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  1. Surveys
  2. 2007
  3. October
  4. V
  5. VBA Oct.2007
0%
 

Hello:

You are invited to participate in the Virginia Banker's Association Sales Training Development Program Needs Assessment Survey. This survey is being conducted by Titan Group on behalf of the Virginia Banker's Association (VBA) in order to conduct a comprehensive training needs analysis. The assessment is designed to help identify sales training needs, as well as to capture the other training needs of VBA members. The survey will take approximately 20 minutes to complete.


Your participation in this study is completely voluntary. Furthermore, in order to ensure that you are comfortable completing the survey, your answers will remain anonymous to the VBA as well as participating organizations. Your survey responses will be strictly confidential. You may only be contacted by Titan Group should clarification of your responses be required. It is very important for us to learn your opinions.



If you have questions at any time about the survey or the procedures, you may contact Julie Shore at (804) 754-8330 or by email at [email protected].



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


Demographics
 
 

* How many employees does your bank have?
 
1-15
 
16-25
 
26-50
 
51-75
 
76-100
 
101-150
 
151-200
 
201-300
 
301-400
 
401-500
 
More than 500
 
 
 
* What is the location of your central office (City, State)?
   
 
 

* How many branches does your bank have?
 
1-5
 
6-10
 
11-15
 
16-20
 
21 or more
 
 
 
* What is your bank's ROA?
   
 
 
 
* What is your bank's ROE?
   
 
 

* What best describes your market?
 
Urban
 
Rural
 
Mix
 
 

* What is your bank's focus?
 
Retail
 
Commercial
 
Balanced
 
 


Training Budget
 
 

* How much do you typically spend on sales training each year?
 
$0
 
$1,000-$5,000
 
$5,000-$10,000
 
$10,000-$25,000
 
More than $25,000
 
 

* What percentage of your training budget is spent training hourly employees each year?
 
5%
 
10%
 
15%
 
Less than 5%
 
More than 15%
 
Other
 
 
 


Current Training Practices
 
 

* Do you conduct sales training?
Yes No
 
 

* Has your bank invested in sales training in the last 2 years?
Yes No
 
 

* What type of sales training do you offer your employees?
 
 

When is sales training provided for new customer contact employees?
 
New hire orientation
 
Within the first few weeks of employment
 
Within the first few months of employment
 
Other
 
 
 

How often is refresher training provided?
 
Monthly
 
Every 6 months
 
Every 12 months
 
Other
 
 
 

* Who conducts the sales training?
Internal Staff External Resource
 
 

Please rank in order of importance (from highest to lowest) those who should be trained (or are presently being trained):
Executives/Senior Management
Tellers
Branch Customer Service Representatives
Branch Managers
Commercial Loan Officers
Mortgage Loan Officers
Trust Officers
Investment Consultants
Internal operations (staff without direct customer contact)
 
 

Do you have formal sales methods, practices and processes currently in place?
Yes No
 
 

If yes, are you satisfied with them, or would you like to make updates and/or revisions to the way you conduct business?
Satisfied Interested in making improvements
 
 

Please rank in order of importance (from highest to lowest) the sales skills that you feel your bank would need:
Referral
Cross Sell
Outside business development
Sales Management??
Coaching
Product Mastery
Team Building
Negotiation
 
 

Would you be interested in a "train the trainer" program?
Yes No
 
 

* How do you measure the success of your sales training efforts?
 
Number of referrals
 
Coss Sell ratio
 
Growth in deposit/loans
 
Growth in number of households
 
Growth in products per household
 
Behaviors (observed customer interactions, mystery shopping, survyes, feedback)
 
Growth in deposits
 
Growth in loans
 
Other
 
 
 

* Please indicate your preference:

 
Seminar approach to training conducted for bankers from various banks at the VBA
 
Individual solutions that are delivered just for your employees only from your bank
 
 

* Would you encounter objections from your employer if you were to begin to develop a more defined sales culture at your bank?
Yes No
 
 
 
If yes, what objections might you encounter?
   
 
 
Please rate your level of overall satisfaction with the following:
Very Satisfied Somewhat Satisfied Neutral Somewhat Dissatisfied Very Dissatisfied
Sales effectiveness of your associates
Current sales training being offered
Use of your existing sales tools in calling on existing customers
Your focus on providing “Total Customer Satisfaction” with every customer by soliciting their problems and needs which are not being met
 
 
Please rate the ability of your sales associates:
Very Effective Somewhat Effective Somewhat Ineffective Very Ineffective Not Applicable
Demonstrate competitive superiority of your products and services
Determine what is important to the customer
Quickly establish rapport with new customers
Plan sales calls and customer meetings
Generate high volume of good sales leads
Use probing questions to gather information and move a sale forward
Understand the product and services they sell
Build and maintain strong customer relationships
Generate new business from existing customers
Resolve customer problems or concerns
Pursue the most profitable relationships
Establish credibility with the customer
Know how and when to ask for the sale
Written communication skills
 
 

Please rank the following business objectives for your sales force in order of importance to your bank ( 1 being the highest; use N/A for not applicable):
__
Increase revenues
Improve sales effectiveness
Grow market share
Extend customer loyalty
 
 


Sales Goals/Tracking
 
 

Do you have sales goals in place?
Yes No
 
 

What type of sales goals do you have in place?
 
Short term (1-6 months)
 
Long term (12-18 months)
 
Annual goals
 
Our plan is more informal
 
Other
 

 
 

If not, would you be interested in learning how to put such measures in place?
Yes No
 
 

How would you rate the effectiveness of your goal-setting process?
Very Effective Effective Need Improvement Not interested in pursuing at this time
 
 

What technology do you utlize to track sales?
 
Database
 
Spreadsheet
 
Sales specific software
 
None
 
Other
 
 
 

Does the technology help or hinder your associates' ability to sell?
 
Help
 
Hinder
 
Not Applicable
 
 


Sales Practices
 
 

Strongly Agree Agree Disagree Strongly Disagree Not Applicable
We have formal sales methods, practices and processes currently in place.
We make it easy for our customers to do business with us.
We use current sales analysis tools in calling on our existing accounts.
Our current processes help us maintain current accounts as well as develop new accounts effectively.
We have the tools and training we need to analyze specific customer needs.
We utilize sales effectiveness assessments.
We track transition from pre to post sales.
My organization would be responsive to implementing changes and/or improvements to its sales structure/processes.
 
 


Sales Staff Development
 
 

Strongly Agree Agree Disagree Strongly Disagree Not Applicable
Sales staff receive the training they need to perform their jobs effectively.
Our sales staff adopts and complies with current sales methodology and process.
Sales staff have effective materials and presentations to aid them in their sales presentations.
Sales associates have the knowledge they need to do their job well.
I believe we have the right people in our sales organization.
Sales associates are aware of the bank's sales strategy and how it affects them.
Our sales staff understands the banking industry and its impact on the way we conduct business.
Our sales talent is being fully utilized.
We currently conduct assessments of our sales staff to make sure they are being utilized in the best role for their skill set.
Our sales associates have the training and skill set to move opportunities through the various stages of the sales process.
Strongly Agree Agree Disagree Strongly Disagree Not Applicable
Our sales staff have the ability to effecitvely reach and influence decision-makers.
Sales staff have a strong sense of personal responsibility for the performance of their department and the performance of the bank as a whole.
Our organization focuses on developing sales people and helping them grow professionally.
Sales associates clearly understand their responsibilities and what is expected of them.
Sales staff are motivated to do their job.
There is a defined career path for our sales staff.
We offer development opportunities for our sales associates.
Our sales staff understand the goals and missions of the bank.
 
 


Sales Staff Management
 
 

Strongly Agree Agree Disagree Strongly Disagree Not Applicable
Management values our sales staff and gives them the gools they need be successful.
Our sales structure is effective and efficient.
Our hiring approach is effective.
I believe we have the right people in the right roles in our organization.
We have an adequete process in place for leverageing top performers.
We utilize a succession planning process.
Sales activities are sensibly organized.
Sales skills impact the financial success of the bank.
New and existing sales policies and procedures are communicated clearly, timely and are readily available.
There is adequete training offered to our sales staff.
 
 
Please select all that apply.
The following describes your hiring and selection process for sales staff:
 
Formal: defined protocol and interview questions
 
Competency based interviewing process
 
Informal: interview process varies depending on who is involved
 
Pre-hiring sales assessment tools
 
Other
 

 
 
Please rate the following related to Communication:
Excellent Good Poor Needs Improvement
Communication within our organization
Communication within the sales department/structure
 
 
Please rate the following relative to Goal Setting for your Sales Staff:
Strongly Agree Agree Disagree Strongly Disagree Not Applicable
We have sales goals.
The sales goals are specific, measurable and realistic.
Our sales staff know what is expected of them.
Our sales staff are involved in setting their own goals.
Our sales associates are held accountable for achieving predetermined goals.
Our sales staff are involved in the goal setting process.
In my opinion, the sales organization is well managed.
 
 
 

Please rank in order (1 being priority) the business challenges currently facing your organization:
Leveraging potential of top performers
Generating qualified prospects
Difficulty selling new products and services
Increasing revenue with fewer people and resources
Leveraging customer data to drive sales strategy
 
 
Overall, how effective is the following in your organization:
Sufficient Needs Improvement Non-existent
In-house training
Outside training(vendor)
Informal training (On the job)
Mentoring/shadowing
 
 
 
If needed, what would be your bank's #1 priority for improvement in your sales organization, that would have an immediate positive impact?
   
 
 
 
If I could provide further skills training and development for my sales staff, it would be on the topic of:
   
 
Please contact [email protected] if you have any questions regarding this survey.
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