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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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Conference Archives

Bold Futures in Sales Technology

13 March 2024

Technology has profoundly changed the sales function over the past four decades, but many observers believe the most substantial technology-driven impact is currently on our doorstep, in the form of generative AI. Experience has shown that sales organizations are more likely to integrate technology into adapted sales roles, rather than...Read more

Conference Archives

Collaborative Business Planning: The Coca-Cola Company’s Innovation in Sales Effectiveness

13 March 2024

Sales forces often struggle to align their objectives with demonstrable value creation from customers’ perspective. This challenge is acute in key and strategic customer accounts, where misaligned objectives or weak account plans can disrupt substantial revenue streams. Since 2015, The Coca-Cola Company has been attacking this challenge with investments in...Read more

Conference Archives

Sales Leadership’s New Priorities

12 March 2024

Sales leaders are adapting to an unprecedented amount of uncertainty, disruption, and change. Consider just the past five years – a period which saw sales forces roiled by the abrupt onset of a global pandemic, and then an uncertain recovery with accompanying swings in demand, supply shortages, and financial markets. Compounding...Read more

Conference Archives

Competing on Sales Talent

12 March 2024

Sales organizations in many sectors are suddenly finding salesperson hiring and retention more difficult. This seems to be due in part to one of the pandemic’s enduring impacts: redrawn expectations of employers from many workers. These changing expectations are amplified by the workforce’s younger-skewing demographics, and its shrinking supply. In...Read more

Conference Archives

The Changing Role of Incentives in Sales Performance Management

12 March 2024

Sales compensation represents the largest single marketing investment made by business-to-business firms, and a notoriously difficult challenge for many. In this session, presenters explore the essential elements of effective incentive compensation strategies for sales organizations. They provide insights into managing global sales incentives, the information flows critical to sales performance...Read more

Conference Archives

Transforming the Sales Force

12 March 2024

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