Sales organizations often struggle with forecasting. Keeping up with forecasting's administrative demands often drains valuable selling time away from the sales force, and more often than not fails to yield accurate results. Most firms consider their sales forecasting efforts ineffective. In this session we consider fundamental approaches essential to sound...Read more
Firms expect to accomplish a lot with sales compensation — from attracting and retaining top sales talent, to motivating the right sales behaviors and activities, to aligning sales force investments with the firm's strategic goals. How do they measure success against these varied objectives, and assess the return on their...Read more
Sales forecast accuracy is difficult for most sales forces. Those in business-to-business environments must forecast without the benefit of demand data, often relying on incomplete or error prone inputs from a range of sources. This helps explain why B2B sales organizations routinely cite forecast accuracy as their most vexing challenge....Read more
The Sales Management Association’s incentive compensation plan template library provides spreadsheet templates for commonly used sales compensation plans. Members may find this library useful as a starting point when customizing their own sales organization’s sales compensation plans. These templates may be used by current members at the corporate and individual...Read more
Business Development & Community Relations Manager
17 April 2024
APX Construction Group is seeking candidates with prior experience in developing key relationships, driving large projects and generating sales growth with construction industry. The Sioux Falls market is a hub of opportunity for an ambitious professional Business Development Manager, if you’re a results-oriented professional who thrives in a fast-paced, dynamic...Read more
Sales activity metrics form the basis of a scientific approach to sales productivity, but in making decisions, most sales organizations substitute gut feel or unchallenged assumptions for data. In this webcast, we consider actionable approaches for improving management insights into sales activity, and describe practical approaches for modeling workload and...Read more
Webcast
Solving the Three Most Common Challenges to Designing Effective Sales Territories
29 May 2024
Recent Sales Management Association research identifies three markers of effectiveness in sales territory design in business-to-business sales organizations. These are securing accurate data inputs, leveraging the right technology, and redesigning territories with appropriate frequency. Most firms (58%) do not consider their territory design efforts effective, and the majority of these...Read more
Full Research Report
Optimizing Salesperson Assignments and Territory Design 
9 April 2024
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This research explores management practices related to territory design and optimization. It identifies how organizations assign salesperson responsibilities for prospects, customers, and geographies. The research quantifies management’s satisfaction with current approaches, emerging trends in territory planning, and best practice approaches for optimizing salesperson assignments. 30pps. with exhibits.... You must be...Read more
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