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Research First Look

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

20 February 2025

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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.      
Webcast

Organizing Sales Territories and Salesperson Assignments to Maximize Productivity Full members only

23 January 2025

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A quick way to increase productivity in business-to-business sales forces is through efficient sales territory design. Sales territories – salespeople's assigned set of customers and prospects –are often created out of expedience or outdated assumptions. A more considered approach yields significant and immediate improvements in sales effectiveness. In this webcast...Read more

Akeron

6 January 2025

Akeron offers a comprehensive end-to-end SPM solution for the entire incentive compensation management process. It allows teams to plan objectives and manage sales force bonuses, quotas, and territories, enabling firms to achieve sales goals and optimize financial operations. Akeron’s SPM solution address a broad range of commercial performance management processes...Read more
Webcast

Research First Look: Benchmarking Corporate Sales Force Effectiveness Full members only

16 December 2024

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Large firms typically have both a sales function, and a sales force effectiveness (SFE) function. With names like sales operations, commercial effectiveness, revenue operations ("RevOps"), or sales excellence, they provide direction and support to the sales organization, which remains focused on execution. Corporate SFE functions require an unusual combination of...Read more

Professional Services and Sales Force Advisory

2 December 2024

The Sales Management Association’s advisory services leverage best practice operating benchmarks in sales force effectiveness, collected from thousands of business-to-business sales organizations, and assembled over 15 years of research. We help our member firms assess sales force effectiveness, compare GTM models and sales organization practices with industry norms, quantify performance...Read more

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