Sales Performance Management Priorities


This research examines practices associated with sales performance management (SPM) in sales organizations. The practices include approaches to sales planning, performance forecasting, territory design, resource deployment, quota assignments, and incentive compensation management.

The research identifies which elements of the SPM mix provide the greatest value to sales leadership, and which represent the most important priorities for improvement. It attempts to quantify return on capability investments in SPM disciplines, and uncover best-practice SPM approaches among high-performing firms.

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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 15 June 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 IBM Analytics and Aon Hewitt.

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Aon Hewitt

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