Sales coaching programs may initially fail to deliver the results management expects. Most programs require careful assessment after implementation, and adjustments, both small and large, to begin generating significant impact. In this session, we review the most common course corrections used to help sales coaching programs get back on track....Read more
Sales forecasting is troublesome for most sales organizations – just 41% consider their forecasting efforts effective. Effective or not, sales forecasting often consumes lots of sales organizations’ time and attention. In this webcast, we consider the elements of effective forecasting for sales organizations. Basic forecasting techniques are reviewed, along with...Read more
The third in a three part series on sales resource utilization. Sales forces are continually pressured to improve productivity. As a result, many leaders’ first response is to focus on improving salesperson effectiveness. But many overlook the significant productivity gains that come from improving efficiency, including those from improving resource...Read more

Designing and Implementing Effective Sales Compensation Plans 
25 October 2023
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Incentive compensation anchors many firms’ sales performance management efforts. Designing effective sales compensation plans is no small challenge for organizations of any size, and SMA’s research shows that fewer than half of firms are effective in sales incentive design. In this webcast, presenters discuss the most important aspects of designing...Read more

Assessing Sales Coaching Program Effectiveness 
19 October 2023
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Firms often find a wide gap between their sales coaching program's effectiveness and the results they'd hoped for when the program was implemented. Closing these gaps depends on a thorough, objective, and credible assessment of current coaching activity. In this session, one in a series on sales coaching program effectiveness,...Read more

Establishing Territories and Salesperson Assignments 
18 October 2023
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The second in a three part series on sales resource utilization. Sales forces are continually pressured to improve productivity. As a result, many leaders’ first response is to focus on improving salesperson effectiveness. But many overlook the significant productivity gains that come from improving efficiency, including those from improving resource...Read more

Research on Planning Practices in Incentive Compensation and Sales Quota Management 
11 October 2023
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Recent SMA research shows that among all sales planning activities, management considers most important to the sales organization’s success the planning it does related to incentive compensation and salesperson quotas. Yet only four in ten firms consider their sales compensation and quota related planning efforts effective. In this study, we...Read more
The Sales Management Association’s sales compensation resources include our library of pay plan templates, viewable here . Each plan is presented in a downloadable spreadsheet template, which members can use to adapt a selected pay plan design to a sales position’s specific pay and performance requirements. We recently added multiple new...Read more