Research
Sales forces have traditionally struggled with recruiting, onboarding, and retaining salespeople. And in recent months, labor market changes have exaggerated those challenges for many. This research examines the current state of practice in salesperson hiring, onboarding, and retention, and provides benchmark performance data in these areas across business-to-business sales forces....Read more
Blog Post
Special Symposium on Corporate Sales Force Effectiveness Announced at Sales Force Productivity Conference
22 May 2022
The Sales Management Association (SMA) will conduct a special symposium on corporate sales force effectiveness (SFE) at the 2022 Sales Force Productivity Conference, held June 7-8 at the University of Houston. SMA’s Sales Force Productivity Conference is the premiere education and networking event for thought leaders and senior practitioners in...Read more
Rob Blohm
19 May 2022
speaker Profile About Robert Blohm is senior partner at OpenSymmetry, a global consultancy specializing in implementing and optimizing leading sales performance management solutions. With over 15 years of experience in sales effectiveness, performance management, and technology, Robert has managed consulting projects for Fortune 100 companies across a variety of industries....Read more
Webcast
What Kind of Feedback Design is Best for the Next Generation of Salespeople? 
19 May 2022
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A critical issue in sales performance management is how to best use performance feedback. Important for directing salesperson behavior, performance feedback also profoundly impacts salesperson motivation. Generation Z's arrival in the salesforce heralds a new wave of younger salespeople, with distinct characteristics, values, and preferences related to how they respond...Read more
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