A conference for commercial and sales effectiveness leaders Sales Management Association’s B2B Commercial Effectiveness Conference offers learning, best-practice sharing, and networking for leaders focused on commercial excellence, go-to-market strategy, and sales force effectiveness. 10-11 June 2025 Visit the Commercial Effectiveness Conference website for full information.
Sales leaders often talk about sales culture, but how many work proactively to shape positive cultures in their organizations? Many assume culture is a construct too vague to define, let alone manage. In doing so, they miss an opportunity to harness one of the most impactful drivers of sales productivity....Read more
Webcast
Organizing Sales Territories and Salesperson Assignments to Maximize Productivity 
23 January 2025
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A quick way to increase productivity in business-to-business sales forces is through efficient sales territory design. Sales territories – salespeople's assigned set of customers and prospects –are often created out of expedience or outdated assumptions. A more considered approach yields significant and immediate improvements in sales effectiveness. In this webcast...Read more
Akeron
6 January 2025
Akeron offers a comprehensive end-to-end SPM solution for the entire incentive compensation management process. It allows teams to plan objectives and manage sales force bonuses, quotas, and territories, enabling firms to achieve sales goals and optimize financial operations. Akeron’s SPM solution address a broad range of commercial performance management processes...Read more
Webcast
Research First Look: Benchmarking Corporate Sales Force Effectiveness
16 December 2024
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Large firms typically have both a sales function, and a sales force effectiveness (SFE) function. With names like sales operations, commercial effectiveness, revenue operations ("RevOps"), or sales excellence, they provide direction and support to the sales organization, which remains focused on execution. Corporate SFE functions require an unusual combination of...Read more
Professional Services and Sales Force Advisory
2 December 2024
The Sales Management Association’s advisory services leverage best practice operating benchmarks in sales force effectiveness, collected from thousands of business-to-business sales organizations, and assembled over 15 years of research. We help our member firms assess sales force effectiveness, compare GTM models and sales organization practices with industry norms, quantify performance...Read more
Webcast
Cold Outreach is Dead. Long Live Cold Outreach.
15 October 2024
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Cold outreach – the sales force’s efforts to attract new prospects through proactive calling and messaging – has never been easy, but a growing number of pundits now say cold outreach is dead. They are quick to point out that email platforms, including Google and Microsoft, are implementing more stringent...Read more
Technology in sales organizations is developing rapidly, generating plenty of shuffling in sales tech stacks. As firms adopt new tools, many are reevaluating long-standing investments, and reexamining the objectives and success criteria associated with sales tech. This session examines a range of approaches firms use to evaluate the effectiveness and...Read more
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