Changing the sales compensation plan is fraught with peril. Poorly thought out changes can tank morale, erode productivity, and trigger salesperson turnover. A recent Sales Management Association research reveals that firms with the most amount of sales comp program change are least likely to have effective sales compensation programs - suggesting...Read more
Webcast
Focusing Salesperson Coaching on Skill Improvement 
11 June 2025
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Sales organizations consider coaching an important management role and a critical driver of sales force effectiveness, but few firms effectively coach salespeople. Many fail to elevate coaching among competing manager priorities, while others deliver training, performance feedback, or training, rather than true coaching. This webcast focuses on skills coaching. It...Read more
Introduction to Sales Operations
24 May 2025
Sales operations is an emerging corporate function that guides and supports the sales force, for the purpose of maximizing sales productivity. This overview identifies the contributions and role of sales operations departments — how they work and what they do, and their impact on corporate sales force effectiveness. Sales operations...Read more
Firms expect a lot from their sales compensation programs. They design sales comp plans to motivate and direct salespeople, to attract and retain top performing talent, and to produce sales results aligned with business objectives and strategy. But the sales comp plan's effectiveness isn't always self-evident. How do managers gauge...Read more
Many business-to-business firms use sales engagement or marketing automation platforms. These solutions track buyers' online behavior, and guide and automate many selling activities. Firms marketing these solutions claim they improve sales effectiveness and productivity, but their true benefits to sales organizations remain unclear. In new research, a team of academic...Read more
SPARXiQ
18 April 2025
SPARXiQ understands that achieving sustainable business improvement requires more than just a good plan; it demands the right combination of insights, execution, and continuous learning. Through a suite of tailored analytics, tools, and training solutions, SPARXiQ solves clients' challenges by enabling data-driven decisions and equipping front-line sales teams with skills...Read more
Modern Sales Foundations
18 April 2025
Built for today’s complex sales situations, Modern Sales Foundations provides a complete sales methodology that covers the entire B2B sales cycle — equipping sales teams with the skills needed to connect with, convert, and grow more business. Using a series of engaging video episodes, Modern Sales Foundations presents key topics...Read more
Certification in Coaching Virtual Salespeople
14 April 2025
Sales Management Association’s Professional Certification in Coaching Virtual Salespeople Sales Management Association certifies coaching skills for managers focused in leading virtual sales teams. Offered in partnership with Factor 8, this program is designed to help managers coach better, lead stronger, and improve team performance faster. The program includes five separate...Read more
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