The Value Room Institute
The evidence base for sales productivity.
Original research
What makes sellers, managers and teams productive, starting from a structural model of 228 B2B sellers.
Applied research
Tested inside live sales organizations, so every finding arrives with a decision and its economic value.
The benchmark database
Contributed data in common definitions. Over time, the par every sales team can measure itself against.
Technology neutral: the research works with whatever CRM, BI or AI tools a company runs, and endorses none. The Institute publishes and never sells, and its fellows, mentors and affiliates take no part in any engagement.
How it works
- 01
Contribute
A company sends its exports in our definitions: CRM, billing, org chart, survey.
- 02
Get your par
It receives a confidential report: what teams with its structure produce, and where it sits.
- 03
We publish the principles
Findings go out under the Institute's name. No company is ever named.
Modelled on the PIMS program, which did this for business strategy from the 1970s.
Research agenda
People and management
- The Transmission Problem, over time
- Span and the 0.17 Line
- The Hiring Overhang
- The Global Playbook Fallacy
Process and forecast
- The Commit Illusion, industry-wide
- Pressure Discount to Inherited Churn
- The Consumption Gap
Capital allocation
- Return on go-to-market investment
- The Frozen Allocation
- Vendor claims against realized
- The Released Hour
Market structure
- Partner against direct in Latin America
First annual number, Q4 2027: How often judgment wins.
The people behind the research.
20 open seats across four roles
JoinCollaborators take part in a personal capacity. Employers are named for identification only.
Join the Institute.
- See findings before they publish.
- Co-author work under your own name.
- Get the par for your own organization.