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Sales Manager Survey

At ABCI, we've learned that sales managers often have difficulty finding and onboarding great salespeople.

Because great sales skills in the aviation industry are absolutely vital to the industry  (and a great complement to great marketing, which is what we do!) we want to help.

We started with a survey of young industry professionals.  Now we'd like to hear from YOU.

Tell us about who you hire, and who you'd like to be able to hire, and what expectations you have for the skills and knowledge they bring with them and/or acquire in the first 90-120 days on the job!

To thank you for your time, respondents will receive one of our printed Aviation Marketing Calendars!   All respondents receive our overwhelming gratitude for doing your part to help improve sales skills across the industry!
1. How much experience do your typical (or desired) New Hires have in Sales?
 
2. Copy of How much experience do your typical (or desired) New Hires have in the Aviation Industry?
 
3. How important are each of these factors in your hiring process?
Not Important
Somewhat
Very Important!
Dresses well, good handshake, great in-person presentation
Looks good and presents well on a Skype/GoToMeeting/Online Conference call
Great basic phone skills
Good Resumé
Great LinkedIn Profile
Great Facebook Profile
Great Interview
Sales Call Role Playing/Coaching
Sales Presentation Review
Aviation industry basics/vocabulary
Sales Basics for the Aviation Industry
Intermediate Sales Skills
Advanced Sales Skills
Marketing Skills Certifications
Sales Skills Certifications
NBAA CAM Certification
Flight Time
Type Ratings
MBA
Sandler Sales Training Graduate
Dale Carnegie Sales Training Graduate
SPI Sales Training Graduate
4. Which of the following skills are important on Day One on the Job?
Bad idea!
Meh
I would love this!
Looks good and presents well on a Skype/GoToMeeting/Online Conference call
Able to appropriately field incoming sales inquiries
Able to prospect for leads on LinkedIn
Able to respond to social media requests on Facebook, LinkedIn, Twitter or Instagram
Able to make outbound sales calls to follow up with existing (warm) prospects
Able to make outbound sales calls to first time (cold) prospects
Aviation industry basics/vocabulary
Able to access/enter data in your CRM
Able to make recommendations on your sales process
5. Which of the following skills are important on Day 90 (Three Months after Hire)
Not Important
Somewhat important
Very important
Looks good and presents well on a Skype/GoToMeeting/Online Conference call
Able to appropriately field incoming sales inquiries
Able to prospect for leads on LinkedIn
Able to respond to social media requests on Facebook, LinkedIn, Twitter or Instagram
Able to make outbound sales calls to follow up with existing (warm) prospects
Able to make outbound sales calls to first time (cold) prospects
Aviation industry basics/vocabulary
Able to access/enter data in your CRM
Able to make recommendations on your sales process
Able to demonstrate progress through the sales process with a number of leads.
Has already made sales.
Has acquired referrals
Has begun the process with existing customers for resales/recaptures.
7. Who should pay for professional development services for aviation sales professionals?
8. Enter your preferences
9. Which of the following describes the amount of time your salespeople are expected to spend on personal/skills development?
10. Are your sales professionals allowed/ expected to spend time on personal development (click all that apply.)
11. Enter your contact information, including the postal address where we should send your Aviation Calendar!
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