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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

Webcast

Improving Forecast Accuracy with AI

29 November 2023

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

Webcast

Route Planning and Call Scheduling

8 November 2023

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

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

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

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