This research gathers feedback from current clients of sales performance management (SPM) systems. The survey identifies key issues related to these solutions’ offerings, capabilities, and effectiveness, based on input from their practitioner users. Building on previous versions of SMA’s SPM research, this study updates vendor ratings, user satisfaction ratings, and...Read more
Full Research Report
Research Report: Survey of SPM Solution Providers (2023 ed.) 
10 June 2023
Register to read full article
This research gathers feedback from current clients of sales performance management (SPM) systems. The survey identifies key issues related to these solutions’ offerings, capabilities, and effectiveness, based on input from their practitioner users. Building on previous versions of SMA’s SPM research, this study updates vendor ratings, user satisfaction ratings, and...Read more
Webcast
Change Leadership: How Sales Managers Develop This Essential Competency
8 June 2023
Register to read full article
Even before COVID, most sales forces operated against a backdrop of quickening change. The pace and magnitude of change confronting sales leaders is hardly easing well into our post pandemic recovery. Economic uncertainty, a shifting labor pool, and accelerating technological disruption have created a state of semi-permanent “transformation” for sales...Read more
Webcast
Mid-Year Planning Approaches for Sales Forces In Transition
23 May 2023
Register to read full article
Planning plays a crucial role when sales forces implement change, but few sales organizations plan effectively. This makes many slow to respond to market shifts, and poor at implementing transformational initiatives. Organizations effective in sales planning, on the other hand, are faster to market and more nimble. They reorganize and...Read more
Webcast
Improving Sales Pipeline Efficiency While Avoiding Salesperson Burnout
18 May 2023
Register to read full article
Recent SMA research details the impressive productivity advantages enjoyed by sales forces with effective organization cultures. But many managers overlook the importance of aligning sales processes and culture. Poorly designed and supported processes can unwittingly undermine salesperson motivation and engagement, and contribute to salesperson burnout, disaffection, and churn. This web...Read more
Webcast
Research First Look: Sales Performance Management (SPM) Solution Providers Survey, 2023
2 May 2023
Register to read full article
Join us for a first look at research on Sales Performance Management (SPM) technology solution providers. The research gathers feedback from current clients of SPM vendors; and identifies key issues related to these solutions providers' offerings, capabilities, and effectiveness, based on input from practitioner users.
SalesScreen
11 April 2023
Webcast
Translating Sales Objectives into Territory-Level Priorities
6 April 2023
Register to read full article
Each year, salespeople receive performance objectives that quantity "how much" they're expected to sell. What's often missing is guidance on "how" they'll make their number. Choosing how, where, and with whom to focus selling effort are decisions that define a salesperson's or sales team's success, but rarely are well supported with data, decision tools,...Read more
Become a member
Become a member
Underwriters Learn more
