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Symposium on Corporate Sales Force Effectiveness

7 June 2022

This session advances a framework for reconsidering the corporate SFE function’s purpose and impact. It presents emerging practices and trends indicative of the sales function’s rapidly changing operating context. Session presenters make the case for establishing (or reestablishing) a new corporate charter for corporate SFE, as a way of incorporating...Read more

Conference Archives

Sales Learning and Development’s New Success Metrics

7 June 2022

Measuring sales training effectiveness is notoriously tricky. In the past, sales trainers used activity or completion statistics as weak substitutes for training outcomes. These offer unconvincing arguments for sales training’s ROI. Today, much about sales training is changing, beginning with a shift away from classroom training. And, most firms now...Read more

Conference Archives

Unlocking Academic Sales Centers’ Partnership Potential: What Sales Leaders Need to Know

7 June 2022

Many sales leaders aren’t familiar with academic sales centers. They’ve been growing quickly on college campuses worldwide, where they educate business students on professional selling, and prepare graduates to succeed in entry level sales careers. A few elite level academic sales centers are also educating managers in their MBA and...Read more

Conference Archives

Sales Performance Management (SPM) Software – New Research On How Customers View Their SPM Investments

7 June 2022

Sales Performance Management (SPM) is a fast-growing technology that tackles salesperson assignments and territories, quota management, incentive compensation administration, and sales and incentive performance reporting. (Notable providers are Xactly, Varicent, SAP, Oracle, and Anaplan). SPM promises management greater control, richer insight, and faster decision making. But SPM solutions are sometimes...Read more

Conference Archives

Modeling Selling Capacity to Unlock Sales Force Success

7 June 2022

Sales managers don’t really manage “sales.” Sales are outcomes, determined by many different inputs and variables – the things that sales managers can in fact manage. Effective managers understand the inputs that determine success, and focus their efforts on influencing the right ones. This session provides managers with a model...Read more

Conference Archives

Closing Keynote AI’s Impact on the Sales Force: Separating Fact From Fiction

7 June 2022

Developments in artificial intelligence follow in quick succession. But how can sales executives leverage this novel technology to make better decisions and build a competitive advantage? This talk will discuss what artificial intelligence actually is, how it works, and how far technology has progressed already. We will then look at...Read more

Conference Archives

2022 Sales Force Productivity Conference

7 June 2022

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Corporate Sales Force Effectiveness Advisory Board

5 June 2022

About the Board The Sales Management Association’s Corporate Sales Force Effectiveness Advisory Board directs our efforts to refine and codify SFE certification standards, advises our membership on important issues relevant to sales force effectiveness, shares best practices and key learnings from their own organizations’ SFE efforts, and assists in the...Read more

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Symposium on Corporate Sales Force Effectiveness

Sales Learning and Development’s New Success Metrics

Unlocking Academic Sales Centers’ Partnership Potential: What Sales Leaders Need to Know

Sales Performance Management (SPM) Software – New Research On How Customers View Their SPM Investments

Modeling Selling Capacity to Unlock Sales Force Success

Closing Keynote AI’s Impact on the Sales Force: Separating Fact From Fiction

2022 Sales Force Productivity Conference

Corporate Sales Force Effectiveness Advisory Board

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