Current Research Projects

Sales Management Best Practices Research


Sales Management Association underwriter Vantage Point Performance is recruiting participants for a study of sales management practices. The study focuses specifically on identifying management practices that result in increased numbers of sellers achieving quota.

Your completed survey will give you access to the findings before Vantage Point Performance publishes them in the follow-up to their best-selling book, Cracking the Sales Management Code.

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Gauging Return on Sales Technology Investments


Sales technology is a growing and increasingly strategic investment for large sales forces. This research identifies how sales organizations prioritize technology’s potential benefits and quantify its return on investment (ROI).

Various approaches for estimating ROI are examined, and various measures of technology impact are prioritized based on importance, accuracy, and prevalence of use.

The research benefits organizations interested in benchmarking their ROI calculation approaches and purchase justification processes with other large sales organizations.

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