This research examines the extent to which firms are embracing “sales enablement,” and the impact of its adoption on the sales organization. Sales enablement describes an emerging set of practices related to salesperson development, guidance, and content distribution. It is characterized by (a) connecting sellers to content most relevant for...Read more
OpenSymmetry and Sales Management Association continue to explore the many facets of sales compensation plan design in part two of our seven-part blog series, which focuses on team-based sales incentivization. To read more about sales compensation plan design basics, check out part one of the series here. There’s no one-size-fits-all...Read more
Webcast
Research First Look: Quantifying Sales Enablement’s Value 
27 June 2019
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This research examines the extent to which firms are embracing "sales enablement," and the impact of its adoption on the sales organization. Sales enablement describes an emerging set of practices related to salesperson development, guidance, and content distribution. It is characterized by (a) connecting sellers to content most relevant for...Read more
Blog Post
Five Design Principles That Will Make Your Sales Compensation Plan Irresistible
24 June 2019
Sales Management Association is excited to feature a blog series from sales performance management (SPM) consulting experts OpenSymmetry on tips and best practices for sales compensation plan design. At the end of the series, OpenSymmetry will host a webcast bringing all principles from this series together in a hands-on setting....Read more
Blog Post
Blog Series by OpenSymmetry — Tips on Effective Sales Compensation Plan Design
24 June 2019
Check out this seven-part blog series from sales performance management (SPM) consulting experts OpenSymmetry on tips and best practices for effective sales compensation plan design: Five Design Principles That Will Make Your Sales Compensation Plan Irresistible When Does Team-Based Sales Incentivization Work? Measuring Sales Performance — By Revenue or Margin?...Read more
Companion Exhibits
Companion Exhibits: Emerging Practices in Sales Training and Development
24 June 2019
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Many sales organizations are changing how their salespeople learn and develop skills. These changes may build upon past training methods, or, as in some firms, represent bold new departures from conventional approaches to salesperson learning and development (L&D). This research surveys these developments, identifying current practice and emerging trends. It...Read more
Full Research Report
Research Report: Emerging Practices in Sales Training and Development
24 June 2019
Register to read full article
Many sales organizations are changing how their salespeople learn and develop skills. These changes may build upon past training methods, or, as in some firms, represent bold new departures from conventional approaches to salesperson learning and development (L&D). This research surveys these developments, identifying current practice and emerging trends. It...Read more
Many sales organizations are changing how their salespeople learn and develop skills. These changes may build upon past training methods, or, as in some firms, represent bold new departures from conventional approaches to salesperson learning and development (L&D). This research surveys these developments, identifying current practice and emerging trends. It...Read more
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