Many managers ignore their firm's job descriptions, or discount their value to that of HR-driven contrivances. For sales management, we think this approach is a mistake. Properly utilized, job descriptions provide enormous practical value to sales leadership. The Sales Management Association considers job descriptions essential management tools, and recommends that...Read more
This webcast presents the latest update in our ongoing research on sales performance management (SPM) and incentive compensation management (ICM) solution providers. The research gathers feedback from current clients of SPM/ICM systems, identifies key issues related to these solutions’ offerings, capabilities, and effectiveness, and offers provider-specific ratings on performance, user...Read more

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