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

Webcast

Webcast • Strategy & Planning, Sales Technology, Sales Compensation, Sales Operations, Analytics, Sales Performance Management

The Importance of Key Performance Indicators in Sales Performance Management

July 24, 2012

Key Performance Indicators (KPI's) are performance metrics that drive important management decisions. There are many commonly-used sales performance metrics, including total sales revenues, number of products sold, average order value, and year-to-date sales. Individually, these metrics yield

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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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Webcast

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

Leveraging CRM Data for Next Level Insights

December 12, 2013

CRM and other automation systems have contributed to many sales organizations’ success, yet there is untapped potential in the data they contain. With innovative business analytics and mobile tools, companies can use data to expose sales trends, answer crucial client questions, and allow re

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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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Webcast

Webcast • Sales Technology, Sales Compensation, Sales Operations, Analytics, Sales Performance Management, Territory Management

Territory and Quota Planning Checklist: Preparing for 2014

September 13, 2013

It’s planning season for sales operations departments, the time of year when territory assignments, quotas, and compensation plan changes are considered for the coming year.   Effective quota and territory planning starts with the right mix of standardized practices and field p

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Webcast

Webcast • Strategy & Planning, Sales Technology, Sales Operations, Analytics, Sales Performance Management, Territory Management

Analyzing Sales Productivity: Using Workload, Opportunity, and Performance Metrics For Sales Territory Intelligence

September 08, 2012

Measuring sales force effectiveness is more than simply counting revenue or customer wins. True effectiveness metrics consider performance in the context of available opportunity, and the productivity of assigned sales resources. Using this approach as the basis for deploying salespeople and defi

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Webcast

Webcast • Strategy & Planning, Sales Force Roles, Sales Technology, Sales Operations, Analytics, Sales Performance Management, Territory Management

Case Study: Optimizing Sales Coverage

August 17, 2012

A sales organization’s coverage model aligns its selling resources with customers and market opportunity. Optimizing sales coverage represents an important priority for many firms as they plan for 2013. This Sales Management Association webcast features approaches for improving both sales c

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Webcast

Webcast • Strategy & Planning, Sales Operations, Sales Performance Management, Territory Management

Optimizing Sales Territories: Best Practice Planning Approaches

April 18, 2013

Productive sales forces ensure their salespeople are both effective and efficient. That includes focusing sellers on spending the right amount of time with the right opportunities, doing the right tasks. Achieving the optimal balance of salesperson impact and efficiency requires well calibrated p

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Webcast

Webcast • Sales Operations, Analytics, Sales Performance Management, Territory Management

Quota Setting Best Practices for Sales Operations

October 19, 2011

Effective quota-setting programs are essential for growth planning, strategy, enabling productivity, and measuring results. Drawing from Better Sales Comp Consultants' recently-concluded research on sales operations’ quota-setting practices, this webcast features insights on what&r

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Webcast

Webcast • Sales Process Management, Coaching, Sales Technology, Sales Compensation, Sales Operations, Analytics, Sales Performance Management, Territory Management

Metrics, Process, and Performance Management

August 04, 2011

Sales Operations often serves as the command center for sales analytics. In this session, recorded at The Sales Management Association's May 2011 workshop, "Focusing Sales Operations' Productivity Impact" at DePaul University's Center for Sales Leadership, Jason Jordan

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