This document contains a survey about an organization's use of a customer relationship management (CRM) software to track sales performance. It asks questions about whether the CRM tracks inputs and outputs, sales cycles, individual and team performance, and whether representatives embrace using the CRM or avoid entering data. It also questions how CRM results are shared and whether coaching is adjusted based on CRM information.

1. Sales Tracking
Does your organization currently use a Sales CRM (Customer Relationship Management
Software)?
 If so, then identify the CRM used: ______________________
Does the CRM :
1) Track both outputs (results) and inputs (efforts)?: yes ____ no ____
2) Track where your sales representatives are in their sales cycles? yes ____ no ____
3) Compare each individual’s results with their sales team? yes ____ no ____
4) Allow Sales Manager to access individual and team portfolios of accounts?: yes ____ no
5) Provide each Rep with to-do list of client follow up activities? yes ____no ____
6) Is the CRM being utilized to its full capacity?:yes ____ no ____
7) Has your sales team embraced the CRM or do they avoid inputting data? embraced ___ avoid
8) How much time does it take to input data to the CRM each week?: < 1 hour __ 1-2 hours __ >
2 hours ___
 If not, then identify how you currently track your sales representatives performance?:
Weekly reports: ____ Verbal update: ________ Sales Meeting Feedback: ______ Field
Coaching: _____
CRM Questions:
Do the tracking categories align with the repʼs Performance Appraisal goals? yes ____ no ____
Are the CRM results shared with each representative? yes ____ no ____
Do your field coaching calls adjust based on the CRM information?yes ____ no ____
Is your CRM part of a company-wide system? yes ____ no ____
Is the CRM information distributed at Sales Meetings? yes ____ no ____
How long does it take to make a first-time entry?: < 1 min. __ 2-5 mins. __ > 5 mins.
How long does it take to make an updated entry?: < 1 min. ____ 2-5 mins. ____ > 5 mins.