360 Feedback Surveys: Sales Management Skills

Targeted 360 Feedback For Sales Managers

Sales Managers are responsible for implementing strategies within organizations and achieving operating goals. The Survey of Sales Management Practices™ (SSMP) offers 360 feedback for sales managers on the specific and identifiable competencies they require to succeed in the role. The SSMP feedback comes from people who observe them at work every day. The feedback is a powerful starting point for training and development. The Sales Management Practices Task Cycle® follows the Task Cycle Theory, a model that has been researched for 30 years.

The Phases and Dimensions measured in the Survey of Sales Management Practices include goal setting, planning and problem solving, facilitating the work of others, feedback, exercising positive control and recognizing good performance.

The Sales Management Practices Task Cycle® Competencies

(***) These inhibitor dimensions may be too high unless accompanied by strong skills in the early phases of the Sales Management Practices Task Cycle®.

Who uses 360 feedback from the Survey of Sales Management Practices?

All sales supervisory personnel or anyone responsible for the day-to-day activities of the organization.

Questionnaire Description:

• 100 questions in the Survey of Sales Management Practices
• 45 questions in the Survey of Group Motivation and Morale
• 3 open-ended questions

Who are the recommended respondents?

Important respondents include anyone who directly observes the sales manager's practices: Direct Reports, Boss, and Peers.

Are there any special features?

Written comments gathered from three open-ended questions parallel the quantitative data:

• What does this person do that should be continued?
• What should this person do to be more effective?
• What does this person do that should be stopped?

Questionnaire Description:

• 100 questions in the Survey of Sales Management Practices
• 45 questions in the Survey of Group Motivation and Morale
• 3 open-ended questions

The Task Cycle family of validated 360 feedback surveys is published by The Clark Wilson Group, Boulder, CO. The Task Cycle® is a registered trademark of the Clark Wilson Group.