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A quick way to increase productivity in business-to-business sales forces is through efficient sales territory design. Sales territories – salespeople's assigned set of customers and prospects –are often created out of expedience or outdated assumptions. A more considered approach yields significant and immediate improvements in sales effectiveness. In this webcast...Read more
Sales compensation is the sales organization's biggest expense by far, and an important growth investment for most business-to-business firms. But sales compensation programs routinely fall short of expectations. Sales Management Association’s research shows only about one-third of sales organizations consider their sales compensation programs effective. Firms with effective sales compensation...Read more

Akeron

6 January 2025

Akeron offers a comprehensive end-to-end SPM solution for the entire incentive compensation management process. It allows teams to plan objectives and manage sales force bonuses, quotas, and territories, enabling firms to achieve sales goals and optimize financial operations. Akeron’s SPM solution address a broad range of commercial performance management processes...Read more
Large firms typically have both a sales function, and a sales force effectiveness (SFE) function. With names like sales operations, commercial effectiveness, revenue operations ("RevOps"), or sales excellence, they provide direction and support to the sales organization, which remains focused on execution. Corporate SFE functions require an unusual combination of...Read more
The Sales Management Association’s advisory services leverage best practice operating benchmarks in sales force effectiveness, collected from thousands of business-to-business sales organizations, and assembled over 15 years of research. We help our member firms assess sales force effectiveness, compare GTM models and sales organization practices with industry norms, quantify performance...Read more

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