Survey Results: What Sales Managers and Reps Say They Need to Succeed in 2017

It is no secret that sales leaders and CEOs want to maximize productivity and performance for their sales teams. However, many leaders struggle to identify exactly what their salespeople truly need to be successful. As a result, they make investments that they hope will improve performance. But, too often, don’t achieve the results they expect.

Capturing the “Voice of the Salesforce” gives the sales force an opportunity to be heard, and helps leaders identify and prioritize investment decisions that will accelerate performance results.

For these reasons, and as 2017 planning approaches, we sought to check the pulse of frontline sales managers and sales professionals to learn what they need to succeed next year. Five hundred and sixty-five participants completed our online survey and provided sufficient demographic information to enable us to analyze different data segments.

Survey participants were presented with a list of performance improvement opportunities in four categories: Creating Demand, Winning Deals, Growing Accounts, and Managing Performance. They were then asked to choose the top three in each category that they thought would have the greatest impact on their success in 2017. The results below are those that received the most votes in the survey.

Summary of Top 3 Findings by Category

You can download the full study by clicking here. For more information, please contact Dario Priolo (, SPI’s Chief Marketing Officer.

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