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
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Change Leadership: How Sales Managers Develop This Essential Competency ![Full members only Full members only](https://salesmanagement.org/wp-content/themes/salesmanage-new/images/padlock.png)
8 June 2023
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Even before COVID, most sales forces operated against a backdrop of quickening change. The pace and magnitude of change confronting sales leaders is hardly easing well into our post pandemic recovery. Economic uncertainty, a shifting labor pool, and accelerating technological disruption have created a state of semi-permanent “transformation” for sales...Read more
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Mid-Year Planning Approaches for Sales Forces In Transition ![Full members only Full members only](https://salesmanagement.org/wp-content/themes/salesmanage-new/images/padlock.png)
23 May 2023
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Planning plays a crucial role when sales forces implement change, but few sales organizations plan effectively. This makes many slow to respond to market shifts, and poor at implementing transformational initiatives. Organizations effective in sales planning, on the other hand, are faster to market and more nimble. They reorganize and...Read more
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Improving Sales Pipeline Efficiency While Avoiding Salesperson Burnout ![Full members only Full members only](https://salesmanagement.org/wp-content/themes/salesmanage-new/images/padlock.png)
18 May 2023
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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
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Translating Sales Objectives into Territory-Level Priorities ![Full members only Full members only](https://salesmanagement.org/wp-content/themes/salesmanage-new/images/padlock.png)
6 April 2023
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Each year, salespeople receive performance objectives that quantity "how much" they're expected to sell. What's often missing is guidance on "how" they'll make their number. Choosing how, where, and with whom to focus selling effort are decisions that define a salesperson's or sales team's success, but rarely are well supported with data, decision tools,...Read more
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Updating Sales Manager Skills in the Age of Analytics ![Full members only Full members only](https://salesmanagement.org/wp-content/themes/salesmanage-new/images/padlock.png)
7 March 2023
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Analytics inform a growing number of management decisions, but not all managers are well equipped to lead in the age of analytics. It's a competency gap acutely felt in the sales organization, a firm function typically slower than others in adopting analytics-based management. However, this is changing quickly in high-performing...Read more
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Leveraging Metrics in Salesperson Activity, Capacity, and Workload ![Full members only Full members only](https://salesmanagement.org/wp-content/themes/salesmanage-new/images/padlock.png)
23 February 2023
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Another in our instructional series on sales operations topics, this session focuses on strategies for measuring and managing sales force activity, capacity, and workload. It surveys the various ways managers gain insight into what salespeople do, and offers managerial decision frameworks that ensure salesperson effort is put to the best...Read more
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Estimating Potential In Business-to-Business Markets ![Full members only Full members only](https://salesmanagement.org/wp-content/themes/salesmanage-new/images/padlock.png)
25 January 2023
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Estimating potential at the market, segment, territory, or customer level is critically important for sales organizations. By correctly sizing potential, sales forces are better able to deploy resources, set achievable goals, and measure performance. This webcast addresses aspects of market potential estimation that are most important for sales leaders and...Read more