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Webcast

Assessing Sales Coaching Program Effectiveness

19 October 2023

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

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

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

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Assessing Sales Coaching Program Effectiveness

Establishing Territories and Salesperson Assignments

Research on Planning Practices in Incentive Compensation and Sales Quota Management

Research on Planning Practices in Incentive Compensation and Sales Quota Management

Sales Compensation Plan Design Resources

Research First Look: Planning Practices in Incentive Compensation and Sales Quota Management

Networking Reception

Analyzing Sales Coverage Using Geospatial Data

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