Study of Social Media and the Sales Organization

Adoption and Emerging Practices

Research Summary

Social media has changed the way customers buy, and redrawn relationships between buyers and sellers. In response, sales operations departments are refocusing support investments, and aligning social media strategy with their sales organizations. This SMA Research Initiative captures current practices, trends, and emerging issues related to the sales organization's use of social media.

Research Focus

Specific areas of focus for this research include:

  • Social media's adoption rates by sales organizations
  • ROI related issues for sales organizations' social media use
  • Key implementation issues for social media adoption
  • Sales organizations' future social media investment expectations

What's Required to Participate?

Research participants are asked to complete an online survey lasting approximately 10 minutes, and may optionally elect to participate in a brief telephone follow-up interview.

Research Participants Must Qualify

Qualified participants must be in a sales management, sales operations, or sales effectiveness role in a firm with 20 or more quota-bearing sellers.

Benefits of Participation

Participants receive a free copy of the Participants’ Report, and priority registration for SMA webcasts on research results.

Research Timeline

Survey closes 1 April 2012

Participants’ Report will be completed and distributed by The Sales Management Association by 1 May 2012

Confidentiality

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.

Take the survey