Search

Search titles, key words and topics
Categories
Type

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
Webcast

Sales Compensation Plan Design Fundamentals Full members only

10 April 2025

Register to read full article
In high-performing sales organizations, effective sales compensation plans share a common decision logic and design framework. These rules are generally well known among incentive design specialists, but are missing from many business-to-business firms’ sales compensation programs. Ignoring these time-tested design guidelines and rules often results in ineffective sales compensation plans....Read more
Research

Managing Sales Organization Change

11 March 2025

Sales forces are change-intensive organizations, as are the markets and customers they serve. This research reviews critical change management practices in business-to-business sales forces, focusing on management’s efforts to anticipate and lead high impact change initiatives. Research outcomes will include management’s change priorities, best practices in change implementation, and analysis...Read more
Webcast

Improving ROI on Sales Compensation Investments Full members only

27 February 2025

Register to read full article
Sales compensation is the sales organization's biggest expense by far, and an important growth investment for most business-to-business firms. But sales compensation programs routinely fall short of expectations. Sales Management Association’s research shows only about one-third of sales organizations consider their sales compensation programs effective. Firms with effective sales compensation...Read more
Research First Look

Research First Look: Prioritizing Sales Learning and Development Investments Full members only

20 February 2025

Register to read full article
Sales organizations face persistent pressure to adapt — to changing market conditions, shifting customer preferences, new competitive influences, and many other factors. Adapting often requires salespeople to develop new knowledge, capabilities and skills. This research examines the range of sales learning and development investments management makes in an effort to...Read more
Conference

Sales Force Productivity Conference 2025

18 September 2025

A conference for sales effectiveness leaders Sales Management Association’s Sales Force Productivity Conference offers learning, best-practice sharing, and networking for leaders focused on commercial excellence, go-to-market strategy, and sales force effectiveness. 18-19 September 2025 Visit the Sales Force Productivity Conference website for full information.      

Become a member

Become a member
Underwriters Learn more
AXIOM Sales Kinetics
Ignite Selling
Akeron
Microsoft
Innovyne
Lanshore