Resources

Implementing changes in sales strategy requires a broad set of corporate and managerial capabilities. These include assessing market demand, setting achievable performance objectives, providing clear guidance to the sales force, identifying the sales force’s capability gaps, and directing resources to close those gaps in order to achieve new goals. This...Read more

Many sales forces are plagued with issues that limit effectiveness. New research from more than 1,000 sales leaders and salespeople suggests that these problems are routinely misdiagnosed or overlooked, often hiding in plain sight. The research offers new strategies for identifying sales force effectiveness issues, diagnosing their root cause, and...Read more

If your Sales Performance Management environment feels harder to operate than it used to, you are not imagining it. Sales organizations are becoming more complex, and their planning cycles are shrinking. At the same time, AI is accelerating the speed of decision making. Yet most companies are still operating SPM...Read more

Poor hiring decisions are among the costliest management mistakes that contribute to poor sales results. This webcast examines how firms improve the odds of making good hires for sales and sales management roles by implementing a process-driven selection approach grounded in discipline, rigor, and consistency. The session quantifies the often overlooked...Read more

Sales compensation plans change regularly to reflect shifting priorities, but they retain a consistent aim: to positively affect selling behavior and motivate productive effort. Unfortunately, most firms do not consider their sales compensation programs effective, according to recent SMA benchmarking research, despite the often lucrative earning opportunities they present sellers....Read more

A panel discussion on the SAP HANA migration, SPM modernization strategy, and the realities of enterprise SPM transformation. For SAP Incentive Management customers, the upcoming HANA transition is being positioned as a migration. In practice, many organizations are experiencing something closer to full-scale re-implementation than a routine technical upgrade, one...Read more

Firms invest heavily in performance measures. They track activity (calls made, proposals sent), and they track results (revenue, quota attainment). But between activity and results lies the factor that best determines salesperson success: proficiency. And almost nobody measures it. This creates a dangerous blind spot. When results are down, managers...Read more

Few firms effectively coach salespeople, even though managers consider coaching important. Hoping to improve coaching, sales organizations often focus on manager training, but this approach assumes the problem is skill -- when the real problem is bandwidth. Whatever designs managers may have on coaching and developing salespeople are too often...Read more