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Research Report: Sales Planning Practices

3 March 2022

Sales organizations employ planning in a variety of ways. This research surveys our membership on these wide-ranging practices in order to determine the current "state of sales planning." In addition to describing the current practice, the research will clarify levels of planning effectiveness as currently practiced, determine a set of...Read more

Research

Sales Planning Practices

3 March 2022

Sales organizations employ planning in a variety of ways. This research surveys our membership on these wide-ranging practices in order to determine the current “state of sales planning.” In addition to describing the current practice, the research will clarify levels of planning effectiveness as currently practiced, determine a set of...Read more

Webcast

Changing the Sales Compensation Plan: Best Practices and Pitfalls to Avoid

22 February 2022

Sales compensation change is fraught with peril. Poorly implemented changes can poison sales force morale, erode productivity, and trigger unwanted salesperson turnover. In fact, recent Sales Management Association research reveals that firms with the most amount of sales comp program change are least likely to have effective sales compensation programs...Read more

Webcast

Mastering Your Management Meetings

17 February 2022

Sales meetings are expensive investments in sales organization time. When effective, they are value multipliers, returning many times their cost in the form of improved sales force focus and productivity. In this webcast we review how, when, and where sales managers should organize sales meetings, and offer practical tips for optimal...Read more

Webcast

Reinforcing the Impact of Learning Events

10 February 2022

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

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

Webcast

The Agile Seller: How Agility Now Defines the Most Successful Sales Forces

8 February 2022

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

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Research Report: Sales Planning Practices

Sales Planning Practices

Changing the Sales Compensation Plan: Best Practices and Pitfalls to Avoid

Mastering Your Management Meetings

Reinforcing the Impact of Learning Events

Research Report: Measuring the Impact of Salesperson Input on Sales Compensation Program Effectiveness

Measuring the Impact of Salesperson Input on Sales Compensation Program Effectiveness

The Agile Seller: How Agility Now Defines the Most Successful Sales Forces

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