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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
Webcast

Optimizing Sales Technology Investments Full members only

9 October 2024

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Technology in sales organizations is developing rapidly, generating plenty of shuffling in sales tech stacks. As firms adopt new tools, many are reevaluating long-standing investments, and reexamining the objectives and success criteria associated with sales tech. This session examines a range of approaches firms use to evaluate the effectiveness and...Read more

Managing Sales Compensation

21 September 2024

Sales compensation is often a business-to-business firms’ single largest marketing investment. Yet most sales compensation programs are not considered effective, according to our benchmarking research. in this comprehensive course, we offer insights, expert commentary, and research-based best practice guidance on multiple aspects of running an effective sales compensation program. Topics...Read more

Coaching Salespeople

14 September 2024

Coaching salespeople is integral to the sales management role, but often misapplied by firms or undervalued by managers. This course provides context on why many organizations find sales coaching difficult, while detailing the necessary elements for managers and firms to deliver effective salesperson coaching. The course focuses on fundamentals essential...Read more

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