset size of your bank?
 
Under $100 million
 
$100 million < $200 million
 
$200 million < $350 million
 
$350 million < $500 million
 
$500 million < $1 billion
 
Over $1 billion
 
 

2. How many branches does your bank currently have?
 
1-10
 
11-20
 
21-30
 
31-40
 
41-50
 
Over 50
 
 


Branch Locations
 
 

Do you have branches located in the Southwest region of the state?
 
Yes
 
No
 
 
Use the control button to select multiple locations.
Please indicate the county or city in which you have branches in the Southwest region.
 
 

Do you have branches located in the Valley region of the state?
 
Yes
 
No
 
 
Use the control button to select multiple locations.
Please indicate the county or city in which you have branches in the Valley region.
 
 

Do you have branches located in the Northern region of the state?
 
Yes
 
No
 
 
Use the control button to select multiple locations.
Please indicate the county or city in which you have branches in the Northern region.
 
 

Do you have branches located in the Hampton Roads region of the state?
 
Yes
 
No
 
 
Use the control button to select multiple locations.
Please indicate the county or city in which you have branches in the Hampton Roads region.
 
 

Do you have branches located in the Capitol region of the state?
 
Yes
 
No
 
 
Use the control button to select multiple locations.
Please indicate the county or city in which you have branches in the Capitol region.
 
 

Do you have branches located in the Central region of the state?
 
Yes
 
No
 
 
Use the control button to select multiple locations.
Please indicate the county or city in which you have branches in the Central region.
 
 

4. The next two questions are simply requested to determine if any correlation exists between sales culture and financial performance. No information on specific banks will be used.
 

a. What is your bank's Return on Assets?
 
0 to .89%
 
.90% to 1.09%
 
1.10% to 1.29%
 
1.30% to 1.49%
 
Over 1.50%
 

b. What is your bank's Return on Equity?
 
0 to 7.99%
 
8% to 10.99%
 
11% to 13.99%
 
14% to 16.99%
 
Over 17%
 
 
5. What are the challenges you face today that prevent your organization from achieving your sales goals? Please rate by level of importance.

Very Important Important Somewhat Important Not Important Not Applicable
Leveraging potential of top performers
Generating qualified prospects
Difficulty selling new products and services
Increasing revenue with fewer people and resources
Leveraging customers data to drive sales strategy
Concern over increased turnover from current employees who are uncomfortable selling
 
 


Current Training Practices
 
 
Select all that apply.
6. What is your source of sales training?
 
In-house trainers
 
External trainers
 
Informal training (on the job)
 
Mentoring/shadowing
 
Do not currently offer sales training and do not plan to
 
Do not currently offer sales training, but plan to in the future
 
Other
 

 
 
Select all that apply.
7. What methods of sales training does your organization currently use or plan to use?
 
Text
 
Lecture
 
Role Playing
 
Tapes
 
Webinars & Teleconference
 
Other
 

 
 
8. Overall, how effective are the following sales training methodologies in your organization:

Very Effective Effective Not Effective Not Applicable
In-house training
External training (vendor)
Informal training (on the job)
Mentoring/shadowing
 
 
Select all that apply.
9. Sales training is provided or is planned for the following:
 
Tellers
 
CSRs
 
Commercial Lenders
 
Mortgage Lenders
 
Branch Managers
 
Management/Senior Management
 
Trust/Investment Officers
 
Other
 

 
 

10. How much did your bank spend annually per employee who received sales training in 2007?
 
$0/employee
 
<$100/employee
 
$100-$500/employee
 
$500<$1,000/employee
 
>$1,000/employee
 
 

11. Please indicate your sales training preference:
 
Workshops conducted by the VBA
 
Custom training that is delivered just for your bank employees by outside vendors other than the VBA
 
Combination of both
 
No preference
 
Other
 
 
 
12. How important is it for your organization that employees in the following roles have effective sales and/or sales management skills? Please rate by level of importance.

Very Important Important Somewhat Important Not Important Not Applicable
Tellers
Customer Service Representatives
Branch Managers
Commercial Lenders
Mortgage Lenders
Trust/Investment Officers
Executives/Senior Management
 
 
13. What sales skills do you feel your employees need to focus on? Please rate by level of importance.

Very Important Important Somewhat Important Not Important Not Applicable
Referral
Cross Sell
Business Development
Sales Management
Coaching
Product Knowledge
Team Building
Negotiation
New Accounts/Platform
Contact Center skills
 
 
Select all that apply.
14. How does your bank measure the success of your sales training efforts?
 
Number of referrals
 
Cross Sell ratio
 
Growth in number of households
 
Growth in products per household
 
Customer Satisfaction (surveys, mystery shops, etc.)
 
Growth in deposits
 
Growth in loans
 
Other
 

 
 
15. Please rate the ability of your employees in sales roles to:

Very Effective Somewhat Effective Somewhat Ineffective Very Ineffective Not Applicable
Quickly establish rapport with new customers
Establish credibility with a new customer
Use probing questions to gather information and move a sale forward
Determine what is important to the customer
Understand the products and services they sell
Know how and when to ask for the sale
Ability to overcome customer objections/rejections
Generate new business from existing customers
Build and maintain strong customer relationships
Generate high volume of good sales leads
Plan sales calls and customer meetings
 
 
16. How much do you agree with the following statements:
Strongly Agree Agree Disagree Strongly Disagree Not Applicable
Sales Associates receive the training they need to perform their jobs effectively.
Associates have effective materials and presentations to aid them in their sales presentations.
Associates are aware of the bank's sales strategy and how it affects them.
Our associates have the skills to move customers through the various stages of the sales process.
I believe we have trained our sales people effectively to do their jobs well.
Our employees sales skills impact the financial success of the bank.
 
 

17. Would you be willing to support and explore a Sales Training Development Program spearheaded by the VBA?
 
Yes
 
No
 
 

18. Would you be willing to participate in a brief (<10 minutes) telephone interview to share your opinion in more detail?
 
Yes
 
No
 
 
 
Name & Job Title
   
Employer
   
Telephone Number
   
 
 
 
19. Any other comments we should consider regarding the VBA sponsored development of a Sales Training program?
   
 
Please contact [email protected] if you have any questions regarding this survey.
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