Webcast
Sales organizations often struggle with forecasting. Keeping up with forecasting's administrative demands often drains valuable selling time away from the sales force, and more often than not fails to yield accurate results. Most firms consider their sales forecasting efforts ineffective. In this session we consider fundamental approaches essential to sound...Read more
The Sales Management Association’s incentive compensation plan template library provides spreadsheet templates for commonly used sales compensation plans. Members may find this library useful as a starting point when customizing their own sales organization’s sales compensation plans. These templates may be used by current members at the corporate and individual...Read more
Full Research Report
Optimizing Salesperson Assignments and Territory Design 
9 April 2024
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This research explores management practices related to territory design and optimization. It identifies how organizations assign salesperson responsibilities for prospects, customers, and geographies. The research quantifies management’s satisfaction with current approaches, emerging trends in territory planning, and best practice approaches for optimizing salesperson assignments. 30pps. with exhibits.... You must be...Read more
Research
Optimizing Salesperson Assignments and Territory Design
9 April 2024
Register to read full article
This research explores management practices related to territory design and optimization. It identifies how organizations assign salesperson responsibilities for prospects, customers, and geographies. The research quantifies management’s satisfaction with current approaches, emerging trends in territory planning, and best practice approaches for optimizing salesperson assignments.... You must be a member to...Read more
... You must be a member to access to this resource. Please log in, or consider becoming a member, or contact Member Services for assistance.Upgrade your membership
Sales compensation represents the largest single marketing investment for most firms, and often has an outsized impact on performance. Poorly designed incentives hobble growth efforts and deflate salesperson morale, while well designed programs can motivate untapped reserves of effort and achievement. In this web panel, we consider current sales compensation...Read more
Professional Certification
25 March 2024
Sales Management Association offers professional certification for sales leaders and professionals in sales force effectiveness. Our certifications helps high achieving leaders stand out from the crowd. Backed by Sales Management Association — an authority on sound management practice in sales organizations, our certifications utilize on demand learning content, instructor-led workshops...Read more
Conference Archives
2024 Sales Force Productivity Conference – Goizueta Business School Emory University
13 March 2024
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