Search

Search titles, key words and topics
Categories
Type

Michael Ahearne

31 December 2021

speaker Profile About Michael Ahearne Michael Ahearne is Professor of Marketing and C.T. Bauer Chair in Marketing at the University of Houston. He is also the Research Director of the Stephen Stagner Sales Excellence Institute. Mike’s research has primarily focused on improving the performance of salespeople and sales organizations. He...Read more

Vice President

30 December 2021

"The best thing about the conference is the caliber of attendees."

December 30, 2021

30 December 2021

We left the conference with tangible ideas and a new sense of what is possible in our organization.
Webcast

Unlocking SPM’s Hidden Value Full members only

16 December 2021

Register to read full article
Recent Sales Management Association research shows many firms with sales performance management (SPM) platforms derive value only from a portion of their SPM application's overall capabilities. These often underutilized capabilities extend SPM's business impact beyond the core function of administering incentive compensation programs. For many firms, these underutilized SPM functions...Read more
Full Research Report

Research Report: Performance Measurement Trends In Sales Organizations Full members only

10 December 2021

Register to read full article
Sales organizations typically use a variety of performance measurement approaches. These include measures of financial outcomes (like sales revenue or sales quota achievement), but also activity measures such as number of calls made, demos given, or proposals generated. This research examines how sales organizations use various measures, and the performance...Read more
Webcast

Creating a Coaching Culture Full members only

1 December 2021

Register to read full article
Most sales leaders consider coaching salespeople important however, few organizations do it consistently. But Why? Too often, sales forces haven't committed to elevating coaching as a management priority. The sales organizations most successful in creating a coaching culture within their companies often have more effective coaching. This is because they...Read more
Webcast

Research First Look: Updated Survey of SPM and ICM Solution Providers Full members only

17 November 2021

Register to read full article
This webcast presents the latest update in our ongoing research on sales performance management (SPM) and incentive compensation management (ICM) solution providers. The research gathers feedback from current clients of SPM/ICM systems, identifies key issues related to these solutions’ offerings, capabilities, and effectiveness, and offers provider-specific ratings on performance, user...Read more

Become a member

Become a member
Underwriters Learn more
Akeron
Microsoft
Innovyne
Lanshore
AXIOM Sales Kinetics
Ignite Selling