Sales Manager Training Tactics


As a follow-on study to last year’s research on sales manager training, this research takes a more detailed look at the specific topic, tactics, and priorities given to sales management training initiatives. It benchmarks firms’ investments in manager training, as well as specific approaches used to reinforce learning and measure results.

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Condition of Participation

Research participants are asked to complete an online survey lasting approximately 12 minutes, and may optionally elect to participate in a brief telephone follow-up interview.

Participation Eligibility

The study is open to management practitioners responsible for developing, supporting, or managing a sales force. Target participants are involved in planning, sales effectiveness, executive sales leadership, or strategy in their organizations.

Benefits of Participation

  • A copy of the research findings.
  • An invitation to a Sales Management Association webcast in which summary findings are presented to our audience, in August 2017.

Research Timeline

Research closes 30 July 2017

Research report is expected to publish July 2017


Survey results are only reported in aggregate, and never in a way that would compromise the identity of any single respondent. All individual respondent data are treated with strict confidentiality, and will not be distributed.

Research Underwriting

This research is made possible in part through the underwriting support of Vantage Point Performance.

Vantage Point Performance

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