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For the third year in a row, we surveyed over 200 sales managers, sales directors and VP Sales to gain insight into sales management heading into the mid-part of 2017.

We focused on coaching, competitions, compensation, training, motivating salespeople and where we, the sales management industry are heading, and most importantly – how we can improve our future!

It’s no surprise that the sales management landscape is changing. You’ve probably heard about these “millennials” taking over our workplace and placing higher demand on management to “engage them” . Think what you want, but it’s a real trend and it’s something that as a leader, you must deal with.

These new demands mean that sales is changing, and how we motivate, manage and build sales teams needs to change with it.

With this short report, we aim to highlight some of the ways in which sales management is changing, but also touch on some of the area’s where we are clearly lagging behind and where there is room for improvement.

The report is split into 4 sections:

  1. Motivating Salespeople – what works and what doesn’t?
  2. Sales Coaching
  3. The use of Sales Competitions as a Motivator
  4. The Future of Sales Management



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James Pember
CEO Sparta, gamification & performance management technology for the world's biggest and most-loved enterprise brands.Passionate about performance. Passionate about helping companies drive change. Love the intersection of behaviour, business, psychology and technology. One-time marathon finisher (probably won't try again).