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Webcast

Solving the Three Most Common Challenges to Designing Effective Sales Territories

29 May 2024

Recent Sales Management Association research identifies three markers of effectiveness in sales territory design in business-to-business sales organizations. These are securing accurate data inputs, leveraging the right technology, and redesigning territories with appropriate frequency. Most firms (58%) do not consider their territory design efforts effective, and the majority of these...Read more

Webcast

Research First Look: Corporate Best Practices in Sales Performance Management

15 May 2024

This webcast provides a first look at recently concluded research on corporate practices in sales performance management. It examines 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...Read more

Webcast

Forecasting Fundamentals

24 April 2024

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

Sales Compensation Plans Template Library

18 April 2024

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

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

Chart Galleys

7 April 2024

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Webcast

The State of Sales Compensation

27 March 2024

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