You searched for - Page 34 of 147 - Sales Management Association

2021 Sales Force Recovery Readiness Conference Online

26 March 2021

... You must be a member to access to this resource. Please log in, or consider becoming a member, or contact Member Services for assistance.Upgrade your membership

Conference Archives

Tracking sales territory changes are difficult in normal circumstances. Managing such changes may get much more difficult in the coming months, as sales organizations re-deploy field salespeople post quarantine. In this session, we consider a set of administrative best practices for sales organizations managing multiple territories, and how to anticipate...Read more

Conference

Sales Preformance Management Software: Where Are Sales Organizations Seeing Value?

25 March 2021

Drawing from the Sales Management Association’s ongoing practitioner research on SPM and ICM (Incentive Compensation Management) vendors, this session offers a comprehensive look at their offerings, capabilities, and effectiveness. Key vendors are profiled and rated using survey data gleaned from member users. Participants who use SPM or ICM software today...Read more

Conference Archives

Transforming Sales Planning to Match the Speed of Change

25 March 2021

Few functions within the firm have undergone as much change as the sales organization. Operating in change-intensive environments even before COVID-19, sales forces have had to react to heightened uncertainty in demand, product supply, and customer access since the pandemic's onset. In trying to adapt, many have been hobbled by...Read more

Conference Archives

Uncharted Territories: Deployment Strategies for Sales Forces in Transition

25 March 2021

For most firms, adapting to the COVID-19 crisis involved a radical redeployment of salespeople from predominantly outside selling roles to virtual selling roles. Accompanying these changes were shifts in selling strategy, capacity, targeting, and effectiveness. Few pre-pandemic response curves or return-on-activity models remain accurate now. Looking ahead, management must anticipate...Read more

Conference Archives

Managing Salespeople in a World That Never Stops Changing

25 March 2021

Current market conditions are fraught with change, that’s a given. But the conventional wisdom about that change is often misleading and not supported by empirical data. Managers must separate fact from hype to avoid making decisions based on faulty assumptions, or risk falling behind those with a keener grasp of...Read more

Conference Archives

Using Performance Measures: Research Based Practices for Sales Organizations

25 March 2021

Sales organizations use a variety of performance measures to measure, reward, manage, and evaluate salespeople. These include financial outcome-oriented measures like revenue attainment, activity measures such as the number of sales calls made, pipeline or process-related measures, and customer-focused measures such as customer satisfaction, adoption, or renewal. Our recent research...Read more