Join us for a first look at recently concluded research on sales performance management (SPM) platform usage and practices. This research gathers feedback from current clients of sales performance management (SPM) systems, identifying key issues related to these solutions’ offerings, capabilities, and effectiveness. Building on previous versions of SMA’s SPM...Read more
Webcast
Three Differentiators of High Performing Sales Organizations: Hiring, Culture, and Decision-Making
4 September 2026
As sales organizations become more sophisticated operationally, many are discovering that their biggest barriers to growth remain deeply human: talent, culture, and decision-making. Drawing on insights from a national sales leader survey of more than 600 sales organizations, this session explores three of today’s most pressing sales leadership challenges: attracting...Read more
AI is reshaping the way organizations design, manage, and optimize sales performance. In this webcast, we consider new benchmarking research shedding light on how leading sales organizations leverage AI while aligning goals, quotas, incentives, and analytics to drive desired behaviors and results. Topics will include: Designing incentive compensation plans that...Read more
Join us at the Goizueta Business School, Emory University in Atlanta for a forum on AI enabled sales organizations. This event features lunch, informative talks from thought leaders and AI experts, and professional networking. Frontier sales organizations are transforming the sales function with AI. Few sales organizations are untouched by...Read more
Research First Look
Research First Look: AI Usage in the Sales Organization 
12 March 2026
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Join us for a first look at recently concluded benchmarking research on AI usage in sales organizations. AI usage in the workplace has been characterized as a “jagged frontier” — with few accepted practices and wide variation in AI tool adoption. This research surveys sales organizations to better understand leading...Read more
Firms routinely change the metrics used to gauge sales organization performance. They may do so in response to changing priorities, restructured sales roles, or shifts in strategy. But too often, management finds a change in metrics fails to correspond with hoped for performance results. In this webcast, we examine the...Read more
Webcast
Sales Operations’ Q1 Priorities for Managing Sales Compensation
25 February 2026
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Sales organizations frequently implement sales compensation plan changes at the start of the year. Frequently, the success of new plan changes may not be apparent until much later in the year, at which point it can be difficult to course correct. In this webcast, we consider how leading sales forces...Read more
Webcast
Supporting First-Time Sales Managers – A Programmatic Approach
11 February 2026
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Most companies promote top-performing sellers into management—but few equip them for success. The result? Untrained sales managers can damage culture, stall performance, and slow growth. In this SMA webcast, sales effectiveness expert Mike Kunkle shares a proven, programmatic approach to supporting first-time sales managers. Based on analysis of top-performing managers,...Read more
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