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Webcast

Research First Look: SPM Platform Usage, Practices, and Impact

11 June 2026

Join us for a first look at recently concluded research on sales performance management (SPM) platform usage and practices. This research gathers feedback from current clients of sales performance management (SPM) systems, identifying key issues related to these solutions’ offerings, capabilities, and effectiveness. Building on previous versions of SMA’s SPM...Read more

Webcast

Sales Proficiency – the Undervalued Metric that Unlocks Sales Force Productivity

9 June 2026

Firms invest heavily in performance measures. They track activity (calls made, proposals sent), and they track results (revenue, quota attainment). But between activity and results lies the factor that best determines salesperson success: proficiency. And almost nobody measures it. This creates a dangerous blind spot. When results are down, managers...Read more

Webcast

Changing Strategy in the Sales Force

24 September 2026

As strategic as revenue generation is to the firm, the sales organizations charged with doing it are often not strategic at all. They are more likely to concentrate on tactics and execution, often to the exclusion of planning and strategic decision-making. This is most apparent when sales organizations implement significant...Read more

Tyson Group

5 June 2026

Webcast

Why Sales Training Fails — And What the Evidence Says to Do Instead

15 September 2026

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

Webcast

The AI Sales Coach — A New Model for Developing Sellers

13 May 2026

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

Workshop

NYC Forum: Sales Operations’ Role in the AI Enabled Sales Force

10 September 2026

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

Webcast

Three Differentiators of High Performing Sales Organizations: Hiring, Culture, and Decision-Making

4 September 2026

As sales organizations become more sophisticated operationally, many are discovering that their biggest barriers to growth remain deeply human: talent, culture, and decision-making. Drawing on insights from a national sales leader survey of more than 600 sales organizations, this session explores three of today’s most pressing sales leadership challenges: attracting...Read more

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Research First Look: SPM Platform Usage, Practices, and Impact

Sales Proficiency – the Undervalued Metric that Unlocks Sales Force Productivity

Changing Strategy in the Sales Force

Tyson Group

Why Sales Training Fails — And What the Evidence Says to Do Instead

The AI Sales Coach — A New Model for Developing Sellers

NYC Forum: Sales Operations’ Role in the AI Enabled Sales Force

Three Differentiators of High Performing Sales Organizations: Hiring, Culture, and Decision-Making

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