This webcast offers SMA members a first look at findings from recently concluded research on sales planning. The research summarizes the wide range of planning approaches used by sales organizations while commenting on the current “state of sales planning.” In addition, the research clarifies levels of planning effectiveness as currently...Read more
Live Stream | March 9, 2022 | 2:00 PM – 3:00 PM EASTERN US TIME This webcast offers SMA members a first look at findings from recently concluded research on sales planning. The research summarizes the wide range of planning approaches used by sales organizations while commenting on the current...Read more
Most sales organizations would benefit from small tweaks and subtle changes in how they deploy salespeople and assign opportunities to them. These small changes can yield significant overall improvements in productivity and selling capacity. In this webcast, we review a series of "hacks" - small changes often overlooked and within easy...Read more
Full Research Report
Research Report: Sales Planning Practices 
3 March 2022
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Sales organizations employ planning in a variety of ways. This research surveys our membership on these wide-ranging practices in order to determine the current "state of sales planning." In addition to describing the current practice, the research will clarify levels of planning effectiveness as currently practiced, determine a set of...Read more
Sales organizations employ planning in a variety of ways. This research surveys our membership on these wide-ranging practices in order to determine the current “state of sales planning.” In addition to describing the current practice, the research will clarify levels of planning effectiveness as currently practiced, determine a set of...Read more
Webcast
Changing the Sales Compensation Plan: Best Practices and Pitfalls to Avoid
22 February 2022
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Sales compensation change is fraught with peril. Poorly implemented changes can poison sales force morale, erode productivity, and trigger unwanted salesperson turnover. In fact, recent Sales Management Association research reveals that firms with the most amount of sales comp program change are least likely to have effective sales compensation programs...Read more
Sales meetings are expensive investments in sales organization time. When effective, they are value multipliers, returning many times their cost in the form of improved sales force focus and productivity. In this webcast we review how, when, and where sales managers should organize sales meetings, and offer practical tips for optimal...Read more
Great learning events - like many sales kickoff meetings firms are staging in Q1 - can realign and re-energize the sales organization. But often retained learning from these events diminishes abruptly when participants leave. In this webcast, we discuss how to reinforce and retain the important concepts you deliver at...Read more
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