Draft Charts Respondent Demographics, Firm Characteristics SPM Effectiveness Sales Performance Measurement Sales Assignments, Territories Sales Quotas Sales Compensation Correlations with Business Impact Group Heading... You must be a member to access to this resource. Please log in, or consider becoming a member, or contact Member Services for assistance.Upgrade your membership
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
Certification Workshops for Sales Management and Sales Force Effectiveness Professionals
4 June 2024
Go deep in sales effectiveness topics at Sales Management Association's instructor-led workshops. Our instructor led workshops are four-to six hour working sessions with small class sizes. Workshops may be delivered in-person or online by SMA staff or endorsed third-party instructors. Workshops are free to attend for corporate members, and discounted...Read more
Professional Certification
25 March 2024
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
Webcast
Research First Look: Corporate Best Practices in Sales Performance Management 
15 May 2024
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This webcast provides a first look at recently concluded research on corporate practices in sales performance management. It examines a set of core management practices important to guiding and supporting sales organization productivity, including resource and goal allocation, incentive design and management, performance reporting and analytics, and data management. The...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
Benn Konsynski
9 March 2024
Speaker Profile About Benn Konsynski Benn R. Konsynski, Ph. D., is the George S. Craft Distinguished University Professor of Information Systems and Operations Management at the Goizueta Business School, Emory University. He arrived at Emory’s Goizueta Business School following six years on the faculty at the Harvard Business School where...Read more
Jesse Sladek
9 March 2024
Speaker Profile About Jesse Sladek Jesse Sladek is chief of staff, global revenue operations, at Elastic, a leading technology platform for search analytics and search-powered solutions. Elastic is a high-growth, $1US billion SaaS company, with six consecutive quarters of double-digit growth. His responsibilities there include go-to-market planning, execution, and cross-functional...Read more
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