Resources

The Sales Operations function is uniquely positioned to drive adaptive change within the organizations they support. With its access to critical data, Sales Ops enables informed decision making and contingency planning; with its close links to field resources, Sales Ops can also drive fast and efficient change implementation. Both roles...Read more

SMA's Sales Operations Advisory Board recently identified a list of issues critical to sales operations. Near the top of their list: improving forecasting accuracy and pipeline management effectiveness. In this Sales Management Association Case Study Webcast, Sales Operations Advisory Board member Kate Laneve, Director of Sales Operations at NCR, shares...Read more

The Sales Management Association's Sales Operations Advisory Board, a panel of senior sales operations practitioners, academics, and thought-leaders, observes that a small number of issues represent critical priorities for sales operations. The Board's guidance shapes the Sales Management Association's focus and research in specific content areas for the benefit of...Read more

Fair and effective sales force quotas are essential to achieving corporate revenue goals. Sales Compensation plans - no matter how well-designed – can be effective if the sales quotas are not set properly. But how do you know if your quotas are set properly? What is the best way to...Read more

I need a stack rank of your team. Have the updated forecast ready by the end of the day. Get those new hires up to speed faster. Requests, or demands, like these can come quick and often from CEOs to sales managers—stealing precious time from effectively managing their sales teams....Read more

Sales force incentive compensation is critical to driving sales growth, and can be one of the largest expenses of an organization. For this reason, it is imperative to continually evaluate incentives and support processes to ensure accuracy and effectiveness.  Inaccuracies, weak performance reporting and inflexible systems can be as harmful...Read more

The Great Recession that followed the 2008 –’09 economic collapse forced many firms to reduce selling expense in the face of declining demand. As recovery dawns, some sales leaders question if their sales organizations have the capacity to fully exploit future growth opportunity. It would appear that with fewer sales...Read more