The Pipeline

JULY 7, 2021

It was a straight unbroken line, the quota is a number, as are ROIs, commissions, and almost everything else. But there is no escaping the fact that while sale may not be a numbers game, your numbers have to add up. Numbers Are Here To Stay. As mentioned, I was a flag bearer for the “numbers” team.

Discount 361

Discount Quota Sports Objections 361

The Pipeline

AUGUST 16, 2013

Sellers can help themselves, their success and commissions by scheduling more key activities than they are now. We all know the old Peter Drucker saying “What gets measured gets managed”, you can add another, this time Shanto, “if it is not scheduled, it won’t be done”. What’s in Your Pipeline? Tibor Shanto.

Video 257

Video Commission Account Pipeline 257

The Pipeline

APRIL 30, 2019

I can take comfort from the commissions. Most people will just delete your e-mail rather than enter into a back and forth of objection/response, meaning you can’t take that objection away and recalibrate the conversation. While cold calls may be harsh, I like to measure things based on the results, not where we trade results for comfort.

Cold Calling 290

Cold Calling Call-back Commission Networking 290

The Pipeline

NOVEMBER 19, 2012

When it comes to a serious plan, a crucially important one that will help you improve, sell better and generate more commissions, you need to write it down. Set targets, so many sales, or so much commissions, so long as it is measurable and has an associated action item(s).

Commission 291

Commission Face-to-face Call-back Pipeline 291

The Pipeline

MARCH 5, 2019

Remember, they pay commissions for sales, not relationships. While in most things you want to have an open mind; but with prospecting, having a one-track mind leads to more and consistent success, as measured by engaged prospects. If your mind is open to possibilities, you will explore them.

Prospecting 234

Prospecting Face-to-face Sales Qualified Lead Commission 234

The Pipeline

MARCH 7, 2019

The big change, is as you would expect, is driven by buyer behaviour, and since the buyer pays the commissions, it is important that we adjust our calculations and actions. The Change. Buying cycles have expanded more than measurably.

Buying Cycle 244

Buying Cycle Education Commission Buyer 244

The Pipeline

JUNE 8, 2017

Failing to focus on numbers in sales, always results in the number on your commission check decline or dwindle; but you don’t care cause sales is not a numbers game, and neither is your mortgage, right? This in turn allows them to plan specific improvement plans for individual reps, while still supporting a standard sales process.

Proposal 228

Proposal Quota Commission Territories 228

The Pipeline

JULY 24, 2014

Think of affiliate marketing as earning commission by promoting another company’s product. There are even entire “review” sites that are nothing but product plugs and affiliate links. Affiliate links can be great, though, if used the right way.

Referrals 282

Referrals Advertising Advertising Channels 282

The Pipeline

MARCH 27, 2014

While some try to engineer things down to the minute detail, others, look to perhaps over simplify by offering 100% commission based pay. One aspect of the incentive where the pendulum of opinion swings back and forth is between simplicity and complexity of a plan. As you would suspect, the reality is somewhere in between.

Incentives 306

Incentives Incentive Compensation Engineering 306

The Pipeline

DECEMBER 29, 2014

I find the question bizarre on a number of levels, not the least of which is that today’s potential; prospect is tomorrow’s prospect, next week’s customer, and a stream of revenue (if not commissions) for some time after that. Ya, you should pursue it vigorously. What’s Your Recovery Period? Sales eXecution 274.

Face-to-face 241

Face-to-face Cold Calling Commission Proposal 241

The Pipeline

OCTOBER 4, 2013

My expectations are focused on the outcome, the appointment, the opportunity in the pipeline, the sales, the commission and the meal at my favourite restaurant, I can taste that vindaloo now.

Objections 282

Objections Commission Pipeline Sales 282

The Pipeline

AUGUST 26, 2013

Not a lot of time, certainly no more than that required for the pool, not a big investment to change the way you sell and the outcome, hey if nothing else, more commissions.

Commission 282

Commission Coaching Account Data 282

The Pipeline

MAY 29, 2017

Not cheating like when a company cheats a rep out commissions, or by deceit, but cheat as in: “to elude or thwart by or as if by outwitting – “cheat death” (Merriam-Webster). Execution takes time, a non-renewable resource, finding ways to stretch and bend that time in your favour is critical; and doing that will usually involve cheating.

Hiring 194

Hiring Sales Qualified Lead Quota Sales Cycle 194

The Pipeline

DECEMBER 30, 2013

Listening – To everyone other than the buyer, for one simple reason, they are the ones who will write the check from whence your commission comes! Take notes, have follow up questions, but let them do the talking. If they can’t directly contribute to your sale, they are wasting your time, and time is a precious resource.

Face-to-face 276

Face-to-face Commission Objections Follow-up 276

The Pipeline

AUGUST 14, 2017

It seems many see it as an opportunity for a p **g contest than a way to make improvement to how they sell, and let’s face it, by extension make more sales and commissions. I have spoken to many peers who see a similar reaction, reps spending time and energy defending something that is not under attack, leaving one to wonder what’s going on.

Face-to-face 194

Face-to-face Quota Commission Energy 194

The Pipeline

JULY 27, 2012

In the end, if you are delivering value to your clients, you will realize revenue and value for your organization, and a healthy commission for yourself, and there won’t be a need for you to leave or risk whether your base will follow, or not. What’s in Your Pipeline? Tibor Shanto .

Hiring 300

Hiring Commission Follow-up Survey 300

The Pipeline

NOVEMBER 4, 2013

The funny thing is that if you ask the right question, which this rep often did, a lot of truth and selling opportunities will present themselves, but you have to let.

Intent 272

Intent Face-to-face Commission Buyer 272

The Pipeline

OCTOBER 22, 2012

You figure on $100,000 deal, say 8% commission, going to $95,000 will only impact you by $400, but could be the margin for your company. Once that is comfortable, you need a bigger fix. When you come up to the next resistance, you hesitantly try one more point, then another, and you are at 5%.

Discount 303

Discount Margin Commission Trends 303

The Pipeline

JUNE 26, 2018

Most salespeople seem to prefer the ‘NO’ at the end; they feel they can deal with it better; if only their commissions were driven by emotion not execution. I am in the camp that says blow me away early and let me save my time and resources for those opportunities that count. Get Past The Distraction.

Sales Qualified Lead 200

Sales Qualified Lead Objections Fashion Call-back 200

The Pipeline

JUNE 18, 2019

Which explains why so few salespeople are willing to work strictly for commission, and why those that do, make way more. Very much like two salespeople, both have a quota; one has a base, the other does not; they will attack things differently. Same goal, different experience. Plan B is a Luxury.

Resources 252

Resources Energy Commission Exercises 252

The Pipeline

JANUARY 18, 2013

Please note – I get no commission or compensation from ContactMonkey. I speaking with the team, they tell me they are planning to add a dashboard to let people take a holistic view of their email activity to extract key trends and best practices. Enter the Art of Sales Contest – Win Tickets. What’s in Your Pipeline? Tibor Shanto.

Decision Maker 276

Decision Maker Commission Compensation Proposal 276

The Pipeline

DECEMBER 5, 2016

But there is a further reason why reliance on pain for sales success could in fact be painful (in the form of missing quota, not making enough commission to buy your girlfriend or kids the winter solstice gift they really want).

Leads 120

Leads Marketing Qualified Lead Prospecting Face-to-face 120

The Pipeline

JANUARY 11, 2016

Like many sales people they put all the important things in their calendar; be they client meetings, training, commission days, and yes, cold calling. The Today group, uses their calendar to ensure that they get what has to get done in time for it to matter.

Cold Calling 120

Cold Calling Commission Objections Prospecting 120

The Pipeline

SEPTEMBER 28, 2015

I did so by focusing on the pleasures my successes and resulting commissions would allow me to experience (vacations, good food, and more). I know that when I carried a quota, the biggest pain I was trying to avoid, was the pain of not making quota.

Quota 120

Quota Commission ACT Motivation 120

The Pipeline

AUGUST 10, 2015

We all have deals we know we should have won, they had our name practically written on them, all we had to do was complete, yet in the end, the commission went to a rep from another company. By Tibor Shanto – tibor.shanto@sellbetter.ca . While many do this, the findings are only as good as the answers to the questions posed allow.

Margin 120

Margin Commission Exercises Lead Rank 120

The Pipeline

APRIL 11, 2016

The reason for that is that those who thrive on prospecting this segment, not only have more fun selling, they face less competition, and as a result make more sales and commissions.

Segment 120

Segment Prospecting Objections Vendor 120

The Pipeline

FEBRUARY 2, 2015

Sellers add value to their company and earn their commissions by engaging with non-self-initiated-buyers, people not shopping, and bringing them in to the market and selling them. Again, we’re talking buyers, self-initiated buyers, which is why they went on line.

Social Selling 120

Social Selling Segment B2C Social Media 120

The Pipeline

APRIL 28, 2016

Tell them how it will help them execute better, helping them get more sales and more commissions. Rather than introducing a tool by saying how it will give management more visibility and the data to make decisions. They’ll use it, and you’ll get more visibility and data than you’ll know what to do with.

Commission 120

Commission Tools Webinar Metrics Objections 120

The Pipeline

MARCH 28, 2016

As rare as that may (should) be, when it does happen, the buyer can usually procure the product through other means, depriving the “bad seller” of both the satisfaction and the commission. This leaves execution as the key differentiator.

Call-back 120

Call-back ACT Construction Commission 120

The Pipeline

JANUARY 29, 2015

As is clearly articulated in: “ The Hard Truth About Soft-Selling: Restoring Pride and Purpose to the Sales Profession ”, sales people get paid commissions for closing sales, not relationships. There are too many sales people try to secure the relationship first, then worry about the sale, rather than the other way around.

Loyalty 120

Loyalty Vendor Commission Guarantee 120

The Pipeline

AUGUST 20, 2015

Front line sellers see a direct link to their success and commissions. New tools can also be introduced, or at a minimum, existing tools can find new life and utility for the front line reps and ROI for the organization. For example, clients who were challenged in getting adoption of CRM, found this approach as a good carrot.

Hiring 120

Hiring Energy Commission Buyer 120

The Pipeline

APRIL 3, 2014

I find the question bizarre on a number of levels, not the least of which is that today’s potential; prospect is tomorrow’s prospect, next week’s customer, and a stream of revenue (if not commissions) for some time after that. Ya, you should pursue it vigorously.

Call-back 333

Call-back Commission Prospecting Objections 333

The Pipeline

AUGUST 21, 2017

A higher percentage of women attain quota than their male counterparts; they earn a lower average total variable pay and base pay is lower, including a lower commission rate; and they have a lower attrition rate, meaning when you train them, they drive a better return.

Fashion 205

Fashion Policies Quota Commission 205

The Pipeline

MAY 28, 2015

As many have said before me, if there are three sellers working the same deal, one gets commission, the other two have hungry babies, I love my babies. But what they naysayers fail or refuse to understand is that we are not hunting prospects, we are hunting revenue. Relationships are nice, but they don’t feed your kids.

Trade Show 120

Trade Show Sales Qualified Lead Comparison Commission 120

The Pipeline

JUNE 17, 2013

This is why companies all pay commissions for sales, not for relationships. In outselling the relationship, they show that attaining objectives will trump relationship for a buyer every time. We work in a world where companies and reps need sales to thrive, sales in the current month and quarter.

Government 288

Government Commission Objections Discount 288