Resources

Fueled by the app economy and an explosion of software-as-a-service offerings, sales organizations of all kinds now incorporate subscription or recurring pricing. This presents unique challenges, especially for sales organizations accustomed to one-time or episodic revenues. In this webcast, we review the basic principles of sound incentive design related to...Read more

Learning sims aren’t new, but interest in them is taking off based in part on the pandemic’s impact. Job categories that require frequent training, and that have traditionally relied on classroom and in person training events are affected as these options have shuttered. Sales organizations especially so, since salespeople now...Read more

Sales organizations make ample and increasing use of "sales process" - routinized sales activities that organize and direct sales effort in ways thought to be most productive and efficient. This webcast offers the first look at recently concluded Sales Management Association research on a wide range of practices associated with...Read more

Traditional sales funnels have limited value in even the stablest of markets. Educated buyers often enter a supplier's sales funnel much later than expected, reducing opportunities for sellers to influence buying decisions. With the sudden onset of a global pandemic, demand and buying behavior are even more unpredictable, causing companies...Read more

Financial services and banking sectors rely on incentive compensation to drive performance and achieve growth goals. Unlike some other industries, however, financial services firms face complicated and changing regulatory requirements. Couple these regulatory requirements with rapid organic growth and substantial M&A activity, and it's easy to see why sales performance...Read more

Sales leadership faces a once-in-a-generation challenge in responding to the COVID-19 coronavirus pandemic. Past crises are instructive for showing the way forward, and for suggesting management's best course of action. Drawing on lessons from 9/11 and the Great Recession, this webcast offers a framework for optimizing leadership, management, and coaching...Read more

The dedicated conference website is now available. Join thousands of leading practitioners in sales effectiveness, sales enablement, sales operations, and sales leadership at the Sales Management Association’s first online conference. This isn’t a conference planned as an in-person event and forced to go online. Instead, we’re crafting an online experience...Read more