Resources

Sales organizations employ planning in a variety of ways. This research surveys our membership on these wide-ranging practices in order to determine the current “state of sales planning.” In addition to describing the current practice, the research will clarify levels of planning effectiveness as currently practiced, determine a set of...Read more

Sales compensation change is fraught with peril. Poorly implemented changes can poison sales force morale, erode productivity, and trigger unwanted salesperson turnover. In fact, recent Sales Management Association research reveals that firms with the most amount of sales comp program change are least likely to have effective sales compensation programs...Read more

Sales meetings are expensive investments in sales organization time. When effective, they are value multipliers, returning many times their cost in the form of improved sales force focus and productivity. In this webcast we review how, when, and where sales managers should organize sales meetings, and offer practical tips for optimal...Read more

Great learning events - like many sales kickoff meetings firms are staging in Q1 - can realign and re-energize the sales organization. But often retained learning from these events diminishes abruptly when participants leave. In this webcast, we discuss how to reinforce and retain the important concepts you deliver at...Read more

Sales organizations’ largest single expense (by far) is salesperson compensation. For other firm functions, payroll expense is predictable (if not boring), and not often considered in a strategic context. Sales compensation plans, on the other hand, are rarely the same from firm to firm. They change frequently with management priorities,...Read more

Virtually all organizations see significant changes in the markets and buyers they serve. These changes were increasing in both magnitude and speed before the pandemic, and its impact compounded the disruption already experienced by many. In response, firms are apt to change strategy, value positioning, product offerings, or go-to-market approaches...Read more

This research gathers feedback from current clients of incentive compensation management (ICM) systems and sales performance management (SPM) systems. The survey identifies key issues related to these solutions’ offerings, capabilities, and effectiveness, based on feedback from practitioner users of these systems. We’ve made this research “evergreen,” and expect to issue...Read more

When management assigns salespeople to specific opportunities, accounts, segments, or geographies, they make resource allocation decisions that influence overall sales organization capacity, workload, and productivity. Over time, many small decisions can have outsized impacts. That's why the most effective sales organizations regularly review these resource allocation decisions to ensure they...Read more