Lanshore
7 February 2026
Sales compensation plans change regularly to reflect shifting priorities, but they retain a consistent aim: to positively affect selling behavior and motivate productive effort. Unfortunately, most firms do not consider their sales compensation programs effective, according to recent SMA benchmarking research, despite the often lucrative earning opportunities they present sellers....Read more
Join us in Chicago for a forum on AI in sales performance management. This event features lunch, informative discussion panels, and short format work sessions. Learn how AI is reshaping the way organizations design, manage, and optimize sales performance. Join us in Chicago for an exclusive executive forum focused on...Read more
Join sales effectiveness expert Mike Kunkle for a look at 10 actionable strategies to radically improve your opportunity management and win rates. In the session, Mike details: How to align your sales process with the way modern buyers make decisions. Proven techniques for qualifying, advancing, and closing the right opportunities...Read more
Research
Implementing changes in sales strategy requires a broad set of corporate and managerial capabilities. These include assessing market demand, setting achievable performance objectives, providing clear guidance to the sales force, identifying the sales force’s capability gaps, and directing resources to close those gaps in order to achieve new goals. This...Read more
AI is revolutionizing sales efficiency and redefining the nature of sales work. This session explores AI’s impact on selling, sales operations, and enablement—examining how organizations are investing to drive productivity and adapt their structures. Learn how AI moves beyond incremental gains to reshape staffing, workflows, and management roles. Attendees will...Read more
Webcast
Clarifying Sales Strategy to Drive High Impact Sales Behaviors 
7 December 2025
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Sales organizations have no trouble setting objectives, but often fail to clearly articulate strategy. As a result, salespeople may understand how much they’re expected to produce, but are unclear on how best to make their number. Sales strategy -- a plan of action to achieve a sales goal -- helps...Read more
Webcast
How to Implement Sales Methodology That Delivers Results
7 December 2025
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Getting adoption for sales methodology is not easy. It requires changing salesperson behavior, and changing behavior at the organizational level is hard work. This webcast addresses the critical determinants of success in sales methodology implementation and adoption. Featuring sales transformation expert Mike Kunkle from SPARXiQ, this session covers: Why adoption...Read more
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