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Coaching That Counts: Leading Sales Teams with the Sales Excellence Model

19 September 2025

Sales managers drive performance not by managing tasks, but by coaching behaviors. This expanded two-hour workshop introduces a proven model for equipping managers to balance leadership, coaching, and management. Participants will learn how to apply the proprietary GUIDE coaching framework within the Sales Excellence Model to deliver consistent, high-impact coaching conversations that...Read more

Conference Archives

Designing and Implementing Effective Sales Compensation Plans

19 September 2025

Incentive compensation anchors many firms’ sales performance management efforts. Designing effective sales compensation plans is no small challenge for organizations of any size, and SMA’s research shows that fewer than half of firms are effective in sales incentive design. In this session we cover the most important aspects of designing...Read more

Conference Archives

Sales Performance Management: New Approaches, Emerging Trends

19 September 2025

Sales Performance Management (SPM) is a fast-growing technology that tackles salesperson assignments and territories, quota management, incentive compensation administration, and sales and incentive performance reporting. (Notable providers are Xactly, Varicent, SAP, Oracle, and Anaplan). SPM promises management greater control, richer insight, and faster decision making. But SPM solutions are sometimes...Read more

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2025 Sales Force Productivity Conference

18 September 2025

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Conference Archives

Developing High Performing Sales Managers

18 September 2025

Sales management is critical to the sales organization’s success. Yet in many firms the sales management role is often poorly supported and inadequately resourced. At a time when the sales function is undergoing substantial change, many firms are underinvesting in sales manager development. This session explores the characteristics of effective...Read more

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Advanced Topics in Sales Operations

18 September 2025

This session examines emerging trends and best practices defining high performing sales operations functions.

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Transforming the Sales Force

18 September 2025

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

Conference Archives

AI’s Impact on the Sales Organization: Managing on the Jagged Frontier

18 September 2025

AI is changing the way sales organizations work, how salespeople sell, and how core functions such as sales operations and enablement support sales productivity. This session examines AI's impacts on sales forces. AI is improving efficiency and productivity, but is also expected to permanently change staffing models and organizational structure...Read more

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Coaching That Counts: Leading Sales Teams with the Sales Excellence Model

Designing and Implementing Effective Sales Compensation Plans

Sales Performance Management: New Approaches, Emerging Trends

2025 Sales Force Productivity Conference

Developing High Performing Sales Managers

Advanced Topics in Sales Operations

Transforming the Sales Force

AI’s Impact on the Sales Organization: Managing on the Jagged Frontier

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