You searched for - Page 4 of 148 - Sales Management Association

Webcast

Organizing Sales Territories and Salesperson Assignments to Maximize Productivity

23 January 2025

A quick way to increase productivity in business-to-business sales forces is through efficient sales territory design. Sales territories – salespeople's assigned set of customers and prospects –are often created out of expedience or outdated assumptions. A more considered approach yields significant and immediate improvements in sales effectiveness. In this webcast...Read more

Akeron

6 January 2025

Akeron offers a comprehensive end-to-end SPM solution for the entire incentive compensation management process. It allows teams to plan objectives and manage sales force bonuses, quotas, and territories, enabling firms to achieve sales goals and optimize financial operations. Akeron’s SPM solution address a broad range of commercial performance management processes...Read more

Webcast

Research First Look: Benchmarking Corporate Sales Force Effectiveness

16 December 2024

Large firms typically have both a sales function, and a sales force effectiveness (SFE) function. With names like sales operations, commercial effectiveness, revenue operations ("RevOps"), or sales excellence, they provide direction and support to the sales organization, which remains focused on execution. Corporate SFE functions require an unusual combination of...Read more

Professional Services and Sales Force Advisory

2 December 2024

The Sales Management Association’s advisory services leverage best practice operating benchmarks in sales force effectiveness, collected from thousands of business-to-business sales organizations, and assembled over 15 years of research. We help our member firms assess sales force effectiveness, compare GTM models and sales organization practices with industry norms, quantify performance...Read more

Webcast

Cold Outreach is Dead. Long Live Cold Outreach.

15 October 2024

Cold outreach – the sales force’s efforts to attract new prospects through proactive calling and messaging – has never been easy, but a growing number of pundits now say cold outreach is dead. They are quick to point out that email platforms, including Google and Microsoft, are implementing more stringent...Read more

Webcast

Optimizing Sales Technology Investments

9 October 2024

Technology in sales organizations is developing rapidly, generating plenty of shuffling in sales tech stacks. As firms adopt new tools, many are reevaluating long-standing investments, and reexamining the objectives and success criteria associated with sales tech. This session examines a range of approaches firms use to evaluate the effectiveness and...Read more

Managing Sales Compensation

21 September 2024

Sales compensation is often a business-to-business firms’ single largest marketing investment. Yet most sales compensation programs are not considered effective, according to our benchmarking research. in this comprehensive course, we offer insights, expert commentary, and research-based best practice guidance on multiple aspects of running an effective sales compensation program. Topics...Read more

Coaching Salespeople

14 September 2024

Coaching salespeople is integral to the sales management role, but often misapplied by firms or undervalued by managers. This course provides context on why many organizations find sales coaching difficult, while detailing the necessary elements for managers and firms to deliver effective salesperson coaching. The course focuses on fundamentals essential...Read more