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Webcast

Research First Look: Annual Sales Meetings Best Practices

2 October 2019

Each year, most sales organizations hold an annual meeting (sometimes called a Sales Kickoff). In recently concluded research on annual sales meetings, the Sales Management Association examines the wide range of practices associated with these meetings, identifying impactful approaches and emerging trends. The research also details practices related to annual...Read more

Webcast

Sales Readiness is Mission Critical: Trends, Impact, And Why It Matters

27 September 2019

Today's C-level executives face a mounting challenge - meeting sales performance targets while adapting to rapidly evolving and increasingly digitally-oriented buyers. Success requires sales organizations to effectively onboard, coach, and develop salespeople. New platforms can do so while improving speed and effectiveness in these areas, and increasingly, high-performing sales organizations...Read more

Webcast

How Does Salesforce Align Its Sales Force?

26 September 2019

Technology juggernaut Salesforce fields one of the world's largest and most dynamic sales organizations. Learn how they tackle challenges related to go-to-market strategy, territory assignment and optimization, and other crucial decisions affecting sales performance.

Companion Exhibits

Companion Exhibits: Incentive Compensation and Sales Performance Reporting Practices

24 September 2019

Reporting is a cornerstone of sales performance management, and reporting practices in sales organizations are quickly evolving. This research surveys current practices in incentive compensation and sales performance reporting. It identifies management's priorities and challenges in effective reporting, while surfacing emerging trends and best practice approaches.

Full Research Report

Research Report: Incentive Compensation and Sales Performance Reporting Practices

24 September 2019

Research

Incentive Compensation and Sales Performance Reporting Practices

24 September 2019

Reporting is a cornerstone of sales performance management, and reporting practices in sales organizations are quickly evolving. This research surveys current practices in incentive compensation and sales performance reporting. It identifies management’s priorities and challenges in effective reporting, while surfacing emerging trends and best practice approaches.

Webcast

New Sales Force, New Sales Training

19 September 2019

Recent Sales Management Association research suggests most firms will ramp up spending on sales learning and development (L&D), and more than 92% will undergo substantial changes in strategy, structure, and value delivery models over the next three years. For many of these firms, the L&D investments they'll make will be...Read more

Webcast

Research First Look: Incentive Compensation and Sales Performance Reporting Practices

11 September 2019

Join us for a first look at recently concluded research on incentive compensation and sales performance reporting. Presenters will describe initial conclusions from this research in anticipation of the published report. Reporting is a cornerstone of sales performance management, and reporting practices in sales organizations are quickly evolving. This research...Read more

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Research First Look: Annual Sales Meetings Best Practices

Sales Readiness is Mission Critical: Trends, Impact, And Why It Matters

How Does Salesforce Align Its Sales Force?

Companion Exhibits: Incentive Compensation and Sales Performance Reporting Practices

Research Report: Incentive Compensation and Sales Performance Reporting Practices

Incentive Compensation and Sales Performance Reporting Practices

New Sales Force, New Sales Training

Research First Look: Incentive Compensation and Sales Performance Reporting Practices

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