Resources

Firms routinely change the metrics used to gauge sales organization performance. They may do so in response to changing priorities, restructured sales roles, or shifts in strategy. But too often, management finds a change in metrics fails to correspond with hoped for performance results. In this webcast, we examine the...Read more

Sales organizations frequently implement sales compensation plan changes at the start of the year. Frequently, the success of new plan changes may not be apparent until much later in the year, at which point it can be difficult to course correct. In this webcast, we consider how leading sales forces...Read more

Most companies promote top-performing sellers into management—but few equip them for success. The result? Untrained sales managers can damage culture, stall performance, and slow growth. In this SMA webcast, sales effectiveness expert Mike Kunkle shares a proven, programmatic approach to supporting first-time sales managers. Based on analysis of top-performing managers,...Read more

Join sales effectiveness expert Mike Kunkle for a look at 10 actionable strategies to radically improve your opportunity management and win rates. In the session, Mike details: How to align your sales process with the way modern buyers make decisions. Proven techniques for qualifying, advancing, and closing the right opportunities...Read more

AI is revolutionizing sales efficiency and redefining the nature of sales work. This session explores AI’s impact on selling, sales operations, and enablement—examining how organizations are investing to drive productivity and adapt their structures. Learn how AI moves beyond incremental gains to reshape staffing, workflows, and management roles. Attendees will...Read more

Sales organizations have no trouble setting objectives, but often fail to clearly articulate strategy. As a result, salespeople may understand how much they’re expected to produce, but are unclear on how best to make their number. Sales strategy -- a plan of action to achieve a sales goal -- helps...Read more

Getting adoption for sales methodology is not easy. It requires changing salesperson behavior, and changing behavior at the organizational level is hard work. This webcast addresses the critical determinants of success in sales methodology implementation and adoption. Featuring sales transformation expert Mike Kunkle from SPARXiQ, this session covers: Why adoption...Read more

Firms expect a lot from their sales compensation programs. They design sales comp plans to motivate and direct salespeople, to attract and retain top performing talent, and to produce sales results aligned with business objectives and strategy. But the sales comp plan’s effectiveness isn’t always self-evident. How do managers gauge...Read more