Emerging Practices in Sales Training and Development

11 December 2018


Many sales organizations are changing how their salespeople learn and develop skills. These changes may build upon past training methods, or, as in some firms, represent bold new departures from conventional approaches to salesperson learning and development (L&D). This research surveys these developments, identifying current practice and emerging trends.

The research also examines how firms allocate investments in salesperson training, and projects how investment levels and allocations across various approaches is likely to change in the future. For a range of sales L&D approaches, the research quantifies importance ratings, firm effectiveness, and correlation with firm sales performance.

Condition of Participation

Research participants are asked to complete an online survey lasting approximately 12 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

  • 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, in month of April 2019

Research Timeline

  • Research closes 1 April, 2019


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 QStream.

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