Resources

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

AI is reshaping the way organizations design, manage, and optimize sales performance. In this webcast, we consider new benchmarking research shedding light on how leading sales organizations leverage AI while aligning goals, quotas, incentives, and analytics to drive desired behaviors and results. Topics will include: Designing incentive compensation plans that...Read more

Firms routinely change the metrics used to gauge sales organization performance. They may do so in response to changing priorities, restructured sales roles, or shifts in strategy. But too often, management finds a change in metrics fails to correspond with hoped for performance results. In this webcast, we examine the...Read more

Sales organizations frequently implement sales compensation plan changes at the start of the year. Frequently, the success of new plan changes may not be apparent until much later in the year, at which point it can be difficult to course correct. In this webcast, we consider how leading sales forces...Read more

Most companies promote top-performing sellers into management—but few equip them for success. The result? Untrained sales managers can damage culture, stall performance, and slow growth. In this SMA webcast, sales effectiveness expert Mike Kunkle shares a proven, programmatic approach to supporting first-time sales managers. Based on analysis of top-performing managers,...Read more