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, or enabling (or at least not stifling) that motivation? What best practices are used by sales organizations and sales managers to deploy effective incentive systems, performance management approaches, and employee engagement strategies?
SMA’s Local Chapters will be examining this question in a series of interactive panel discussions and networking events. We’ll use this space as a repository of contact information for meeting attendees, meeting notes and deliverables, and suggested additional resources on the topic.
Chapter meetings addressing this topic
Atlanta | 20 April 2012 : Register
Chicago | 25 April 2012 : Register
Motivating the Sales Force: What's Working For Sales Management?
What makes a motivated sales force? What role do sales leaders play in creating, or enabling (or at least not stifling) that motivation? What best practices are used by sales organizations and sales managers to deploy effective incentive systems, performance management approaches, and employee engagement strategies?
SMA’s Local Chapters will be examining this question in a series of interactive panel discussions and networking events. We’ll use this space as a repository of contact information for meeting attendees, meeting notes and deliverables, and suggested additional resources on the topic.
Chapter meetings addressing this topic
Atlanta | 20 April 2012
Meeting Deliverables • Meeting Notes and Archives • Meeting Attendees
Chicago | 2 May 2012
Meeting Deliverables • Meeting Notes and Archives • Meeting Attendees
Recommend SMA Resources
Making Performance Discussions Meaningful
Coaching Sales Performance: Timeless Principles for Sales Leaders
Online Experts' Exchange: Sales Coaching Best Practices
The Motivation Hub: Effects of Goal Setting and Self-Efficacy on Effort and New Product Sales
Five Things to Get Right When Optimizing Your Incentive Management Program
Are You Paying for Performance?
Research Brief: Are You Wasting the Sales Force's Time?
Literature review
Strategic Sales Management: A Boardroom Issue (see the section on sales organization's "motivation systems")
