Sales organizations invest in salesperson training, but often overlook the management activity most important to sustaining salesperson development: sales coaching. Even where coaching is emphasized, managers may struggle to make it consistent, focused, and effective. Too often, coaching is a pipeline inspection exercise, not a driver of salesperson capability improvement...Read more
Webcast
New Research on Addressing Sales Effectiveness Bottlenecks 
22 July 2026
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Many sales forces are plagued with issues that limit effectiveness. New research from more than 1,000 sales leaders and salespeople suggests that these problems are routinely misdiagnosed or overlooked, often hiding in plain sight. The research offers new strategies for identifying sales force effectiveness issues, diagnosing their root cause, and...Read more
A new sales leader's first 90 days represent a valuable window of opportunity. During this time, new leaders often have a mandate to implement new practices, and find an organization receptive to change. A new leader's actions during this crucial period establish their credibility, standing, and prospects for long-term effectiveness....Read more
Webcast
Research First Look – Managing Sales Organization Strategy
9 July 2026
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Join us on this webcast for a first look at recently concluded research on managing sales organization strategy. Implementing changes in sales strategy requires a broad set of corporate and managerial capabilities. These include assessing market demand, setting achievable performance objectives, providing clear guidance to the sales force, identifying the...Read more
If your Sales Performance Management environment feels harder to operate than it used to, you are not imagining it. Sales organizations are becoming more complex, and their planning cycles are shrinking. At the same time, AI is accelerating the speed of decision making. Yet most companies are still operating SPM...Read more
Webcast
Improving Hiring Outcomes in the Sales Organization
29 June 2026
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Poor hiring decisions are among the costliest management mistakes that contribute to poor sales results. This webcast examines how firms improve the odds of making good hires for sales and sales management roles by implementing a process-driven selection approach grounded in discipline, rigor, and consistency. The session quantifies the often overlooked...Read more
Webcast
Research First Look: Assessing Sales Compensation’s Impact
23 June 2026
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Sales compensation plans change regularly to reflect shifting priorities, but they retain a consistent aim: to positively affect selling behavior and motivate productive effort. Unfortunately, most firms do not consider their sales compensation programs effective, according to recent SMA benchmarking research, despite the often lucrative earning opportunities they present sellers....Read more
Webcast
Rebuilding Incentive Comp Systems: What Leaders Learn Too Late
18 June 2026
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A panel discussion on the SAP HANA migration, SPM modernization strategy, and the realities of enterprise SPM transformation. For SAP Incentive Management customers, the upcoming HANA transition is being positioned as a migration. In practice, many organizations are experiencing something closer to full-scale re-implementation than a routine technical upgrade, one...Read more
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