Recent Sales Management Association research shows many firms with sales performance management (SPM) platforms derive value only from a portion of their SPM application's overall capabilities. These often underutilized capabilities extend SPM's business impact beyond the core function of administering incentive compensation programs. For many firms, these underutilized SPM functions...Read more
Sales Force Productivity Conference Spring 2022
11 December 2021
Full Research Report
Research Report: Performance Measurement Trends In Sales Organizations 
10 December 2021
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Sales organizations typically use a variety of performance measurement approaches. These include measures of financial outcomes (like sales revenue or sales quota achievement), but also activity measures such as number of calls made, demos given, or proposals generated. This research examines how sales organizations use various measures, and the performance...Read more
Most sales leaders consider coaching salespeople important however, few organizations do it consistently. But Why? Too often, sales forces haven't committed to elevating coaching as a management priority. The sales organizations most successful in creating a coaching culture within their companies often have more effective coaching. This is because they...Read more
Webcast
Research First Look: Updated Survey of SPM and ICM Solution Providers
17 November 2021
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This webcast presents the latest update in our ongoing research on sales performance management (SPM) and incentive compensation management (ICM) solution providers. The research gathers feedback from current clients of SPM/ICM systems, identifies key issues related to these solutions’ offerings, capabilities, and effectiveness, and offers provider-specific ratings on performance, user...Read more
Webcast
Training Salespeople to Thrive in Virtual Environments
16 November 2021
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COVID-19 forced an abrupt shift to virtual selling. As the pandemic recedes (however unevenly), management might look forward to putting aside many virtual tools. But this would be a mistake for most organizations. In fact, it’s much more likely that virtual communication will become a permanent capability for the sales...Read more
Webcast
Improving Sales Forecasting – The Power of Predictable Revenue
27 October 2021
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Business leaders rely on sales forecasting to gauge organizational health and to guide strategy. But most sales organizations find forecasting extremely challenging, and as a result struggle with forecasts that are rarely accurate. This skews resource investments in hiring and budgeting and prevents management from anticipating important demand trends. In...Read more
According to Zip Recruiter, there are over 700,000 open sales positions in the US, and nearly half of salespeople surveyed expect to be looking for a new job in the next 18 months. However, the cost of a bad sales hire is 2-3x annual salary and rising steadily. Never before...Read more
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