Salesperson Development Priorities

This research investigates the value firms place on specific salesperson characteristics, and compares those priorities with actual sales training and development activities. The research defines how companies answer the question, “What makes an effective salesperson?” and also “How do we develop effective salespeople?” Specific areas of inquiry include salesperson knowledge and skill, as well as achievement drive, attitude, and enthusiasm.

The research also examines firms’ sales force training and development investments, by measuring how, and how well, training efforts match management’s priorities. 

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Condition of Participation

Research participants are asked to complete an online survey lasting approximately nine 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, training, or managing a sales force. Target participants may also be involved in planning, sales effectiveness, executive sales leadership, or strategy in their organizations.

Benefits of Participation

Participants receive a copy of research findings, and an invitation to a Sales Management Association webcast in which summary findings are presented to our audience, anticipated in February 2017.

Research Timeline

Research closes 1 January 2017.

Research report is expected to publish 15 February 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 underwriting support from Integrity Solutions

Integrity Solutions

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