Corporate Best Practices in Sales Performance Management

18 December 2023


This research examines sales organizations’ approaches to sales performance management. It examines a set of core management practices important to guiding and supporting sales organization productivity, including resource and goal allocation, incentive design and management, performance reporting and analytics, and data management.

The research identifies prevailing approaches and best practices in these areas, including the characteristics that differentiate high performing sales organizations. The research findings will offer a framework for assessing firm effectiveness in sales performance management.

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 operations, sales force effectiveness, executive sales leadership, or strategy in their organizations. Participants with the greatest interest in research findings are likely to be directly involved with their organization’s sales performance management efforts, including planning and goal setting, salesperson assignments and territory design, incentive compensation, and sales performance reporting.

Benefits of Participation

Participants receive:

  • A copy of the findings report on this research topic
  • An invitation to a Sales Management Association webcast in which summary findings are presented to our audience.
  • An upgraded. one-year Associate membership in the Sales Management Association (if not already a full member).


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.

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