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Cocktail Hour Oxford Debate

20 September 2023

Watch in horror as four overly argumentative sales thought leaders publicly engage in a moderated, Oxford-style audience debate. Their topic: Over the next 10 years, investments in technology will yield greater productivity gains for sales organizations than will investments in talent development. Paired teams will prepare in advance both an...Read more

Webcast

Analyzing Sales Coverage Using Geospatial Data

20 September 2023

The first in a three part series on sales resource utilization. Sales forces are continually pressured to improve productivity. As a result, many leaders' first response is to focus on improving salesperson effectiveness. But many overlook the significant productivity gains that come from improving efficiency, including those from improving resource...Read more

Webcast

Designing and Implementing Effective Sales Compensation Plans

25 October 2023

Incentive compensation anchors many firms' sales performance management efforts. Designing effective sales compensation plans is no small challenge for organizations of any size, and SMA's research shows that fewer than half of firms are effective in sales incentive design. In this webcast, presenters discuss the most important aspects of designing...Read more

Webcast

Improving Sales Force Motivation

14 September 2023

Motivating a sales team is challenging in the best of times. During the last three years, however, leaders have had to do so even as they navigated global calamity and workforce changes. Sales reps have been on a similar odyssey, striving to hit goals while grappling with new priorities and...Read more

Webcast

Implementing Effective Sales Coaching Programs

6 September 2023

Our benchmarking survey of 205 firms* shows that coaching is considered sales management's single most impactful activity. Yet more than three-fourths (76%) of firms say they provide too little salesperson coaching, and less than half (46%) are effective with their sales coaching efforts. One in a series on sales coaching...Read more

Conference

2023 Annual Conference

7 December 2023

Join us for Sales Force Effectiveness Conference 2023. Learn more on the conference site.

Specialist II, Healthcare Solutions

31 August 2023

Overview Aesculap, Inc., a B. Braun company, is part of a 180-year-old global organization focused on meeting the needs of an ever-changing healthcare community. Through close collaboration with its customers, Aesculap provides advanced technologies for general surgery, neurosurgery and closure technologies. Aesculap continues a proud heritage of leadership and responsiveness...Read more

Sales Manager

30 August 2023

Overview Edith Macy Center is seeking a creative, proactive ‘go-getter’ salesperson to promote and sell the services of the conference center to maximize room and banquet revenue through phone and email solicitation, in-person meetings, and other sales actions. You’ll serve as the hotel representative to prospective clients and customers who...Read more

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