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Research

Research on Planning Practices in Incentive Compensation and Sales Quota Management

11 October 2023

Recent SMA research shows that among all sales planning activities, management considers most important to the sales organization’s success the planning it does related to incentive compensation and salesperson quotas. Yet only four in ten firms consider their sales compensation and quota related planning efforts effective. In this study, we...Read more

Full Research Report

Research on Planning Practices in Incentive Compensation and Sales Quota Management

11 October 2023

Management Tool

Sales Compensation Plan Design Resources

30 September 2023

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

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

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.

Webcast

Improving Sales Force Motivation

14 September 2023

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