Voice of the Sales Force Survey Results


We recently surveyed nearly 800 sales managers and reps to better understand what they need to succeed in 2018. One of the top needs for growing accounts is a better account planning methodology.

As you plan for the new year, be explicit about the support you need from other functional areas. This should include reviewing your account planning methodology and ensuring that all support needs and commitments are reflected in the approach.

Also, be clear about the amount of new business you expect to generate in existing versus new accounts, the amount of new business you expect to generate in existing accounts, and who you expect to generate those opportunities.

The greater the transparency and buy-in, the more successful the outcome.

We invite you to download the report, and use it to help inform your 2018 sales planning and budgeting activities. If you have any questions, please contact us.


Dario Priolo
Dario Priolo, Chief Marketing Officer

Dario is SPI's Chief Marketing Officer and Demand Generation practice leader. He has over 15 years experience running marketing and demand generation functions in global sales and human capital consulting firms, and consulting with professional services and technology clients on these matters.

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Voice of the Sales Force

This valuable survey report enables you to make more informed investments that improve performance, and achieve the results you expect.