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Sales Performance Research

Sales Performance Research

Blind Faith and the Bottom Line:

What's Driving Sales Performance?

No matter how well a company is run, if the sales teams are underperforming, then the organisation will fail to live up to its true potential. It’s a given that the most successful companies are always looking for ways to improve their sales performance - but where and how should you look?

In 2006 we launched this research to identify what is and isn't working in the UK’s sales teams, and to help teams improve their performance.

Discussing the issues with the Institute of Sales & Marketing Management (ISMM) and the Sales Training Association (STA), we focused on the current strengths and development needs of UK sales teams in five key areas:

  • Leadership
  • Motivation
  • Skills
  • Process
  • Marketplace

This research provides real ammunition for anyone convinced that the best way to unlock the true potential of salespeople is to invest in longer-term learning and professional development backed by a culture that embraces coaching for high sales performance.

Backed by the ISMM (Institute of Sales & Marketing Management) , working in association with USP Coaching and Training and the STA (Sales Training Association) this research was conducted in 2006. The findings are based on the input of 426 participants from 19 organisations including; o2, GlaxoSmithKline, Masterfoods, Janssen-Cilag UK and Xerox UK & Europe.

"This survey suggests that there is potential for salespeople to benefit from long-term learning and development in the same ways as other professionals such as accountants and engineers.  Surveys like this are extremely valuable in identifying the challenges that companies still have to meet". 

Carol Pillinger, Education Director, ISMM

"Despite its obvious importance to the health of companies and the economy, the sales function is still a relatively under-researched area. index360's contribution to the knowledge about sales performance is welcome and interesting. This research is notable for the number of participants involved, the extent of information gathered and the thoroughness with which it was complied".

Beth Rogers, Research Director, ISMM, Programme Manager for Sales Management, Portsmouth Business School and the Chair of the Sales Steering Group, MSSSB

Our research focused on the current strengths and development needs of sales teams in terms of five drivers:

  • leadership
  • motivation
  • skills
  • processes
  • understanding of the marketplace

We gathered the data using salesPerformanceindex360©.


For more information, download a copy of the Executive Summary.


If you would like to obtain a copy of the complete Findings Report please Contact us or call Valerie Heritage on +44 (0)116 2596896.



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