You searched for - Page 108 of 147 - Sales Management Association

Webcast

Sales Performance Management Series Webcast 5: Aligning HR and Sales with Effective Sales Targets

23 January 2017

Our five-part sales performance management series continues with a session on targets and incentives. Setting sales targets and performance incentives are complex sales management challenges. Leadership must balance the need to incentivize while minimizing over-payment risk. This webcast offers frameworks and best practices for establishing effective sales objectives and incentives.

Webcast

The Future of Pipeline Generation

13 January 2017

With a strong enough pipeline, sales teams can consistently hit their numbers. Where should sales leaders invest to ensure a healthy and sustainable pipeline? In this webcast, we help make sense of the dizzying array of pipeline investment alternatives, such as sales development roles, sales communication platforms, and account-based marketing...Read more

Research Brief

Research Brief: Managing Sales Compensation

5 January 2017

Sales compensation overshadows other sales-related expenses, and at times dominates the sales organization's attention. Firms' ability to design, adapt, administer, and communicate their sales compensation programs is therefore a significant management concern. This research examines current sales compensation management practice, quantifies factors differentiating high and low performing firms in this...Read more

Research

Research Brief: Refocusing Sales Operations

21 December 2016

Focus areas for this research include: Identifying how sales operations function drive efficiency in core responsibilities like reporting. Measure the ideal and actual focus on strategic issues by sales operations departments. Cataloging emerging and innovative practices contributing to sales operations' success in balancing tactical and strategic responsibilities. Sales operations staffing...Read more

Register

19 December 2016

Login

19 December 2016

Become a Member

19 December 2016

Privacy Policy

19 December 2016

The Sales Management Association (SMA) has created this privacy statement in order to demonstrate our firm commitment to privacy. The following discloses our information gathering and dissemination practices for our web site www.salesmanagement.org. Use of IP Address and Cookies Your IP address is used to help identify you and your...Read more