Tracking sales territory changes are difficult in normal circumstances. Managing such changes may get much more difficult in the coming months, as sales organizations re-deploy field salespeople post quarantine. In this session, we consider a set of administrative best practices for sales organizations managing multiple territories, and how to anticipate...Read more
Conference
Sales Preformance Management Software: Where Are Sales Organizations Seeing Value?
Sales Preformance Management Software: Where Are Sales Organizations Seeing Value? 
25 March 2021
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Drawing from the Sales Management Association’s ongoing practitioner research on SPM and ICM (Incentive Compensation Management) vendors, this session offers a comprehensive look at their offerings, capabilities, and effectiveness. Key vendors are profiled and rated using survey data gleaned from member users. Participants who use SPM or ICM software today...Read more
Conference Archives
Transforming Sales Planning to Match the Speed of Change
25 March 2021
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Few functions within the firm have undergone as much change as the sales organization. Operating in change-intensive environments even before COVID-19, sales forces have had to react to heightened uncertainty in demand, product supply, and customer access since the pandemic's onset. In trying to adapt, many have been hobbled by...Read more
Conference Archives
Uncharted Territories: Deployment Strategies for Sales Forces in Transition
25 March 2021
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For most firms, adapting to the COVID-19 crisis involved a radical redeployment of salespeople from predominantly outside selling roles to virtual selling roles. Accompanying these changes were shifts in selling strategy, capacity, targeting, and effectiveness. Few pre-pandemic response curves or return-on-activity models remain accurate now. Looking ahead, management must anticipate...Read more
Conference Archives
Managing Salespeople in a World That Never Stops Changing
25 March 2021
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Current market conditions are fraught with change, that’s a given. But the conventional wisdom about that change is often misleading and not supported by empirical data. Managers must separate fact from hype to avoid making decisions based on faulty assumptions, or risk falling behind those with a keener grasp of...Read more
Conference Archives
Using Performance Measures: Research Based Practices for Sales Organizations
25 March 2021
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Sales organizations use a variety of performance measures to measure, reward, manage, and evaluate salespeople. These include financial outcome-oriented measures like revenue attainment, activity measures such as the number of sales calls made, pipeline or process-related measures, and customer-focused measures such as customer satisfaction, adoption, or renewal. Our recent research...Read more
In order to scale, sales forces must adopt a consistent, repeatable sales processes. But in doing so sales leaders often overemphasize a single methodology, stifling adaptability in order to minimize variation. This hobbles the sales organization’s ability to adapt when buyers, markets, or selling environments change. Sales organizations must instead...Read more
Conference Archives
Managing Risk: What Sales Leaders Should Know
25 March 2021
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The COVID-19 crisis demand from sales organizations new forms of leadership, and new ways of adapting sales forces in response to the pandemic. Now comes new uncertainty in preparing for post-COVID recovery. In uncertain environments, as many sales organizations have learned, success isn’t defined by how accurately we predict the...Read more
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