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Refund Policy

8 December 2017

Membership begins once information and fees have been received and verified by the Sales Management Association or its registered agent. The Sales Management Association membership is not refundable. Please review the membership information and form carefully before proceeding. The Sales Management Association membership is transferable as you relocate. Upon arrival...Read more

Terms of Service

8 December 2017

General Rules By using this site or any content on this site, you enter into a binding contract between The Sales Management Association, Inc. (“SMA”) and you, in which you undertake certain obligations in exchange for your use of products and services. Your access to and use of the SMA’s...Read more

Webcast

Implementing Incentive Compensation Changes – Part Two of a Three Part Sales Planning Series

29 November 2017

Though not all firms radically redesign incentive compensation plans each year, many make changes intended to drive significant behavior changes and shifts in sales force focus. This session, the second in a three part series on sales planning, details how to ensure incentive compensation plan changes align with business goals,...Read more

Webcast

Sales Forecasting Fundamentals – Part One of a Three Part Sales Planning Series

17 November 2017

Many sales effectiveness leaders are currently focused in preparing new sales plans for the coming year. This webcast reviews the essential elements of sales forecasting, and kicks off a three part series on sales planning best practices. Topics addressed include establishing consistent practices that ensure year-round forecasting and pipeline management...Read more

Allego

9 November 2017

Blog Post

In Sales, Cash is King, but Non-Cash Incentives are a Close Second

8 November 2017

It’s not a new concept. Post a leader board in the office and everyone notices. No one wants to find their name at the bottom, or even worse, not make the leader board at all. I’ve had the opportunity to speak with sales reps who have worked for my clients...Read more

Webcast

Four Ways to Improve Sales Force Selling Time

6 November 2017

Burdening the sales force with administrative responsibilities comes at a high cost. Displacing time that could be spent selling, low-value administrative tasks distract salespeople from more productive activity, and result in missed opportunity. This webcast presents practical approaches for minimizing the sales organization's administrative activities, and getting back to the...Read more

Webcast

How Will AI Change the Sales Force?

30 October 2017

The buzz surrounding artificial intelligence (AI) and its potential impact on sales organizations includes predictions of massive job losses and obsolescence for traditional sales roles. Are these claims over-hyping AI's potential, or do they reflect the inevitable consequence of continued technological progress? How should sales leadership anticipate a future that...Read more