Research
Reporting is a cornerstone of sales performance management, and reporting practices in sales organizations are quickly evolving. This research surveys current practices in incentive compensation and sales performance reporting. It identifies management’s priorities and challenges in effective reporting, while surfacing emerging trends and best practice approaches.
Recent Sales Management Association research suggests most firms will ramp up spending on sales learning and development (L&D), and more than 92% will undergo substantial changes in strategy, structure, and value delivery models over the next three years. For many of these firms, the L&D investments they'll make will be...Read more
Webcast
Research First Look: Incentive Compensation and Sales Performance Reporting Practices 
11 September 2019
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Join us for a first look at recently concluded research on incentive compensation and sales performance reporting. Presenters will describe initial conclusions from this research in anticipation of the published report. Reporting is a cornerstone of sales performance management, and reporting practices in sales organizations are quickly evolving. This research...Read more
Digital transformation is fundamentally changing the way sales forces interact with customers, and those customers' expectations of sellers. One crucial area of digital transformation relates to documents. Documents are essential to many business processes, but too often are handled with manual processes that make selling inefficient, sap valuable sales capacity,...Read more
Blog Post
Samuel Johnson called second marriages the triumph of hope over experience. His quip works for CRM implementations too. Three decades after CRM’s advent, our new research finds most firms’ CRM implementations characterized by lower than acceptable return on investment, less than satisfactory user adoption, and lots of unrealized potential. Why...Read more
Webcast
Designing High Performance Sales Compensation Plans
4 September 2019
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Once a firm establishes the sales organization's strategy and performance objectives, aligning incentive compensation plans to these objectives is a critical next step. This webcast covers the tactical considerations of sales incentive compensation plan design, including selecting the most effective performance measures, determining performance targets, establishing accountability for the plans'...Read more
5 Top Reasons for Sales Slumps
3 September 2019
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