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Sales team survey questions for the reps who carry a quota

Sixteen questions your reps answer in about four minutes on territory, quota, pricing, pay, leads and tools.

16questions
About 4 minto answer

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Sales Team Survey · answer to move through it

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Question 1 of 16 Your team

How many reps on your sales team carry a quota?

Fewer than 5

5 to 9

10 to 19

20 to 49

50 or more

Question 2 of 16 Territory and quota

My territory has enough potential buyers for me to reach my quota.

1

2

3

4

5

Not at all trueCompletely true

Question 3 of 16 Territory and quota

I understand how my quota for this period was set.

1

2

3

4

5

Not at all trueCompletely true

Question 4 of 16 Territory and quota

The way accounts were divided among the team makes sense.

1

2

3

4

5

Not at all trueCompletely true

Question 5 of 16 Pricing and pay

Our pricing lets me win the deals I am asked to pursue.

1

2

3

4

5

Not at all trueCompletely true

Question 6 of 16 Pricing and pay

Discount approvals come back while the deal is still live.

1

2

3

4

5

Not at all trueCompletely true

Question 7 of 16 Pricing and pay

My compensation plan rewards the deals leadership wants most.

1

2

3

4

5

Not at all trueCompletely true

Question 8 of 16 Leads and pipeline

The leads I receive are a good fit for what we sell.

1

2

3

4

5

Not at all trueCompletely true

Question 9 of 16 Leads and pipeline

I have enough pipeline to reach my quota this period.

1

2

3

4

5

Not at all trueCompletely true

Question 10 of 16 Tools and time

The CRM steps I am asked to follow help me sell.

1

2

3

4

5

Not at all trueCompletely true

Question 11 of 16 Tools and time

Our sales materials answer the objections I hear most often from buyers.

1

2

3

4

5

Not at all trueCompletely true

Question 12 of 16 Tools and time

In a typical week, I spend more of my time selling than on admin work.

1

2

3

4

5

Not at all trueCompletely true

Question 13 of 16 Tools and time

When I flag a problem with the sales plan, it reaches someone who can fix it.

1

2

3

4

5

Not at all trueCompletely true

Question 14 of 16 Confidence

How confident are you that you will hit your quota this period?

1

2

3

4

5

Not at all confidentCompletely confident

Question 15 of 16 In your own words

If you could change one thing about the sales plan next quarter, what would it be?

Question 16 of 16 In your own words

What part of the sales plan is working and should stay as it is?

The 16 sales team survey questions

A sales team survey asks the people who carry a quota whether the plan they sell against is working: territory, quota, pricing, pay, leads and the tools they use every day. Each rep answers these sixteen questions in about four minutes, and you can create your own survey from them in your team's own words.

Plain text, one question per line, with the answer scale.

Your team

The one question about who is answering: the size of their team.

How many reps on your sales team carry a quota?Choose one, requiredhow many answers to expect from the team.

Territory and quota

How territories and quotas were set. Among 313 salespeople, a quota that felt fair went with lower intent to leave.[1]

My territory has enough potential buyers for me to reach my quota.1 to 5, Not at all true to Completely true, requiredwhether territories were cut evenly across the team.
I understand how my quota for this period was set.1 to 5, Not at all true to Completely true, required
The way accounts were divided among the team makes sense.1 to 5, Not at all true to Completely true, required

Pricing and pay

Whether the price wins deals, and whether pay rewards the right ones.

Our pricing lets me win the deals I am asked to pursue.1 to 5, Not at all true to Completely true, required
Discount approvals come back while the deal is still live.1 to 5, Not at all true to Completely true, requiredthe quickest fix, as approval rules are yours to set.
My compensation plan rewards the deals leadership wants most.1 to 5, Not at all true to Completely true, required

Leads and pipeline

Lead fit and lead volume, asked apart, because they have different fixes.

The leads I receive are a good fit for what we sell.1 to 5, Not at all true to Completely true, requiredfit, kept apart from volume in question 9.
I have enough pipeline to reach my quota this period.1 to 5, Not at all true to Completely true, required

Tools and time

The CRM, the sales materials, selling time and the route for raising problems.

The CRM steps I am asked to follow help me sell.1 to 5, Not at all true to Completely true, required
Our sales materials answer the objections I hear most often from buyers.1 to 5, Not at all true to Completely true, required
In a typical week, I spend more of my time selling than on admin work.1 to 5, Not at all true to Completely true, required
When I flag a problem with the sales plan, it reaches someone who can fix it.1 to 5, Not at all true to Completely true, required

Confidence

The outcome item, kept apart so you can read it against the twelve ratings.

How confident are you that you will hit your quota this period?1 to 5, Not at all confident to Completely confident, required

In your own words

Both optional. One change to make and one thing to keep.

If you could change one thing about the sales plan next quarter, what would it be?Open text, optionalthe change your reps would make first.
What part of the sales plan is working and should stay as it is?Open text, optional

How to run a sales team survey

Send it to every rep who carries a quota, two or three weeks before next period's territories and quotas are set, while the answers can still change them. Nothing in it identifies a rep, so share results for the whole team only.

Read each item's spread before its average. Half the team at 5 and half at 1 on question 2 means territories were cut unevenly. Sort the findings into quick fixes, such as approvals, materials and CRM steps, and changes for the next plan. Then tell the team the one change you are making.

When pricing scores low, test it with buyers using price survey questions. If lead fit is the weak spot, profile the customers you already win with customer profile survey questions. A low CRM score points to process improvement questions for that workflow.

Isometric illustration of three territory map tiles of different sizes, one picked out in coral, feeding through a routing line into a single sales funnel beside a small bar chart — Territories of different sizes feeding one sales funnel.

Sales team survey FAQ

What questions should you ask in a sales team survey?

Ask about the parts of the sales plan that leadership sets and reps live with: territory, quota, pricing, discount approvals, compensation, lead fit, pipeline, the CRM, sales materials and selling time. Add one confidence rating and one optional question on what to change.

How often should you survey your sales team?

Plan two rounds a year: once before territories and quotas are set, and once mid-period to check the plan is holding. When the plan itself is being rewritten, pair it with a strategic planning survey for leadership.

Can a sales team survey evaluate individual reps?

Every item here rates the sales plan, so reps can answer candidly without scoring anyone. To rate one rep's skills through their manager and peers, use a 360 degree feedback survey.

Michael Hodge, survey methodology · Updated 26 September 2026 · How templates are reviewed

Sources (1)

DeConinck, J. and Johnson-Busbin, J. "Quota Fairness, Procedural Justice, Turnover Intentions, and Turnover: A Multi-Path Model of Salesperson Perceptions, Support, and Trust." Atlantic Marketing Journal 14(2), 2025. digitalcommons.kennesaw.edu

Ask your reps before the next quota is set

Sixteen questions and about four minutes for each rep.

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