SBI Growth

NOVEMBER 15, 2013

Accepting a Sales Qualified Lead (SQL) and maximizing the value requires new competencies. That means 70% of the sales team is unable to maximize the value from marketing. Incent them correctly and you get what you want. Mis-align incentives and you get nothing. The plain fact is that the rep is a sales caveman.

Sales Qualified Lead 312

Sales Qualified Lead Ideal Customer Profile Referrals Incentives 312

SBI Growth

OCTOBER 21, 2013

As you plan for 2014, are you investing enough in both? Performance culture is studied in depth in our 2014 Research Tour. Incentive Programs. Does your comp plan incent behaviors that will get you to your number? If the team does not have a strategy for maximizing pay, they will thrash. Hire slow and fire fast.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

JULY 14, 2013

Are territories designed to maximize growth balanced with efficiency? Incentive pay is a lever that must align with strategy. Suppose Rodgers was paid an incentive every time he threw an interception. Well, no different than paying incentives misaligned with your core strategy. Territories : The field of play.

Territories 328

Territories Incentives Incentive Compensation 328

SBI Growth

SEPTEMBER 30, 2013

Download our CRM Potential Checklist to help you maximize your system investment. Get your copy by signing up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute ". Build incentives and consequences into adoption. Here''s how we advise our clients. Establish KPI and metrics.

System 303

System CRM Compensation Pipeline 303

Customer Centric Selling

DECEMBER 9, 2013

Sign-up for one of the 2014 sales training workshops now open for registration and start the new year strong. Do This Instead: Maximize the talent of your "B" players. Specifically: You tend to offer additional incentives to customers or channel partners. How should the top sales leader in the company utilize this limited time?

Training 45

Training Policies Channels Incentives 45

SBI

APRIL 29, 2014

We enable organizations to accelerate and maximize their lead to money process by identifying the right leads, ensuring proper territory and quota distribution, enabling sales forces, automating quote and proposal generation, and streamlining sales compensation. What problem/s are you solving for sales and/or marketing organizations?

Up-Sell 135

Up-Sell Closing Lead Generation Revenue 135

SBI

APRIL 28, 2014

We enable organizations to accelerate and maximize their lead to money process by identifying the right leads, ensuring proper territory and quota distribution, enabling sales forces, automating quote and proposal generation, and streamlining sales compensation. What problem/s are you solving for sales and/or marketing organizations?

Up-Sell 54

Up-Sell Closing Lead Generation Revenue 54