Displaying articles, webcast archives, and management tools for the category "Sales Performance Management". Click here to see upcoming events for this category.

research

Research • Sales Technology, Sales Operations, Analytics, Sales Performance Management

Research Brief: Sales Analytics Capabilities

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

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research

Research • Channel Management, Selling Effectiveness, Sales Performance Management

Research Brief: Sales Performance Data’s Impact on Manager Decision Quality

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

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research

Research • Sales Performance Management

Research 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).

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research

Research • Coaching, Sales Performance Management

Management's Sales Coaching Impact

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

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academic research

Academic Research • Sales Compensation, Sales Operations, Sales Performance Management

Breaking the Sales Force Incentive Addiction: A Balanced Approach to Sales Force Effectiveness

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

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research

Research • Sales Process Management, Coaching, First Line Sales Management, Sales Training, Sales Performance Management

The Perfect Pipeline: How To Measure and Manage a Productive Sales Pipeline

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

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local chapter meeting

Local Chapter Meeting • Coaching, Sales Compensation, Sales Performance Management

Motivating the Sales Force

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

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conference archivesThis resource is only available for Archive Eligible members

Conference Archives • Strategy & Planning, Sales Technology, Sales Operations, Sales Performance Management, Territory Management

The Science of Sales Force Deployment

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

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research

Research • Sales Performance Management

Automating 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

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academic research

Academic Research • Sales Compensation, Sales Operations, Sales Performance Management, Configure-Price-Quote

Managing Salesperson Decisions that Impact Profitability

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

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