Al usage in the workplace has been characterized as a “jagged frontier” – with few accepted practices and wide variation in Al tool adoption. This research surveys sales organizations to better understand leading practices in integrating Al tools in the sales organization. It identifies Al applications used in sales, measuring...Read more
Full Research Report
AI Usage in the Sales Organization 
4 September 2026
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Al usage in the workplace has been characterized as a “jagged frontier” – with few accepted practices and wide variation in Al tool adoption. This research surveys sales organizations to better understand leading practices in integrating Al tools in the sales organization. It identifies Al applications used in sales, measuring...Read more
Full Research Report
Sales Performance Management (SPM) Solution Practices
4 September 2026
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This research gathers feedback from current clients of sales performance management (SPM) systems, identifying key issues related to these solutions’ offerings, capabilities, and effectiveness. Building on previous versions of SMA’s SPM research, this study updates vendor ratings, user satisfaction ratings, and practitioner insights into SPM platform value creation. These user...Read more
This research gathers feedback from current clients of sales performance management (SPM) systems, identifying key issues related to these solutions’ offerings, capabilities, and effectiveness. Building on previous versions of SMA’s SPM research, this study updates vendor ratings, user satisfaction ratings, and practitioner insights into SPM platform value creation. These user...Read more
Webcast
Three Differentiators of High Performing Sales Organizations: Hiring, Culture, and Decision-Making
4 September 2026
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As sales organizations become more sophisticated operationally, many are discovering that their biggest barriers to growth remain deeply human: talent, culture, and decision-making. Drawing on insights from a national sales leader survey of more than 600 sales organizations, this session explores three of today’s most pressing sales leadership challenges: attracting...Read more
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 sales force’s capability gaps, and directing resources to close those gaps in order to achieve new goals. This...Read more
Full Research Report
Managing Sales Organization Strategy
26 August 2026
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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 sales force’s capability gaps, and directing resources to close those gaps in order to achieve new goals. This...Read more
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
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