Research
Large firms typically have both a sales function, and a “sales force effectiveness” (SFE) function. With names like “sales operations,” “commercial effectiveness,” “revenue operations (RevOps), or “sales excellence,” they provide direction and support to the sales organization, which remains focused on execution. Corporate SFE functions require an unusual combination of...Read more
Blog Post
Special Symposium on Corporate Sales Force Effectiveness Announced at Sales Force Productivity Conference
22 May 2022
The Sales Management Association (SMA) will conduct a special symposium on corporate sales force effectiveness (SFE) at the 2022 Sales Force Productivity Conference, held June 7-8 at the University of Houston. SMA’s Sales Force Productivity Conference is the premiere education and networking event for thought leaders and senior practitioners in...Read more
Webcast
What Kind of Feedback Design is Best for the Next Generation of Salespeople? 
19 May 2022
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A critical issue in sales performance management is how to best use performance feedback. Important for directing salesperson behavior, performance feedback also profoundly impacts salesperson motivation. Generation Z's arrival in the salesforce heralds a new wave of younger salespeople, with distinct characteristics, values, and preferences related to how they respond...Read more
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15 May 2022
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15 May 2022
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15 May 2022
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15 May 2022
Sales Leadership’s New Priorities
13 May 2022
Sales leaders are adapting to an unprecedented amount of uncertainty, disruption, and change. Consider just the past five years – a period which saw sales forces roiled by the abrupt onset of a global pandemic, and then an uncertain recovery with accompanying swings in demand, supply shortages, and financial markets....Read more
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