Displaying articles, webcast archives, and management tools for the category "Sales Performance Management". Click here to see upcoming events for this category.
April 21, 2017
This research examines how sales organizations turn data into management ready insights. Doing so often involves aligning the efforts of two distinct populations: managers who must make decisions, and analytics support professionals. This latter group has access to data, but not always
December 29, 2015
Performance data are essential to managing sales organizations; without accurate data, management’s decision-making effectiveness is crippled. This research examines when, where, and how managers consume performance data, and quantifies performance information’s impact on m
Research • Sales Performance ManagementResearch Brief: Measuring Sales Manager Performance
July 08, 2015
Sales managers crucially influence overall sales force performance. How do firms ensure managers are measured on the most impactful metrics? Results from our recent survey explores how firms define and measure the effectiveness of their first-line sales managers (FLSMs).
November 04, 2014
Sales coaching remains a hot topic among sales effectiveness leaders. Our audience shows a persistent interest in sales coaching practice – the coaching approaches managers are using to affect meaningful change in their sales organizations. This research study examines sales mana
June 12, 2012
Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer
Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer Dating back more than a century, companies have used incentives such as commissions and bonuses to motivate anddirect the activities of salespeople. Today, sales force incentives comprise a large portion of sales force pay
March 29, 2012
There are many different types of interactions that take place between sellers and managers, but there is one particular meeting that stands out as near-universal among business-to-business sales forces: the sales pipeline review meeting. During this discussion, the rep and manager go through ind
February 17, 2012
What's Working for Sales Leadership?
We're addressing this sales management effectiveness topic in upcoming chapter meetings. Learn more about SMA’s Local Chapters by signing up to attend a meeting (or consider helping us start a chapter!). What makes a motivated sales force? What role do sales leaders play in creating
October 19, 2011
From SMA's 2011 Sales Productivity and Performance Management Conference
Management's impact on sales productivity begins before the first sales call is made, when the sales deployment model is established. Sales deployment decisions define the who, what, when, where, and how of customer coverage - addressing how many and what type of salespeople will contact whic
Research • Sales Performance ManagementAutomating Sales Performance
April 18, 2011
Should you build, or buy?
Sales Management Association underwriter The TAS Group advises clients on Sales Performance Automation – a “salesperson centric approach to increasing revenue, improving sales forecasts and metrics, and continually reinforcing best practices.” SPA uses technology to enable sales
December 07, 2010
Research Findings from Florida State University's Dr. Leff Bonney
For most organizations, landing the major account is the ideal end goal for individual sales representatives, and the de facto definition of effectiveness for the sales organization. Yet focusing on account wins alone overlooks the importance of selling efficiency. Selling efficiency describes th