Eiffel Tower, Paris.
19 January 2022
Webcast
Allocating Salesperson Resources – Deciding How, When, and Where 
13 January 2022
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When management assigns salespeople to specific opportunities, accounts, segments, or geographies, they make resource allocation decisions that influence overall sales organization capacity, workload, and productivity. Over time, many small decisions can have outsized impacts. That's why the most effective sales organizations regularly review these resource allocation decisions to ensure they...Read more
Michael Ahearne
31 December 2021
speaker Profile About Michael Ahearne Michael Ahearne is Professor of Marketing and C.T. Bauer Chair in Marketing at the University of Houston. He is also the Research Director of the Stephen Stagner Sales Excellence Institute. Mike’s research has primarily focused on improving the performance of salespeople and sales organizations. He...Read more
Vice President
30 December 2021
"The best thing about the conference is the caliber of attendees."
December 30, 2021
30 December 2021
We left the conference with tangible ideas and a new sense of what is possible in our organization.
Recent Sales Management Association research shows many firms with sales performance management (SPM) platforms derive value only from a portion of their SPM application's overall capabilities. These often underutilized capabilities extend SPM's business impact beyond the core function of administering incentive compensation programs. For many firms, these underutilized SPM functions...Read more
Full Research Report
Research Report: Performance Measurement Trends In Sales Organizations
10 December 2021
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Sales organizations typically use a variety of performance measurement approaches. These include measures of financial outcomes (like sales revenue or sales quota achievement), but also activity measures such as number of calls made, demos given, or proposals generated. This research examines how sales organizations use various measures, and the performance...Read more
Most sales leaders consider coaching salespeople important however, few organizations do it consistently. But Why? Too often, sales forces haven't committed to elevating coaching as a management priority. The sales organizations most successful in creating a coaching culture within their companies often have more effective coaching. This is because they...Read more
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