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Research Report: Measuring the Impact of Salesperson Input on Sales Compensation Program Effectiveness

10 February 2022

Sales organizations’ largest single expense (by far) is salesperson compensation. For other firm functions, payroll expense is predictable (if not boring), and not often considered in a strategic context. Sales compensation plans, on the other hand, are rarely the same from firm to firm. They change frequently with management priorities,...Read more

Research

Measuring the Impact of Salesperson Input on Sales Compensation Program Effectiveness

10 February 2022

Webcast

The Agile Seller: How Agility Now Defines the Most Successful Sales Forces

8 February 2022

Virtually all organizations see significant changes in the markets and buyers they serve. These changes were increasing in both magnitude and speed before the pandemic, and its impact compounded the disruption already experienced by many. In response, firms are apt to change strategy, value positioning, product offerings, or go-to-market approaches...Read more

Full Research Report

Research Report: Survey of Solution Providers in SPM and ICM

8 February 2022

This research gathers feedback from current clients of incentive compensation management (ICM) systems and sales performance management (SPM) systems. The survey identifies key issues related to these solutions’ offerings, capabilities, and effectiveness, based on feedback from practitioner users of these systems. We’ve made this research “evergreen,” and expect to issue...Read more

Research

Survey of SPM Service Providers, 2022 edition

8 February 2022

AutoPylot

7 February 2022

AutoPylot is the sales automation solution for successful sales organizations. Currently available for Microsoft Dynamics, the AutoPylot mobile app allows sales people to automate call, text, and task logging, taking the hassle out of time-consuming busywork so you can accelerate the sales cycle and gain valuable insight into your sales...Read more

SFPC Houston 2024

6 February 2022

Sales Management Association is pleased to announce a Winter edition of the 2024 Sales Force Productivity Conference. Our host for the event is the University of Houston’s Sales Excellence Institute, 9-10 December. SMA’s Sales Force Productivity Conference is the premiere education and networking event for thought leaders and senior executives...Read more

Location

2 February 2022

about The University of Houston’s Sales Excellence Institute Our conference will be held at the University of Houston’s C.T. Bauer College of Business, home of the Sales Excellence Institute, among the foremost academic sales centers in the world. Located near the heart of Houston, this public, tier one research university...Read more