Resources

This interactive calculator allows management to project future MAP results based on key improvement variables.  The tool quantifies improvement impact in sales volume, profit dollars, and profit percentage.  This tool is especially useful for illustrating the impact of improvement for individual Sales Representatives, business units, or product categories. The tool...Read more

How do high performing sales teams know what to focus on?  Most rely on sales management for direction on which opportunities (customers, products, segments, channels, etc.) represent the best return on sales effort.  Yet sales management rarely approaches this role with a rigorous, disciplined process. This paper outlines an approach...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