SBI Growth

SEPTEMBER 23, 2013

You know you need to begin planning for 2014 now. Territory design, quotas and compensation plans. Steve asked us to stress test his 2014 sales plan. Steve told us he was going to build 3 elements into his plan for 2014. Change the compensation plan to incent new logo growth by adding an accelerator.

Compensation 325

Compensation Social Media Incentives Incentive 325

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? Continually develop and train on new strategies. The comp plan must incentivize the right behavior.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

Xactly

JANUARY 2, 2019

Ultimately, the new compensation and incentive plans must successfully motivate the right sales behaviors to achieve goals, all while driving growth. I started using Xactly back in 2014 when my previous company implemented Express, and they needed someone in Finance to help manage the system. How did you get your start?

Compensation 69

Compensation Incentives Incentive Commission 69

The ROI Guy

NOVEMBER 22, 2013

In your 2014 plans, you likely have some significant revenue growth targets for the New Year. The #1 reason sales reps do not achieve quota goals is not a lack of leads, products, CRM or training – but a failure to effectively communicate value to today’s more frugal / skeptical prospect. Why is this?

Hiring 67

Hiring Revenue Lead Rank Lead Scoring 67

Partners in Excellence

MARCH 4, 2014

CSO Insight’s 2014 Performance Optimization Survey shows continued performance declines with 58.2% of sales people making quota (down from the previous year at 63%), and 83.9% They are astute professionals, they are working very hard, but struggling. They may be making their numbers, but just barely. People are working harder.

Compensation 88

Compensation Incentives Incentive Engineering 88

Xactly

SEPTEMBER 19, 2018

The Incentive of Getting Fired. In fact, one year he fulfilled his annual sales quota in a mere two weeks. Soon, Luna began hosting online trainings that offered marketing advice to entrepreneurs. finance article , “When she began selling her an online marketing webinar in mid-2014, she reached $10,000 in sales the first week.

Motivation 97

Motivation Compensation Enterprise Enterprise 97

Sales Hacker

NOVEMBER 10, 2020

I worked really hard in the first three months and hit quota somehow. Sam Jacobs : When you say you went at it hard from a technical perspective, does that mean that you trained yourself how to be an engineer? So the inflection point there was we got that capital and I put together a sales plan with quota capacity.

Call-back 74

Call-back Scale Compensation Ideal Customer Profile 74