Customer survey critical success factors

You can’t read the minds of your customers but you can do the next best thing: ask them what they’re thinking.

That’s why so many successful companies have learned the value of conducting customer surveys. Unfortunately, not all customer surveys lead to increased customer satisfaction. In fact, a poorly designed or poorly executed survey can decrease customer satisfaction by eroding confidence in the company’s management.

In this series of articles, we will help you identify and understand the 10 critical components of a successful customer survey program:

  1. Determine objectives
  2. Select a data collection method
  3. Get buy-in from managers
  4. Develop the process
  5. Create a schedule
  6. Select a supplier
  7. Develop the questionnaire
  8. Get buy-in from stakeholders
  9. Analyze results
  10. Take action

This information will help ensure that your customer surveys yield valuable information and actionable results. So stay tuned to this site or subscribe to this blog in the reader of your choice.

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Market Research Salary Data

The salary data listed below were obtained by MarketResearchCareers.com from more than 700 market research professionals in Q1, 2008 and is available within the in-depth industry report, 2008 Annual Survey of Market Research Professionals.

Top 10 Job Titles Avg. Salary
Research Analyst $51,314
Project Director $60,878
Senior Research Analyst $67,875
Senior Project Director $71,423
Account Executive/Manager $73,366
Research Manager/Director $83,054
Senior Account Executive/Manager $93,833
Senior Research Manager/Director $104,037
Vice President $123,438
Senior Vice President $126,328
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Why some employee surveys fail

Despite the best efforts and intentions, sometimes the employee survey process fails to produce meaningful organizational change. Here are the four common reasons this can occur.

1. Lack of management buy-in

Human Resource executives often initiate employee surveys with the goal of identifying ways to improve the work environment for employees. If senior management is not fully committed to the process of discovering and implementing meaningful changes, employee surveys can become little more than intellectual exercises. As a result, when the organization conducts surveys without providing feedback to respondents and/or acting on the results, employees become dissatisfied and disengaged from the process.

To avoid this common pitfall, see Best practices for employee surveys – Step 3: Get buy-in from managers.

2. False sense of security

Sometimes management seeks to learn how the organization is doing compared to other companies. For this reason, some employee survey providers offer comparative data. However, these comparisons can be misleading or misused.

For example, if the organization is rated consistent with other companies, management may erroneously conclude that there is no need to make changes. Or if an important rating is low on an absolute basis but consistent with or higher than other companies, management may decide that the results are “good enough” despite what employees consider to be a significant problem.

For these and other reasons, we discourage the use of comparative data. After all, you know how your company needs to be rated if employees are to be considered satisfied. Focusing on other companies instead of your own can lead to serious flaws in analysis.

3. Executive denial

When results are below average, management frequently discounts the significance by blaming the timing of the survey (during a business downturn, time of high employee turnover, etc.) or the way some questions were worded. Thus, they may conclude that the results are actually not problematic and do not warrant any corrective action.

This scenario tends to evolve when the company has failed to establish meaningful objectives for the employee survey and/or failed to achieve management buy-in to the process and/or questionnaire. This outcome can be demoralizing to employees who provide their candid feedback and then find that nothing changes.

4. Poor intentions

In some companies, management either conducts employee surveys to identify scapegoats or reacts to poor ratings by punishing the managers responsible for those areas. When this happens, the morale of both employees and managers will suffer.

Bottom line

The best foundation for conducting employee surveys is a management team that is fully engaged in and committed to the process of solving the problems that employees identify in their work environment.

See also: Best practices for employee surveys

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Best practices for employee surveys – Step 15: Take Action

Previous Steps
1. Determine Objectives
2. Select a data collection method
3. Get buy-in from managers
4. Develop the process
5. Create a schedule
6. Select a supplier
7. Develop the questionnaire
8. Get buy-in from stakeholders
9. Get buy-in from employees
10. Develop the invitation
11. Ensure a high response rate
12. Get candid responses
13. Create a positive experience for respondents
14. Analyze results

Step 15: Take action

In Step 14, I offered 10 some suggestions to help you effectively analyze your employee survey results. In this final installment, here are some strategies and tactics to ensure that your company takes appropriate actions with the survey results.

At this point, your company has invested valuable resources to conduct and analyze an employee survey, employees have provided honest responses, and you have a thorough report which includes:

  1. Executive Summary: One or two pages/slides of high-level results
  2. Implications: What these results mean for the company
  3. Recommendations: What the company should do about the results and implications
  4. Detailed Results: All of the findings including:
    - Data tables
    - Subgroup analysis
    - Analysis of Verbatim Comments

 

Now is the time to take action. Although every organization is unique, here is a process that tends to work well in most.

Meet with the senior leadership team. In my experience, it is considerably more effective to meet with the team as a whole rather than holding a separate meeting with each individual member. One two-hour meeting with the entire team should accomplish each of the following objectives.

  1. Present the results. Spend one hour focusing on the Executive Summary, Implications, and a brief run-through of the Detailed Results (don’t get bogged down in the minutae – you can always spend more time with a manager who wants to drill down, but avoid the pressure to do it in this meeting).
  2. Do a “gut check.” Ask the team what, if any, of the results took them by surprise. Next, ask if there is anything they saw that they don’t believe.
  3. Discuss the recommendations. See if there is agreement about what the company should do about the results. Ask if there is anything that should be added to the list.
  4. Determine next steps.
    - Who will receive the results of the survey?
    - What level of detail is appropriate for each audience?
    - Who is responsible for implementing each recommendation?
    - What is the goal?
    - How will results be measured?
  5. Plan the next survey. Before the meeting adjourns, ask for feedback about the perceived value of the employee survey. What, if anything, should be done differently next time? When should the next employee survey take place?

 

Bottom Line

Taking effective action on the employee survey results generally involves the senior management team. Following these suggestions will ensure a successful outcome and increase the effectiveness of future employee surveys.

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Best practices for employee surveys – Step 14: Analyze results

Previous Steps
1. Determine Objectives
2. Select a data collection method
3. Get buy-in from managers
4. Develop the process
5. Create a schedule
6. Select a supplier
7. Develop the questionnaire
8. Get buy-in from stakeholders
9. Get buy-in from employees
10. Develop the invitation
11. Ensure a high response rate
12. Get candid responses
13. Create a positive experience for respondents

Step 14: Analyze results

In Step 13, I offered 10 tips to ensure a positive experience employee survey respondents. Here are some suggestions to help you effectively analyze the survey results.

Data is not insight

The amount of data generated by an employee survey can be astounding. When faced with a mountain of data, the task of distilling it into actionable insight can seem daunting. At this point, it is critical to understand that:

“Data is not information any more than 50 tons of cement is a skyscraper.” – Clifford Stoll

Failing to heed the wisdom of this observation, many employee survey analysts succumb to the temptation to do a “data dump” and inundate executives with a mass of data - a decision that generally leads to frustration, indecision, and devaluation of the employee research process.

On the other hand, effective analysts understand that there are different audiences with distinct levels of interest in the results and implication of the research. To accommodate each audience, it is wise to include the following components in the analysis and reporting:

  1. Executive Summary: One or two pages/slides of high-level results
  2. Implications: What these results mean for the company
  3. Recommendations: What the company should do about the results and implications
  4. Detailed Results: All of the findings including:
    - Data tables
    - Subgroup analysis
    - Analysis of Verbatim Comments

 

Bottom Line

Effective analysis and presentation of survey responses is a critical component of the employee survey process. Following these suggestions will increase the odds of having employee feedback effect meaningful change in the organization.

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Best practices for employee surveys – Step 13: Create a positive experience for respondents

Previous Steps
1. Determine Objectives
2. Select a data collection method
3. Get buy-in from managers
4. Develop the process
5. Create a schedule
6. Select a supplier
7. Develop the questionnaire
8. Get buy-in from stakeholders
9. Get buy-in from employees
10. Develop the invitation
11. Ensure a high response rate
12. Get candid responses

Step 13: Create a positive experience for respondents

In Step 12, we discussed how to get candid responses from employees. Here are 10 tips that will help ensure a positive experience for those who participate in the employee survey.

Invitation

  1. Tell employees how long it will take to complete the survey. This should be included in the survey invitation. Be truthful. A maximum of 30 minutes should be the norm. If your survey exceeds this limit, find a way to pare it down.
  2. Tell them why you are conducting the survey. This should also be included in the survey invitation. Focus on the benefits to them such as better communication, training, etc.
  3. Send the invitation at a good time. The best times to email the invitations are typically: (1) Tuesday – anytime; (2) Wednesday – early in the day; (3) Monday – midday. The worst times are Fridays and weekends.
  4. Send a reminder. Some people will take your survey right away. Others will need a follow-up email reminder with the survey link included. One reminder at the mid-point of the data collection period is best. Never send more than two reminder emails.
  5. Questionnaire

  6. Make surveys as short as possible. Eliminate non-essential “nice to know” questions and include only the critical “must know” questions.
  7. Make questions clear and concise. Write the questions with the respondents in mind. Use as few words as possible. Avoid jargon. Make it crystal clear what you are asking. If a fifth-grader wouldn’t immediately understand the question, rewrite it.
  8. Make responses as easy as possible. Used closed-ended responses (radio buttons and check boxes) whenever possible. Minimize open-ended and ranking/allocation responses.
  9. Make the first page short and simple. Let respondents start answering questions right away. Don’t include detailed instructions on the first question. The quicker they can start responding, the more likely they are to complete the entire questionnaire.
  10. Use a progress meter. Respondents typically like to know how close to completion they are as they work through the questions. Using a progress meter relieves anxiety and reduces the percentage of incomplete surveys.
  11. Don’t force responses to questions that employees may be unable or unwilling to answer.

Bottom Line

Ensuring a positive experience for respondents is essential for achieving a high response rate and capturing thorough, honest feedback.

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Best practices for employee surveys – Step 12: Get candid responses

Previous Steps
1. Determine Objectives
2. Select a data collection method
3. Get buy-in from managers
4. Develop the process
5. Create a schedule
6. Select a supplier
7. Develop the questionnaire
8. Get buy-in from stakeholders
9. Get buy-in from employees
10. Develop the invitation
11. Ensure a high response rate

Step 12: Get candid responses

In Step 11, we covered a few tips for ensuring a high response rate. Here are some additional suggestions to help ensure that you get candid responses from employees.

The best way to obtain candid responses in an employee survey is to

  1. Create a process that ensures the anonymity of each employee’s responses
  2. Remove employee’s natural suspicions by clearly, effectively, and consistently communicating the anonymous nature of the survey and the confidentiality of their responses

 

Process

One significant benefit of using a professional market research firm to administer and analyze employee surveys is the ability to create and leverage a closed system that insulates employees from retribution for their candid feedback.

If the survey is conducted in-house, some skeptical employees will inevitably withhold or alter their true opinions for fear that any negative statements could be used against them. However, when the survey is conducted by a third party, these suspicions are greatly reduced.

Communication

No matter how effectively you plan the process to ensure anonymity, it is absolutely essential that the confidentiality of employee responses is communicated effectively and repeatedly. In each important communication with employees (pre-survey announcement, invitation, and reminder), be sure to communicate:

  • The purpose of the survey
  • How their anonymity is ensured
  • Who will collate and analyze the results
  • How the results will be used

 

Bottom Line

The quality of employee survey responses is as important as the quantity. Following these steps will put employees at ease about confidentiality and yield honest, candid feedback.

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Best practices for employee surveys – Step 11: Ensure a high response rate

Previous Steps
1. Determine Objectives
2. Select a data collection method
3. Get buy-in from managers
4. Develop the process
5. Create a schedule
6. Select a supplier
7. Develop the questionnaire
8. Get buy-in from stakeholders
9. Get buy-in from employees
10. Develop the invitation

Step 11: Ensure a high response rate

In Step 10, you created the survey invitation. Here are a few tips for ensuring a high response rate.

  • Publicize the survey before the data collection begins (approximately one week)
  • Write an effective invitation (see Step 10)
  • Make it clear that the survey can be completed on company time
  • Assure employees that all responses will be confidential (if using a third party to administer and analyze the survey, let employees know that their responses will be received directly by the research firm and that no one in your organization will see their individual ratings)
  • Send reminder messages (see How and when to send reminders for online surveys)
  • When the results come in, share some of the findings with employees
  • Act on the results

 

Bottom Line

A high response rate is a critical component of a successful employee survey. These steps will help increase both the quantity and quality of the data you receive.

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Best practices for employee surveys – Step 10: Develop the invitation

Previous Steps
1. Determine Objectives
2. Select a data collection method
3. Get buy-in from managers
4. Develop the process
5. Create a schedule
6. Select a supplier
7. Develop the questionnaire
8. Get buy-in from stakeholders
9. Get buy-in from employees

Step 10: Develop the invitation

In Step 9, you got buy-in from the employees who will be completing the questionnaire. Now it is time to create the invitation you will use to encourage them to participate.

E-mail invitations are the preferred method for requesting participation in online employee surveys. As a rule, the survey invitation should communicate:

  1. That the recipient is being invited to take part in an employee survey
  2. The purpose of the research
  3. Who is conducting the research
  4. How to complete the survey
  5. How long the survey will take
  6. How the privacy of survey respondents is protected

 

Sample Invitation

Subject Line: ABC Employee Survey
____________________________________________________________________________

You are invited to participate in an online survey regarding your opinions of our company.

The purpose of this research is to help us better obtain your feedback on issues such as communication, teamwork, and management, which will help us better understand what is working well and what needs additional focus.

The research is being conducted by an independent research firm and all responses are strictly anonymous.

The questionnaire takes 10 to 20 minutes to complete. We need your input by the end of day on [date], so please respond as soon as possible.

To get started, please click the link below or paste this url into the address field of your web browser:

www.toddhollander.com/survey/abc0807

Bottom Line

A well-crafted invitation is a critical component of an effective employee survey process.

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Best practices for employee surveys – Step 9: Get buy-in from employees

Previous Steps
1. Determine Objectives
2. Select a data collection method
3. Get buy-in from managers 
4. Develop the process 
5. Create a schedule 
6. Select a supplier
7. Develop the questionnaire
8. Get buy-in from stakeholders

Step 9: Get buy-in from employees

In Step 8, you got approval of the questionnaire from the various stakeholders in the company. Now it it time to get buy-in from the employees who will be completing the questionnaire. 

Key Questions

  • Are your employees likely to share their thoughts with you without fear of retaliation for negative ratings or comments?
  • Do they trust you to be good stewards of their candid feedback?
If the answer to either question is “No,” the value of an employee survey is diminished because in order to provide honest feedback, employees must trust the organization’s leadership to use their responses appropriately.
 

Eliminate Obstacles

The best way to alleviate concerns is to make the survey responses anonymous. However, some employees may still suspect that the company will be able to track their IP addresses and link responses to individual employees. Respect these natural concerns and educate employees about how the data is collected and stored.
 
Here are several important steps that can significantly increase not only the participation rate but also the depth and candidness of responses:
 
  • Effective communication from senior leadership regarding:
    • The importance of the survey
    • The purpose
    • Anonymity of responses
    • How the results will be used
  • Providing an adequate window of opportunity for employees to complete the survey (as a rule, 5 to 10 working days)
  • Allowing them to access the survey from any computer
  • Giving 24 / 7 access to the survey so they can complete whenever they want
These steps will help make employees stakeholders in the survey by assuring them of the importance of the survey and the safety of providing candid responses.
 

Important Reminder

After the survey has been completed and analyzed, management must ensure that no employee is ever singled out or identified for their feedback.
 

Bottom Line

Getting buy-in from employees is a critical step in the employee survey process that will increase both the quality and quantity of the responses.

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