Resources

Each year, most sales organizations hold an annual meeting (sometimes called a Sales Kickoff). In recently concluded research on annual sales meetings, the Sales Management Association examines the wide range of practices associated with these meetings, identifying impactful approaches and emerging trends. The research also details practices related to annual...Read more

Today's C-level executives face a mounting challenge - meeting sales performance targets while adapting to rapidly evolving and increasingly digitally-oriented buyers. Success requires sales organizations to effectively onboard, coach, and develop salespeople. New platforms can do so while improving speed and effectiveness in these areas, and increasingly, high-performing sales organizations...Read more

Technology juggernaut Salesforce fields one of the world's largest and most dynamic sales organizations. Learn how they tackle challenges related to go-to-market strategy, territory assignment and optimization, and other crucial decisions affecting sales performance.

Reporting is a cornerstone of sales performance management, and reporting practices in sales organizations are quickly evolving. This research surveys current practices in incentive compensation and sales performance reporting. It identifies management’s priorities and challenges in effective reporting, while surfacing emerging trends and best practice approaches.

Recent Sales Management Association research suggests most firms will ramp up spending on sales learning and development (L&D), and more than 92% will undergo substantial changes in strategy, structure, and value delivery models over the next three years. For many of these firms, the L&D investments they'll make will be...Read more

Digital transformation is fundamentally changing the way sales forces interact with customers, and those customers' expectations of sellers. One crucial area of digital transformation relates to documents. Documents are essential to many business processes, but too often are handled with manual processes that make selling inefficient, sap valuable sales capacity,...Read more

Once a firm establishes the sales organization's strategy and performance objectives, aligning incentive compensation plans to these objectives is a critical next step. This webcast covers the tactical considerations of sales incentive compensation plan design, including selecting the most effective performance measures, determining performance targets, establishing accountability for the plans'...Read more

The sales force's success often depends upon its ability to improve the individual effectiveness of its salespeople. "B" performers - salespeople not yet performing at elite levels - but who are nevertheless proven contributors capable of improvement - represent the best and largest single opportunity to impact individual improvement. This...Read more