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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
Webcast

Solving the Three Most Common Challenges to Designing Effective Sales Territories Full members only

29 May 2024

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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
Webcast

Research First Look: Corporate Best Practices in Sales Performance Management Full members only

15 May 2024

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This webcast provides a first look at recently concluded research on corporate practices in sales performance management. It examines 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...Read more
Webcast

Forecasting Fundamentals Full members only

24 April 2024

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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

Sales Compensation Plans Template Library Full members only

18 April 2024

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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

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