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Recent Sales Management Association research identifies three markers of effectiveness in sales territory design in business-to-business sales organizations. These are securing accurate data inputs, leveraging the right technology, and redesigning territories with appropriate frequency. Most firms (58%) do not consider their territory design efforts effective, and the majority of these...Read more
This research explores management practices related to territory design and optimization. It identifies how organizations assign salesperson responsibilities for prospects, customers, and geographies. The research quantifies management’s satisfaction with current approaches, emerging trends in territory planning, and best practice approaches for optimizing salesperson assignments. 30pps. with exhibits.... You must be...Read more
This research explores management practices related to territory design and optimization. It identifies how organizations assign salesperson responsibilities for prospects, customers, and geographies. The research quantifies management’s satisfaction with current approaches, emerging trends in territory planning, and best practice approaches for optimizing salesperson assignments.... You must be a member to...Read more
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Sales compensation represents the largest single marketing investment for most firms, and often has an outsized impact on performance. Poorly designed incentives hobble growth efforts and deflate salesperson morale, while well designed programs can motivate untapped reserves of effort and achievement. In this web panel, we consider current sales compensation...Read more
Sales Management Association offers professional certification for leaders in sales management and sales force effectiveness. Our certifications make use of Sales Management Association’s on demand learning content, instructor-led workshops and coursework, peer-based working sessions, and participation in conferences and online webcasts. Participants select learning paths that fit their own career...Read more

Don Hubbartt

9 March 2024

Speaker Profile About Don Hubbartt Don Hubbartt is head of Siemens’ Sales Compensation Center of Expertise. He has an extensive background in HR and sales compensation, and serves on WorldatWork’s Sales Compensation Advisory Council. Before joining Siemens he worked in HR and compensation management roles at Solo Cup Company, Kohl’s...Read more

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