Sales forces are change-intensive organizations, as are the markets and customers they serve. This research reviews critical change management practices in business-to-business sales forces, focusing on management’s efforts to anticipate and lead high impact change initiatives.
Research outcomes will include management’s change priorities, best practices in change implementation, and analysis that quantifies how specific change management practices correlate with sales organization performance.
Condition of Participation
Research participants are asked to complete an online survey lasting approximately ten 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 sales forces; or who are involved with assessing, communicating, implementing, managing, or optimizing sales strategy within their firm. Target participants are involved in executive leadership, strategic planning, sales effectiveness, sales operations, commercial excellence, sales leadership, or sales enablement in organizations with at least US$1 million in annual revenue, or directly employing at least 10 salespeople. Firms or individuals that market technology, products, or services to sales organizations as a core offering are not eligible to participate in this research initiative.
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.
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.
