Webcast
Research First Look: Survey of SPM and ICM Providers 
22 July 2020
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Our ongoing survey of Sales Performance management (SPM) and Incentive Compensation management (ICM) providers offers a comprehensive look at these solutions’ offerings, capabilities, and effectiveness, based on feedback from practitioner users. The research also details general sales performance management practices and the technology applications used to support them. As an...Read more
COVID-19 forced sales organizations to embrace virtual selling models, and to virtually provision sales learning and development (L&D) activity. While available technology has proved useful in this effort, many firms have still met with unsatisfactory outcomes. As a result, many organizations are reevaluating their sales L&D investments, resources, and strategies...Read more
Five Keys To Managing Remote Sales Teams
3 July 2020
B2B Sales Pipeline Management Best Practices: 15 Proven Tips to Build A Robust B2B Sales Pipeline
3 July 2020
Fueled by the app economy and an explosion of software-as-a-service offerings, sales organizations of all kinds now incorporate subscription or recurring pricing. This presents unique challenges, especially for sales organizations accustomed to one-time or episodic revenues. In this webcast, we review the basic principles of sound incentive design related to...Read more
Sales Management Association Chairman Bob Kelly to Deliver Keynote at Virtual Sales Educators’ Academy
25 June 2020
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