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Full Research Report

Optimizing Salesperson Assignments and Territory Design Full members only

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
Research

Optimizing Salesperson Assignments and Territory Design Full members only

9 April 2024

Register to read full article
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.... You must be a member to...Read more

Chart Galleys Full members only

7 April 2024

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Webcast

The State of Sales Compensation Full members only

27 March 2024

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Sales compensation represents the largest single marketing investment for most firms, and often has an outsized impact on performance. Poorly designed incentives hobble growth efforts and deflate salesperson morale, while well designed programs can motivate untapped reserves of effort and achievement. In this web panel, we consider current sales compensation...Read more

Professional Certification

25 March 2024

Sales Management Association offers professional certification for sales leaders and professionals in sales force effectiveness. Our certifications helps high achieving leaders stand out from the crowd. Backed by Sales Management Association — an authority on sound management practice in sales organizations, our certifications utilize on demand learning content, instructor-led workshops...Read more
Conference Archives

Collaborative Business Planning: The Coca-Cola Company’s Innovation in Sales Effectiveness Full members only

13 March 2024

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Sales forces often struggle to align their objectives with demonstrable value creation from customers’ perspective. This challenge is acute in key and strategic customer accounts, where misaligned objectives or weak account plans can disrupt substantial revenue streams. Since 2015, The Coca-Cola Company has been attacking this challenge with investments in...Read more

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