Research Projects

Current Research Projects

Study of Social Media and the Sales Organization

Adoption and Emerging Practices

Research Summary

Social media has changed the way customers buy, and redrawn relationships between buyers and sellers. In response, sales operations departments are refocusing support investments, and aligning social media strategy with their sales organizations. This SMA Research Initiative captures current practices, trends, and emerging issues related to the sales organization's use of social media.

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Study of Sales Force Tablet Computing Trends

Trends, Practices and Predictions for Sales' Use of Tablet PCs

Research Summary

Sales organizations are embracing tablet PCs, such as Apple's iPad. Tablet PCs offer unique advantages over other productivity and presentation tools, yet remain an experimental tool for many sales organizations. This research initiative will gather data on key trends in tablet PC adoption by sales organizations, and will identify prevailing practices and usage patterns of those sales organizations using tablet PCs.

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Sales Operations Research Study

Conducted by SMA's Sales Operations Advisory Board

About This Research

We’re updating a research effort that met with lots of interest last year. The research explores key challenges and priorities of Sales Operations departments. Developed by SMA’s Sales Operations Advisory Board, we presented last year’s results at The Conference Board’s Sales Operations Leadership Conference (with help from our Advisory Board member Price Burlington from SAP).

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Coaching Practices Survey

How Do Sales Organizations Coach?

About This Research

Developed by Florida State University's Sales Institute in partnership with The Sales Management Association and The TAS Group, this research investigates various aspects of sales coaching within organizations. The survey is open to practicing sales leaders who coach or support a sales team. Research findings will form the basis of upcoming SMA content on coaching topics. Qualified survey participants will receive a comprehensive report of findings.

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Survey of Incentive Compensation Issues, Priorities, and Challenges

Conducted by SMA's Incentive Compensation Advisory Board

About This Research

The Sales Management Association's Incentive Compensation Advisory Board is conducting this survey. Its purpose is to identify key activities, priorities, and challenges among professionals responsible for managing incentive compensation programs. Participate by completing the online survey questionnaire.

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Participation Incentives

Incentive Title SMA Members: Win an Apple iPad!

For your participation you will be included in a drawing to win a new Apple iPad! Also for a completed survey you will receive the executive summary and a copy of the survey results.

Non-members: Win a 1-year SMA membership

We will randomly select four participants and award them a 1-year SMA membership, valued at $450.

About our research projects

The Sales Management Association supports research that advances sales management practice, and yields practical insight for sales management and sales operations professionals. We urge qualified respondents to participate in the following Sales Management Association-endorsed research efforts.

Your input into these research efforts provides insight beneficial to all sales management and sales operations professionals. Please be sure to check the qualifications for each survey initiative. Honoraria available for completing research will vary, based on research budget, participation targets, and time required by participants. At the end of each survey, you will receive instructions for receiving your honorarium.

Findings reports

Each of our endorsed research initiatives provides participants with a Report of Findings once data collection and analysis are completed. Some research efforts result in additional Research Briefs or other materials published in the Sales Management Association’s Resource Library. For qualified participants who are not members, we provide complimentary access to these additional materials as well.