Resources

The Sales Management Association's Sales Operations Advisory Board, a panel of senior sales operations practitioners, academics, and thought-leaders, observes that a small number of issues represent critical priorities for sales operations. The Board's guidance shapes the Sales Management Association's focus and research in specific content areas for the benefit of...Read more

Fair and effective sales force quotas are essential to achieving corporate revenue goals. Sales Compensation plans - no matter how well-designed – can be effective if the sales quotas are not set properly. But how do you know if your quotas are set properly? What is the best way to...Read more

I need a stack rank of your team. Have the updated forecast ready by the end of the day. Get those new hires up to speed faster. Requests, or demands, like these can come quick and often from CEOs to sales managers—stealing precious time from effectively managing their sales teams....Read more

Sales force incentive compensation is critical to driving sales growth, and can be one of the largest expenses of an organization. For this reason, it is imperative to continually evaluate incentives and support processes to ensure accuracy and effectiveness.  Inaccuracies, weak performance reporting and inflexible systems can be as harmful...Read more

The Great Recession that followed the 2008 –’09 economic collapse forced many firms to reduce selling expense in the face of declining demand. As recovery dawns, some sales leaders question if their sales organizations have the capacity to fully exploit future growth opportunity. It would appear that with fewer sales...Read more

Quota management – the process of forecasting performance, assigning goals, and administering changes – plays a crucial role in the success of the sales compensation plan, not to mention a sales organization's overall performance management efforts. In this Sales Management Association webcast, Hewitt Associates’ Scott Sands, National Practice Leader, Sales...Read more

Few large sales organizations can match EMC’s growth over the past ten years, during which time the global IT firm has enjoyed year-over-year growth rates in excess of 100%, and a four-fold increase in employees to 40,000 worldwide. One key to its remarkable growth record is its focus on sales...Read more