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You are not eligible to participate in this research

15 March 2022

Thank you for your interest in this research initiative. Based on your answers to the survey’s initial questions, you do not appear to be eligible for this study. We often limit participation in our research studies to practitioners from firms of a minimum size, and typically exclude consultants or vendors...Read more
Blog Post

University of Houston’s Bauer College of Business to host 2022 Sales Force Productivity Conference

15 March 2022

University of Houston’s Bauer College of Business will host the Sales Management Association’s Sales Force Productivity Conference, June 7-8, 2022. The conference is considered the premier event for sales force effectiveness professionals. The Sales Force Productivity Conference will address a wide range of topics relevant to effective sales organization governance,...Read more

Sales Performance Management (SPM) Software – New Research On How Customers View Their SPM Investments

15 March 2022

Sales Performance Management (SPM) is a fast-growing technology that tackles salesperson assignments and territories, quota management, incentive compensation administration, and sales and incentive performance reporting. (Notable providers are Xactly, Varicent, SAP, Oracle, and Anaplan). SPM promises management greater control, richer insight, and faster decision making. But SPM solutions are sometimes...Read more

Measuring Sales Force Activity: Research Based Insights

15 March 2022

Selling activities – the essential tasks that comprise a salesperson job, and include things like making customer calls or generating proposals – ultimately determine salesperson productivity. But collecting sales activity data is notoriously tricky, and few firms do so effectively, leaving management with inadequate insight into root causes of performance....Read more
Webcast

Research First Look: Sales Planning Practices

9 March 2022

Live Stream | March 9, 2022 | 2:00 PM – 3:00 PM EASTERN US TIME This webcast offers SMA members a first look at findings from recently concluded research on sales planning. The research summarizes the wide range of planning approaches used by sales organizations while commenting on the current...Read more

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