Webcast
Sales operations is an emerging corporate function that guides and supports the sales force, for the purpose of maximizing sales productivity. Many firms have deployed some form of this idea, sometimes using alternative names, among them “sales effectiveness,” “commercial excellence,” “revenue operations” (or “revops”), and “sales enablement.” This overview course...Read more
Join a live cohort of SMA members enrolled in our Certified Sales Manager Professional program for Introduction to Sales Management. We'll offer enrollment in an instructor-led cohort approximately once per quarter. Learners may also opt to take the course asynchronously beginning in September 2024. Course Format The live, web-based class...Read more
Full Research Report
Corporate Best Practices in Sales Performance Management 
9 August 2024
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This research identifies corporate practices in sales performance management. It considers a set of core management practices important to guiding and supporting sales organization productivity, including resource and goal allocation, incentive design and management, performance reporting and analytics, and data management. The research identifies prevailing approaches and best practices in...Read more
Research
Corporate Best Practices in Sales Performance Management
9 August 2024
Register to read full article
This research identifies corporate practices in sales performance management. It considers a set of core management practices important to guiding and supporting sales organization productivity, including resource and goal allocation, incentive design and management, performance reporting and analytics, and data management. The research identifies prevailing approaches and best practices in...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
Business Development Representative Certifications
28 July 2024
Sales Management Association’s Professional Certification for Business Development Representatives Sales Management Association certifies selling skills for entry-level and early career sales professionals focused in outbound digital selling. Our certifications recognize sellers demonstrating high skills levels in finding and developing prospects, prioritizing selling activity to maximize results, and managing full-cycle sales...Read more
Certified Sales Management Professional (CSMP)
28 July 2024
Sales Management Association’s Certified Sales Management Professional (CSMP). Stand out from the crowd with Sales Management Association’s Certified Sales Management Professional (CSMP) designation. Backed by Sales Management Association — an authority on sound management practice and sales force effectiveness, the CSMP certification combines on demand learning, instructor-led workshops and coursework,...Read more
Certified Sales Operations Professional (CSOP)
28 July 2024
Sales Management Association’s Certified Sales Operations Professional (CSOP). Stand out from the crowd with Sales Management Association’s Certified Sales Operations Professional (CSOP) designation. Backed by Sales Management Association — an authority on sound management practice and sales force effectiveness, the CSOP certification combines on demand learning, instructor-led workshops and coursework,...Read more
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