State of Sales Annual Barometer Study

The Sales Excellence Hub (SEH), Warwick Business School aims to strengthen connections between sales practice and research to improve the sales profession in the United Kingdom. In order to achieve this, the SEH aims to monitor the state of sales in the UK by asking practitioners about the sales profession and its challenges. The first State of Sales Study 2024 survey has just completed (November 2024). We aim to make this an annual assessment exercise that will act as a barometer of the state of the sales profession and sales organisations in the UK.

The ultimate goal of the State of Sales Study is to provide relevant, research-based insights to sales leaders and professionals to help them master current challenges in sales and achieve sales excellence. The first study was designed to identify priority areas and critical challenges that would benefit most from the research knowledge. It also focused on deepening of our understanding of

·current opportunities (or lack thereof) for professional development,

·the incentives schemes used to reward sales performance, and

·the role that artificial intelligence currently plays in sales in the UK.

The results of the study were presented at the State of Sales Conference. The report can be accessed via the link below.

Sign up to receive the State of Sales Study 2024 Report

If you have any questions about the survey or the work of SEH, please feel free to contact Associate Professor Dr Roland Kassemeier Roland.Kassemeier@wbs.ac.uk or Professor Nick Lee Nick.Lee@wbs.ac.uk.

The State of Sales Study Report

Read the first State of Sales Study 2024 report here.Link opens in a new window