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
Full Research Report
Research Report: Measuring the Impact of Salesperson Input on Sales Compensation Program Effectiveness 
10 February 2022
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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
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
Webcast
The Agile Seller: How Agility Now Defines the Most Successful Sales Forces
8 February 2022
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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
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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
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
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
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