Scaling the High-Growth Sales Force

Early growth stage companies often possess exceptional skills and ideas to get their businesses off the ground. But many face challenges building a sales function that can help the business grow beyond an initial proof of concept. Established firms face similar challenges when launching new offerings substantially different from their core business.

This survey identifies challenges in scaling new sales teams in entrepreneurial (or “intra-preneurial”) environments. It quantifies current practices and their impact on growth performance, and establishes management’s critical priorities for improving sales team effectiveness in growth stage firms.

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Condition of Participation

Research participants are asked to complete an online survey lasting approximately 15 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

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 November 2016.

Research Timeline

Research closes 1 October 2016

Research report is expected to publish 15 November 2016


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 ToutApp.


Take the survey