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Corporate Best Practices in Sales Performance Management

9 August 2024

This research identifies corporate practices in sales performance management. It considers a set of core management practices important to guiding and supporting sales organization productivity, including resource and goal allocation, incentive design and management, performance reporting and analytics, and data management. The research identifies prevailing approaches and best practices in...Read more

Research

Corporate Best Practices in Sales Performance Management

9 August 2024

Webcast

Deep Dive on Sales Force Activity Metrics

31 July 2024

Sales activity metrics form the basis of a scientific approach to sales productivity, but in making decisions, most sales organizations substitute gut feel or unchallenged assumptions for data. In this webcast, we consider actionable approaches for improving management insights into sales activity, and describe practical approaches for modeling workload and...Read more

Business Development Representative Certifications

28 July 2024

Sales Management Association’s Professional Certification for Business Development Representatives Sales Management Association certifies selling skills for entry-level and early career sales professionals focused in outbound digital selling. Our certifications recognize sellers demonstrating high skills levels in finding and developing prospects, prioritizing selling activity to maximize results, and managing full-cycle sales...Read more

Certified Sales Management Professional (CSMP)

28 July 2024

Sales Management Association’s Certified Sales Management Professional (CSMP). Stand out from the crowd with Sales Management Association’s Certified Sales Management Professional (CSMP) designation. Backed by Sales Management Association — an authority on sound management practice and sales force effectiveness, the CSMP certification combines on demand learning, instructor-led workshops and coursework,...Read more

Certified Sales Operations Professional (CSOP)

28 July 2024

Sales Management Association’s Certified Sales Operations Professional (CSOP). Stand out from the crowd with Sales Management Association’s Certified Sales Operations Professional (CSOP) designation. Backed by Sales Management Association — an authority on sound management practice and sales force effectiveness, the CSOP certification combines on demand learning, instructor-led workshops and coursework,...Read more

Webcast

Improving Forecast Accuracy: What’s Working in B2B?

17 July 2024

Sales forecast accuracy is difficult for most sales forces. Those in business-to-business environments often rely on incomplete or error-prone inputs from a range of sources. This helps explain why B2B sales organizations routinely cite forecast accuracy as their most vexing challenge. In this webcast we examine the drivers of b2b...Read more

Webcast

Reassessing the Sales Tech Stack in the Age of AI

18 June 2024

Sales related apps are growing so quickly they’ve rendered unreadable those “technology landscape” charts, which are too clotted with logos now to make sense of. In many firms, these apps have scaled the walls like an invasive species, overrunning the sales tech landscape’s recognizable landmarks. Most of these new apps...Read more