Sales Force Adaptiveness

17 March 2022


Sales forces are often faced with obstacles and shifting circumstances that require adaptiveness. To be successful, many salespeople must overcome an array of potential disruptions with creativity and flexibility.

This research investigates how salespeople and sales organizations adapt to such challenges. It seeks to determine which adaptation strategies work best, and in what context; explores salesperson characteristics and selling behaviors associated with successful adaptation, and the degree to which management values specific sales force qualities for the purpose of implementing changes in selling strategy or focus.

Condition of Participation

Research participants are asked to complete an online survey lasting approximately 12 minutes, and optionally may 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$10 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

Participating in the survey provides insight valuable to fellow practitioners and professional peers. Additionally, each respondent will have the option to request a complimentary copy of the most recent survey findings (do this by completing the request for contact information at the end of the survey).
Participants receive:
  • A copy of the findings report on this research topic
  • An invitation to any Sales Management Association webcast in which summary findings are presented to our audience, in June 2022
  • An upgraded associate membership in the Sales Management Association for participants who are not already full members of the association.

Research Timeline

  • Research closes 30 May 2022
  • Research report is expected to publish 15 June 2022


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 VantagePoint Performance.

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