A new sales leader's first 90 days represent a valuable window of opportunity. During this time, new leaders often have a mandate to implement new practices, and find an organization receptive to change. A new leader's actions during this crucial period establish their credibility, standing, and prospects for long-term effectiveness....Read more
Webcast
Research First Look – Managing Sales Organization Strategy 
9 July 2026
Register to read full article
Join us on this webcast for a first look at recently concluded research on managing sales organization strategy. 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...Read more
If your Sales Performance Management environment feels harder to operate than it used to, you are not imagining it. Sales organizations are becoming more complex, and their planning cycles are shrinking. At the same time, AI is accelerating the speed of decision making. Yet most companies are still operating SPM...Read more
Webcast
Improving Hiring Outcomes in the Sales Organization
29 June 2026
Register to read full article
Poor hiring decisions are among the costliest management mistakes that contribute to poor sales results. This webcast examines how firms improve the odds of making good hires for sales and sales management roles by implementing a process-driven selection approach grounded in discipline, rigor, and consistency. The session quantifies the often overlooked...Read more
Webcast
Research First Look: Assessing Sales Compensation’s Impact
23 June 2026
Register to read full article
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
Webcast
Rebuilding Incentive Comp Systems: What Leaders Learn Too Late
18 June 2026
Register to read full article
A panel discussion on the SAP HANA migration, SPM modernization strategy, and the realities of enterprise SPM transformation. For SAP Incentive Management customers, the upcoming HANA transition is being positioned as a migration. In practice, many organizations are experiencing something closer to full-scale re-implementation than a routine technical upgrade, one...Read more
Webcast
Research First Look: SPM Platform Usage, Practices, and Impact
11 June 2026
Register to read full article
Join us for a first look at recently concluded research on sales performance management (SPM) platform usage and practices. This research gathers feedback from current clients of sales performance management (SPM) systems, identifying key issues related to these solutions’ offerings, capabilities, and effectiveness. Building on previous versions of SMA’s SPM...Read more
Webcast
Sales Proficiency – the Undervalued Metric that Unlocks Sales Force Productivity
9 June 2026
Register to read full article
Firms invest heavily in performance measures. They track activity (calls made, proposals sent), and they track results (revenue, quota attainment). But between activity and results lies the factor that best determines salesperson success: proficiency. And almost nobody measures it. This creates a dangerous blind spot. When results are down, managers...Read more
Become a member
Become a member
Underwriters Learn more
