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SPARXiQ

18 April 2025

SPARXiQ understands that achieving sustainable business improvement requires more than just a good plan; it demands the right combination of insights, execution, and continuous learning. Through a suite of tailored analytics, tools, and training solutions, SPARXiQ solves clients' challenges by enabling data-driven decisions and equipping front-line sales teams with skills...Read more

Modern Sales Foundations

18 April 2025

Built for today’s complex sales situations, Modern Sales Foundations provides a complete sales methodology that covers the entire B2B sales cycle — equipping sales teams with the skills needed to connect with, convert, and grow more business. Using a series of engaging video episodes, Modern Sales Foundations presents key topics...Read more

Webcast

Focusing Salesperson Coaching on Skill Improvement

11 June 2025

Sales organizations consider coaching an important management role and a critical driver of sales force effectiveness, but few firms effectively coach salespeople. Many fail to elevate coaching among competing manager priorities, while others deliver training, performance feedback, or training, rather than true coaching. This webcast focuses on skills coaching. It...Read more

Certification in Coaching Virtual Salespeople

14 April 2025

Sales Management Association’s Professional Certification in Coaching Virtual Salespeople Sales Management Association certifies coaching skills for managers focused in leading virtual sales teams. Offered in partnership with Factor 8, this program is designed to help managers coach better, lead stronger, and improve team performance faster. The program includes five separate...Read more

Webcast

Sales Compensation Plan Design Fundamentals

10 April 2025

In high-performing sales organizations, effective sales compensation plans share a common decision logic and design framework. These rules are generally well known among incentive design specialists, but are missing from many business-to-business firms’ sales compensation programs. Ignoring these time-tested design guidelines and rules often results in ineffective sales compensation plans....Read more

Webcast

Preparing the Organization for Sales Compensation Changes

27 March 2025

Sales compensation plans change frequently, but plan changes can easily misfire. Effective sales comp plan changes align the interests of multiple stakeholders in the firm while providing the sales force with understandable and achievable incentives. In this webcast, we offer a management guide to preparing the organization for sales compensation...Read more

Workshop

NYC Forum: Optimizing Incentives to Drive Motivation, Performance, and Growth

1 May 2025

Join us in Manhattan for a forum on incentive compensation effectiveness. This event features lunch, informative discussion panels, and short format workshops. Attendance is limited to 30 senior leaders in sales operations, incentive compensation management, and sales force effectiveness. Lunch will be served. Please register early. Optimizing Incentives to Drive...Read more

Research

Managing Sales Organization Change

11 March 2025

Sales forces are change-intensive organizations, as are the markets and customers they serve. This research reviews critical change management practices in business-to-business sales forces, focusing on management’s efforts to anticipate and lead high impact change initiatives. Research outcomes will include management’s change priorities, best practices in change implementation, and analysis...Read more