Sales coaching programs may initially fail to deliver the results management expects. Most programs require careful assessment after implementation, and adjustments, both small and large, to begin generating significant impact. In this session, we review the most common course corrections used to help sales coaching programs get back on track....Read more
Normalizing Salesperson Performance
4 December 2023
This module addresses assessing salesperson performance when territories have unequal potential and workload. By normalizing performance, management can better evaluate salesperson value based on factors other than aggregate sales. The module also considers how to balance territories based on potential, workload, or other factors. It presents basic approaches for balancing...Read more
Call Scheduling and Route Planning
1 December 2023
This module focuses on sales call scheduling and routing for organizations with field salespeople. It addresses how to collect and stage the data you’ll need to do route planning, and to optimize scheduling and routing for your salespeople. It provides a routing optimization framework that ensures effective route planning and...Read more
Sales forecasting is troublesome for most sales organizations – just 41% consider their forecasting efforts effective. Effective or not, sales forecasting often consumes lots of sales organizations’ time and attention. In this webcast, we consider the elements of effective forecasting for sales organizations. Basic forecasting techniques are reviewed, along with...Read more
The third 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
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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
Assessing Sales Coaching Program Effectiveness
19 October 2023
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Firms often find a wide gap between their sales coaching program's effectiveness and the results they'd hoped for when the program was implemented. Closing these gaps depends on a thorough, objective, and credible assessment of current coaching activity. In this session, one in a series on sales coaching program effectiveness,...Read more
Webcast
Establishing Territories and Salesperson Assignments
18 October 2023
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The second 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
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