Introduction to the Annual National Sales Study
Each year, we conduct an extensive research among leaders of sales organizations with the aim of discovering what makes sales organizations successful.
This study is conducted at the Rotterdam School of Management, Erasmus University. Supported by SalesQuarters and the Sales Management Association.
The research provides valuable insights into the key factors that contribute to the sales productivity of sales organizations. Through interviews and surveys with experienced sales directors and CCOs, we collect data on a wide range of topics, including:
- Leadership styles and management approaches
- Motivation and engagement of sales employees
- Implementation of sales processes and technology
- Performance measurement and objectives
- Selection, compensation, and development of sales talent
The results of this annual study give us an in-depth understanding of the trends, challenges, and best practices within the sales industry. We then share these insights with our participating organizations, enabling them to optimize their sales strategy and operations and strengthen their competitive position.
By repeating this study year after year, we are also able to identify valuable long-term trends and analyze how sales organizations evolve in a rapidly changing market environment. This allows us to advise sales leaders on the most effective ways to improve their teams and processes and ensure future success.
