Sales organizations can sometimes undermine their greatest asset - the available time salespeople have to sell. Taken as a whole, this time should be considered the firm's "sales capacity." Unwittingly, many firms diminish sales capacity by loading salespeople with administrative activities, or by not differentiating high return selling activities from...Read more
This research gathers feedback from current clients of sales performance management (SPM) systems. The survey identifies key issues related to these solutions’ offerings, capabilities, and effectiveness, based on input from their practitioner users. Building on previous versions of SMA’s SPM research, this study updates vendor ratings, user satisfaction ratings, and...Read more
Recent SMA research details the impressive productivity advantages enjoyed by sales forces with effective organization cultures. But many managers overlook the importance of aligning sales processes and culture. Poorly designed and supported processes can unwittingly undermine salesperson motivation and engagement, and contribute to salesperson burnout, disaffection, and churn. This web...Read more

Become a member

Become a member
Underwriters Learn more