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Webcast

Research First Look: Defining Sales Management’s Value

23 June 2021

Sales managers play a critical role in the sales organization. As first line managers, they have maximum influence on salesperson performance; as leaders, they are instrumental in directing change. Drawing on recently concluded SMA research, this webcast explores changes in sales management's role and impact. The research examines important value...Read more

Resources

17 June 2021

Webcast

Using Short Term Sales Incentives

17 June 2021

Using contests, spiffs, and special one-time incentives can help bring needed emphasis to fast-changing sales force priorities. But these incentive programs are also fraught with potential pitfalls. In this session we consider best practice approaches to incentive design and implementation in support of short term sales goals and contests. Scroll...Read more

Webcast

Best Practice Incentive Compensation Practices for High Growth Companies

16 June 2021

As companies scale, they outgrow incentive compensation approaches better suited for earlier stage firms. If incentive compensation practices are not appropriately calibrated to a firm's growth phase, sales compensation can undermine the sales organization's growth trajectory. In this webcast we offer best practice approaches to incentive compensation for growing firms,...Read more

Webcast

How New Cognitive Technologies Will Guide Sales Training and Enablement

9 June 2021

Sales leaders could be forgiven their skepticism when it comes to Artificial Intelligence (AI). Tech marketers (including many in the sales effectiveness space) are quick to brand any computational capability as "AI," while pundits have been touting AI's disruptive impact seemingly for decades. Nevertheless, AI, and the cognitive technologies derived...Read more

Webcast

Building Resilient Sales Forces

3 June 2021

Sales forces were forced to demonstrate unprecedented resilience over the past year, as they battled pandemic-related hardships and unanticipated challenges. There are indications that sales force resilience will continue to be critical during a period of unpredictable recovery. In fact, many signs point toward resiliency as the single most important...Read more

Webcast

(Rebroadcast with live Q&A) Best Practices in Salesperson-Level Territory Planning, Process, and Execution

1 June 2021

A rebroadcast of a previously aired session, this rebroadcast will feature live Q&A. Sales forces optimize territories to maximize salesperson productivity, but often overlook how salespeople themselves approach getting the most out of their territory assignment. This session considers approaches to rep-level territory management, and offers insights for firms interested...Read more

Webcast

Managing Incentive Compensation in Rapidly Changing Environments

27 May 2021

Sales organizations were environments characterized by a high degree of change well before COVID-19; the pandemic's onset has compounded that change intensity. Adapting to changing circumstances frequently involves incentive compensation plan changes. In this webinar, we discuss the best ways to change sales compensation in response to changes in the...Read more

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Research First Look: Defining Sales Management’s Value

Resources

Using Short Term Sales Incentives

Best Practice Incentive Compensation Practices for High Growth Companies

How New Cognitive Technologies Will Guide Sales Training and Enablement

Building Resilient Sales Forces

(Rebroadcast with live Q&A) Best Practices in Salesperson-Level Territory Planning, Process, and Execution

Managing Incentive Compensation in Rapidly Changing Environments

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