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Research

Optimizing Salesperson Assignments and Territory Design

9 April 2024

This research explores management practices related to territory design and optimization. It identifies how organizations assign salesperson responsibilities for prospects, customers, and geographies. The research quantifies management’s satisfaction with current approaches, emerging trends in territory planning, and best practice approaches for optimizing salesperson assignments.... You must be a member to...Read more

Chart Galleys

7 April 2024

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Webcast

The State of Sales Compensation

27 March 2024

Sales compensation represents the largest single marketing investment for most firms, and often has an outsized impact on performance. Poorly designed incentives hobble growth efforts and deflate salesperson morale, while well designed programs can motivate untapped reserves of effort and achievement. In this web panel, we consider current sales compensation...Read more

Certification Workshops for Sales Management and Sales Force Effectiveness Professionals

4 June 2024

Go deep in sales effectiveness topics at Sales Management Association's instructor-led workshops. Our instructor led workshops are four-to six hour working sessions with small class sizes. Workshops may be delivered in-person or online by SMA staff or endorsed third-party instructors. Workshops are free to attend for corporate members, and discounted...Read more

Professional Certification

25 March 2024

Sales Management Association offers professional certification for leaders in sales management and sales force effectiveness. Our certifications make use of Sales Management Association’s on demand learning content, instructor-led workshops and coursework, peer-based working sessions, and participation in conferences and online webcasts. Participants select learning paths that fit their own career...Read more

Webcast

Research First Look: Corporate Best Practices in Sales Performance Management

15 May 2024

This webcast provides a first look at recently concluded research on corporate practices in sales performance management. It examines a set of core management practices important to guiding and supporting sales organization productivity, including resource and goal allocation, incentive design and management, performance reporting and analytics, and data management. The...Read more

Don Hubbartt

9 March 2024

Speaker Profile About Don Hubbartt Don Hubbartt is head of Siemens’ Sales Compensation Center of Expertise. He has an extensive background in HR and sales compensation, and serves on WorldatWork’s Sales Compensation Advisory Council. Before joining Siemens he worked in HR and compensation management roles at Solo Cup Company, Kohl’s...Read more

Benn Konsynski

9 March 2024

Speaker Profile About Benn Konsynski Benn R. Konsynski, Ph. D., is the George S. Craft Distinguished University Professor of Information Systems and Operations Management at the Goizueta Business School, Emory University. He arrived at Emory’s Goizueta Business School following six years on the faculty at the Harvard Business School where...Read more

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