The Sales Management Association’s incentive compensation plan template library provides spreadsheet templates for commonly used sales compensation plans. Members may find this library useful as a starting point when customizing their own sales organization’s sales compensation plans. These templates may be used by current members at the corporate and individual...Read more
Business Development & Community Relations Manager
17 April 2024
APX Construction Group is seeking candidates with prior experience in developing key relationships, driving large projects and generating sales growth with construction industry. The Sioux Falls market is a hub of opportunity for an ambitious professional Business Development Manager, if you’re a results-oriented professional who thrives in a fast-paced, dynamic...Read more
Sales activity metrics form the basis of a scientific approach to sales productivity, but in making decisions, most sales organizations substitute gut feel or unchallenged assumptions for data. In this webcast, we consider actionable approaches for improving management insights into sales activity, and describe practical approaches for modeling workload and...Read more
Webcast
Solving the Three Most Common Challenges to Designing Effective Sales Territories
29 May 2024
Recent Sales Management Association research identifies three markers of effectiveness in sales territory design in business-to-business sales organizations. These are securing accurate data inputs, leveraging the right technology, and redesigning territories with appropriate frequency. Most firms (58%) do not consider their territory design efforts effective, and the majority of these...Read more
Full Research Report
Optimizing Salesperson Assignments and Territory Design 
9 April 2024
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This research explores management practices related to territory design and optimization. It identifies how organizations assign salesperson responsibilities for prospects, customers, and geographies. The research quantifies management’s satisfaction with current approaches, emerging trends in territory planning, and best practice approaches for optimizing salesperson assignments. 30pps. with exhibits.... You must be...Read more
Research
Optimizing Salesperson Assignments and Territory Design
9 April 2024
Register to read full article
This research explores management practices related to territory design and optimization. It identifies how organizations assign salesperson responsibilities for prospects, customers, and geographies. The research quantifies management’s satisfaction with current approaches, emerging trends in territory planning, and best practice approaches for optimizing salesperson assignments.... You must be a member to...Read more
Draft Charts Respondent Demographics, Firm Characteristics SPM Effectiveness Sales Performance Measurement Sales Assignments, Territories Sales Quotas Sales Compensation Group Heading Group Heading Group Heading ... You must be a member to access to this resource. Please log in, or consider becoming a member, or contact Member Services for assistance.Upgrade your...Read more
Sales compensation represents the largest single marketing investment for most firms, and often has an outsized impact on performance. Poorly designed incentives hobble growth efforts and deflate salesperson morale, while well designed programs can motivate untapped reserves of effort and achievement. In this web panel, we consider current sales compensation...Read more
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