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Coronavirus Impact Survey Spring 2020

COVID-19 has brought about significant changes to the world of sales, and selling will continue to evolve as the economy reopens. The Brooks Group wants to know how these issues will affect your sales organization.

Please complete the short, 5-minute survey below to share your experience.

1. As you prepare to send your sales team back on the road, what thoughts, feelings, and/or imperatives are top of mind for you?

2. Has your organization provided guidance to your sales team on the following items?

Space Cell	Yes	No	Not Applicable
Wearing face masks	Wearing face masks: Yes	Wearing face masks: No	Wearing face masks: Not Applicable
Visiting prospect accounts	Visiting prospect accounts: Yes	Visiting prospect accounts: No	Visiting prospect accounts: Not Applicable
Visiting customer accounts	Visiting customer accounts: Yes	Visiting customer accounts: No	Visiting customer accounts: Not Applicable
Solo meals while traveling (without prospects/customers)	Solo meals while traveling (without prospects/customers): Yes	Solo meals while traveling (without prospects/customers): No	Solo meals while traveling (without prospects/customers): Not Applicable
Entertaining prospects/customers (meals, events, etc.)	Entertaining prospects/customers (meals, events, etc.): Yes	Entertaining prospects/customers (meals, events, etc.): No	Entertaining prospects/customers (meals, events, etc.): Not Applicable
Rental cars	Rental cars: Yes	Rental cars: No	Rental cars: Not Applicable
Domestic air travel	Domestic air travel: Yes	Domestic air travel: No	Domestic air travel: Not Applicable
Enter another option	Other: Yes	Other: No	Other: Not Applicable

3. Other than health concerns, what do you feel will be the greatest challenge for your sales team in getting back on the road?

4. As your team returns to some degree of face-to-face selling, what good or bad habits are you seeing from them?

5. Which of the following sales skills do you believe will be of the highest importance in the next phase of COVID-19? (Rank in priority from 1 to 7, with 1 being the highest priority and 7 being the lowest priority.) Note: for the following table each column is restricted to a single answer across all rows.

	1	2	3	4	5	6	7
Find and initiate conversations with new prospects	Rank Find and initiate conversations with new prospects as 1 out of 7	Rank Find and initiate conversations with new prospects as 2 out of 7	Rank Find and initiate conversations with new prospects as 3 out of 7	Rank Find and initiate conversations with new prospects as 4 out of 7	Rank Find and initiate conversations with new prospects as 5 out of 7	Rank Find and initiate conversations with new prospects as 6 out of 7	Rank Find and initiate conversations with new prospects as 7 out of 7
Qualify the prospect to determine if a face-to-face meeting is needed	Rank Qualify the prospect to determine if a face-to-face meeting is needed as 1 out of 7	Rank Qualify the prospect to determine if a face-to-face meeting is needed as 2 out of 7	Rank Qualify the prospect to determine if a face-to-face meeting is needed as 3 out of 7	Rank Qualify the prospect to determine if a face-to-face meeting is needed as 4 out of 7	Rank Qualify the prospect to determine if a face-to-face meeting is needed as 5 out of 7	Rank Qualify the prospect to determine if a face-to-face meeting is needed as 6 out of 7	Rank Qualify the prospect to determine if a face-to-face meeting is needed as 7 out of 7
Focus the meeting on the business opportunity	Rank Focus the meeting on the business opportunity as 1 out of 7	Rank Focus the meeting on the business opportunity as 2 out of 7	Rank Focus the meeting on the business opportunity as 3 out of 7	Rank Focus the meeting on the business opportunity as 4 out of 7	Rank Focus the meeting on the business opportunity as 5 out of 7	Rank Focus the meeting on the business opportunity as 6 out of 7	Rank Focus the meeting on the business opportunity as 7 out of 7
Demonstrate patience to ask enough questions to truly understand the prospect's need	Rank Demonstrate patience to ask enough questions to truly understand the prospect's need as 1 out of 7	Rank Demonstrate patience to ask enough questions to truly understand the prospect's need as 2 out of 7	Rank Demonstrate patience to ask enough questions to truly understand the prospect's need as 3 out of 7	Rank Demonstrate patience to ask enough questions to truly understand the prospect's need as 4 out of 7	Rank Demonstrate patience to ask enough questions to truly understand the prospect's need as 5 out of 7	Rank Demonstrate patience to ask enough questions to truly understand the prospect's need as 6 out of 7	Rank Demonstrate patience to ask enough questions to truly understand the prospect's need as 7 out of 7
Avoid generic proposals and recommendations	Rank Avoid generic proposals and recommendations as 1 out of 7	Rank Avoid generic proposals and recommendations as 2 out of 7	Rank Avoid generic proposals and recommendations as 3 out of 7	Rank Avoid generic proposals and recommendations as 4 out of 7	Rank Avoid generic proposals and recommendations as 5 out of 7	Rank Avoid generic proposals and recommendations as 6 out of 7	Rank Avoid generic proposals and recommendations as 7 out of 7
Deal with objections	Rank Deal with objections as 1 out of 7	Rank Deal with objections as 2 out of 7	Rank Deal with objections as 3 out of 7	Rank Deal with objections as 4 out of 7	Rank Deal with objections as 5 out of 7	Rank Deal with objections as 6 out of 7	Rank Deal with objections as 7 out of 7
Ask for the business	Rank Ask for the business as 1 out of 7	Rank Ask for the business as 2 out of 7	Rank Ask for the business as 3 out of 7	Rank Ask for the business as 4 out of 7	Rank Ask for the business as 5 out of 7	Rank Ask for the business as 6 out of 7	Rank Ask for the business as 7 out of 7

6. Which of the following have you done, or are you considering doing as we enter this next phase of COVID-19?

Space Cell	Done	Considering	Not Considering	Not Applicable
Reinstate salespeople from furlough or layoff	Reinstate salespeople from furlough or layoff: Done	Reinstate salespeople from furlough or layoff: Considering	Reinstate salespeople from furlough or layoff: Not Considering	Reinstate salespeople from furlough or layoff: Not Applicable
Reinstate customer service representatives from furlough or layoff	Reinstate customer service representatives from furlough or layoff: Done	Reinstate customer service representatives from furlough or layoff: Considering	Reinstate customer service representatives from furlough or layoff: Not Considering	Reinstate customer service representatives from furlough or layoff: Not Applicable
Offer financial incentive for returning to the road	Offer financial incentive for returning to the road: Done	Offer financial incentive for returning to the road: Considering	Offer financial incentive for returning to the road: Not Considering	Offer financial incentive for returning to the road: Not Applicable
Reset quotas	Reset quotas: Done	Reset quotas: Considering	Reset quotas: Not Considering	Reset quotas: Not Applicable
Redefine weekly or monthly key performance indicators	Redefine weekly or monthly key performance indicators: Done	Redefine weekly or monthly key performance indicators: Considering	Redefine weekly or monthly key performance indicators: Not Considering	Redefine weekly or monthly key performance indicators: Not Applicable
Offer special incentive on new sales	Offer special incentive on new sales: Done	Offer special incentive on new sales: Considering	Offer special incentive on new sales: Not Considering	Offer special incentive on new sales: Not Applicable
Offer special program or contest to accelerate refilling the sales pipeline	Offer special program or contest to accelerate refilling the sales pipeline: Done	Offer special program or contest to accelerate refilling the sales pipeline: Considering	Offer special program or contest to accelerate refilling the sales pipeline: Not Considering	Offer special program or contest to accelerate refilling the sales pipeline: Not Applicable
Enter another option	Other: Done	Other: Considering	Other: Not Considering	Other: Not Applicable

7. What impact is the coronavirus having on your sales results?

8. What is your company doing to ensure your ability to collect from clients? (Select all that apply.)

Reconfirm/double-check the customer's credit status
Require cash on delivery
Ask for deposits
Have sales reps contact customers to discuss the customer's credit status
Have financial services reps contact customers to discuss the customer's credit status
Prioritize shipments based on the customer's perceived credit-worthiness
We are doing nothing different
Other - Write In Please enter an 'other' value for this selection.

9. Which of the following best describes your role?