Research Update: Sales Process Adoption and Usage

Aug 14, 2013


Sales process is widely acknowledged as an important feature of a productive sales system, sales process discipline varies widely across firms. This research examines how large business-to-business sales forces are using defined sales processes, their impact on firm performance, and factors contributing to sales process adoption and effectiveness.

Specific areas of focus for this research include:

  • The impact of sales process on sales and profit performance
  • Adoption and use of various sales process by sales organizations
  • Best practices in sales process implementation
  • Rates of compliance with company policy towards sales process adherence
  • Key obstacles that prevent sales process implementation and adoption


Research findings are presented by Bob Kelly, Sales Management Association Chairman, with expert commentary from AchieveGlobal’s Mark Marone, and Lewie Miller, CEO of Qvidian.

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