Tracking the right performance metrics is critical to any sales organization’s success. But getting the right performance results into the right manager’s hands represents a daunting challenge in a complex selling environment. A tool of pivotal importance in this process is the performance dashboard: an efficiently displayed summary of...Read more
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
Live Stream | March 9, 2022 | 2:00 PM – 3:00 PM EASTERN US TIME This webcast offers SMA members a first look at findings from recently concluded research on sales planning. The research summarizes the wide range of planning approaches used by sales organizations while commenting on the current...Read more

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