Webcast
Sales planning is often tactically focused, addressing challenges like forecasting, goal setting, or incentive design. But many sales organizations consider their planning efforts ineffective, due to misaligned objectives, inadequate data, and late deliverables. High performing sales forces are benefitting from new approaches to sales planning. These firms are integrating planning...Read more
Conference Archives
Coaching That Counts: Leading Sales Teams with the Sales Excellence Model 
19 September 2025
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Sales managers drive performance not by managing tasks, but by coaching behaviors. This expanded two-hour workshop introduces a proven model for equipping managers to balance leadership, coaching, and management. Participants will learn how to apply the proprietary GUIDE coaching framework within the Sales Excellence Model to deliver consistent, high-impact coaching conversations that...Read more
Conference Archives
Designing and Implementing Effective Sales Compensation Plans
19 September 2025
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Incentive compensation anchors many firms’ sales performance management efforts. Designing effective sales compensation plans is no small challenge for organizations of any size, and SMA’s research shows that fewer than half of firms are effective in sales incentive design. In this session we cover the most important aspects of designing...Read more
Conference Archives
Sales Performance Management: New Approaches, Emerging Trends
19 September 2025
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Sales Performance Management (SPM) is a fast-growing technology that tackles salesperson assignments and territories, quota management, incentive compensation administration, and sales and incentive performance reporting. (Notable providers are Xactly, Varicent, SAP, Oracle, and Anaplan). SPM promises management greater control, richer insight, and faster decision making. But SPM solutions are sometimes...Read more
Conference Archives
2025 Sales Force Productivity Conference
18 September 2025
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Conference Archives
Developing High Performing Sales Managers
18 September 2025
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Sales management is critical to the sales organization’s success. Yet in many firms the sales management role is often poorly supported and inadequately resourced. At a time when the sales function is undergoing substantial change, many firms are underinvesting in sales manager development. This session explores the characteristics of effective...Read more
This session examines emerging trends and best practices defining high performing sales operations functions.
Few functions within the firm confront as much change as sales organizations. In the past five years, they’ve adapted to a global pandemic, then an uneven return to normalcy; they’ve been whipsawed by sudden spikes in demand and product supply, uncertain labor markets and worker shortages, and the introduction of...Read more
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