2016 Sales Force Productivity Conference - Call for Presentations!

Sales Management Association's sixth annual Sales Force Productivity Conference is 24 - 26 October at Atlanta's Ritz-Carlton Buckhead hotel. We’re accepting presentation proposals now. Have an idea for a workshop, presentation, or panel topic? Let us know! Presentations will focus on these core topics: Aligning Sales Force Strategy. Innovations, Trends, and Best ...

Sales Compensation: A Gold Mine of Challenges and Opportunity

Within the world of employee compensation and total rewards, I can’t think of a more ‘target-rich’ environment than the area of sales compensation. The fact that general salary growth has been relatively flat for all employees over the past several years, just places more of a spotlight on the importance of having sales compensation plans in place that retain and, more importa ...

Video-Based Learning: The Key to Preparing Sales Reps for the Empowered Buyer

This blog has focused recently on the new realities facing B2B sales organizations as buyers take increasing advantage of more information, analysis tools, and online feedback from fellow buyers. Indeed, sales teams have ceded much of the power that traditionally enabled them to enter into the sales funnel and control the flow of information on everything from product/service comparisons to pri ...

How Important is Sales Process for Sales Performance?

As sales managers, it’s our job to drive sales performance. The question is: what actions, specifically, should we take to do that?  Recently, the RAIN Group Center for Sales Research undertook a major study to determine what those actions should be. The results were fascinating, especially as they relate to how sales process correlates to top performance.    For ou ...

Fairness – It Is Deep Within a Salesperson’s DNA

Fairness matters to salespeople.  Research conducted by University of Houston professor Mike Ahearne proved that eliminating overachievement rates and capping payout in the sales comp plan will result in reduced revenue. Even some studies and research in the animal kingdom can be used to better understand salesperson behavior. One study done with capuchin monkeys (which scientists value fo ...