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Academic Partners

18 December 2017

DePaul University’s Center for Sales Leadership DePaul University’s Center for Sales Leadership is one of the largest and best centers for sales management education. Drawing from a sizable and diverse student body, and a faculty with deep business expertise, the Center’s mission is to “connect the best students with the...Read more

Webcast

Empowering the Sales Organization with Analytics – Last In a Three Part Sales Planning Series

15 December 2017

Sales leaders often have more data than they know what to do with. This webcast helps sales leaders sort out the metrics that matter most to driving sales force performance. The last in our three part sales planning series, this session features approaches to coordinating key performance metrics across functions...Read more

Blog Post

Behind the Scenes of the annual Sales Force Productivity Conference’s Panoramic Photo

11 December 2017

Every year at the Sales Force Productivity Conference, the Sales Management Association invites photographer Shawn McElroy to capture a group photo of the attendees. At first glance, the conference attendees appear to be seated in a line around the stage. However, the photo is actually a panoramic photograph with the...Read more

Webcast

Building a Sales Enablement Charter for 2018: Lessons from HubSpot

11 December 2017

Running headlong into the world of sales enablement? You're not alone. According to new research from CSO Insights, 59% of organizations surveyed now have a dedicated sales enablement function, a YOY increase of more than 26%. Another 8.5% cited plans to add this function in the next 12 months. In...Read more

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