A panel discussion on the SAP HANA migration, SPM modernization strategy, and the realities of enterprise SPM transformation. For SAP Incentive Management customers, the upcoming HANA transition is being positioned as a migration. In practice, many organizations are experiencing something closer to full-scale re-implementation than a routine technical upgrade, one...Read more
If your Sales Performance Management environment feels harder to operate than it used to, you are not imagining it. Sales organizations are becoming more complex, and their planning cycles are shrinking. At the same time, AI is accelerating the speed of decision making. Yet most companies are still operating SPM...Read more
Director of Sales Performance
28 May 2026
POSITION SUMMARY The Director of Sales Performance (DSP) serves as the VP of Member Communications, Sales, & Strategy’s primary operational partner – owning the day-to-day leadership, development, and performance accountability of the MC Division’s 15-person sales team. This is a hands-on leadership role requiring a credible, experienced manager who can...Read more
Experienced sales leaders often voice the opinion that sales training simply doesn't work, because it fails to produce lasting behavior change. But the evidence suggests the problem isn't the training, it's what happens after. Training prepares learners for improvement, but that improvement can't be achieved without deliberate practice. In nearly...Read more
Join us on this webcast for a first look at recently concluded research on managing sales organization strategy. Implementing changes in sales strategy requires a broad set of corporate and managerial capabilities. These include assessing market demand, setting achievable performance objectives, providing clear guidance to the sales force, identifying the...Read more
Webcast
The AI Sales Coach — A New Model for Developing Sellers 
13 May 2026
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Few firms effectively coach salespeople, even though managers consider coaching important. Hoping to improve coaching, sales organizations often focus on manager training, but this approach assumes the problem is skill -- when the real problem is bandwidth. Whatever designs managers may have on coaching and developing salespeople are too often...Read more
Join us at University of Houston's Bauer College of Business for a forum on AI enabled sales organizations. This event features lunch, networking, and informative talks from thought leaders and practitioners. Frontier sales organizations are transforming the sales function with AI. Learn how. Few sales organizations are untouched by AI,...Read more
Join us in NYC for a forum on sales operations' role in the AI enabled sales force. This event features lunch, informative discussion panels, and short format work sessions. Sales ops functions are leading and supporting transformative AI initiatives in sales organizations. Join us in NYC for an exclusive executive...Read more
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