Management Tool
The Sales Management Association’s sales compensation resources include our library of pay plan templates, viewable here . Each plan is presented in a downloadable spreadsheet template, which members can use to adapt a selected pay plan design to a sales position’s specific pay and performance requirements. We recently added multiple new...Read more
Webcast
Research First Look: Planning Practices in Incentive Compensation and Sales Quota Management 
27 September 2023
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Previous SMA research shows that management considers sales compensation and quota development among the planning activities most important to sales force success. Newly completed research reviewed in this webcast examines the practices that differentiate firms effective in incentive compensation and sales quota related planning, and the activities, timelines, and capabilities...Read more
Networking Reception
20 September 2023
Enjoy a drink and network with other conference attendees.
Webcast
Analyzing Sales Coverage Using Geospatial Data
20 September 2023
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The first 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
Registration, Coffee, Light Breakfast
19 September 2023
Registration desk opens at 8:15 a.m. Coffee and a light breakfast will be served.
Motivating a sales team is challenging in the best of times. During the last three years, however, leaders have had to do so even as they navigated global calamity and workforce changes. Sales reps have been on a similar odyssey, striving to hit goals while grappling with new priorities and...Read more
Webcast
Implementing Effective Sales Coaching Programs
6 September 2023
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Our benchmarking survey of 205 firms* shows that coaching is considered sales management's single most impactful activity. Yet more than three-fourths (76%) of firms say they provide too little salesperson coaching, and less than half (46%) are effective with their sales coaching efforts. One in a series on sales coaching...Read more
Blue Horizons Group
16 August 2023
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