The Pipeline

FEBRUARY 2, 2017

There is no doubt that you’re a+ Primo players, should be recognized, even rewarded for their contribution, (which is what I thought the incentive plan was for), but that reward should be one that resonates with them, not with current company leadership. Many companies default to either monetary rewards or hierarchical promotion.

Hiring 120

Hiring Incentives Incentive Promotion 120

The Pipeline

AUGUST 27, 2019

Buyers know they will be offered price incentives to bring a deal in sooner, like “end of the quarter.” They not only give away their time; they pay the prospect for the privilege of doing so. This is exactly what you are doing when you choose to discount instead of sell. Buyers know that sellers will trade time for cash.

Wireless 264

Wireless Discount Face-to-face Scale 264

The Pipeline

OCTOBER 9, 2014

Not unusual to have a three year plan, but they also tie the development plan to three years, along with targets, incentive and what I and my peers bring to the table. Their growth plan is to go form the current revenue $350 million to $1.8 billion, three years. Their cost is not greater, it is just amortized, differently.

Government 296

Government Face-to-face Incentives Incentive 296

The Pipeline

APRIL 20, 2017

We have seen organizations change the rules, incentives, quotas or other things, mid stream, just to accommodate an underperforming rep, or asset. But if the goals are doable (not easy), then sales leaders need to look at how they assemble the right assets to achieve those goals, which includes their team.

Face-to-face 159

Face-to-face Quota Incentives Incentive 159

The Pipeline

JULY 16, 2012

They are able to stay focused on their territory, while earning some incentive for asking one extra question. Giving a reasonable reward to fellow sellers will encourage them not only to refer opportunities to you, but to pay you for referrals you may generate for them. Failing this, all too often money is left on the table.

Referrals 324

Referrals Lead Rank Lead Scoring Territories 324

The Pipeline

NOVEMBER 23, 2012

Perhaps even offer a special or incentive to shop on that particular Saturday. Those who own internet-based companies can take advantage of Small Business Saturday as well. Make sure to let your customers know all about the day. Small businesses often offer specialized products or services.

Small Business 263

Small Business Small Business Fashion Incentives 263

The Pipeline

AUGUST 14, 2014

” It doesn’t help when sales leaders are incented on meeting KPI’s rather than result. I hear reps say “well I delivered against the KPI, I got eight meetings every week this quarter.” Or “what do you want me to do, get sales or complete the KPI’s you gave me?”

Workbooks 288

Workbooks Distribution Incentives Incentive 288

The Pipeline

JUNE 7, 2013

And now that we’ve got a compensation system that motivates us to show the customer just how much we can offer, we’re all incented to go that extra mile. I love the process of establishing trust with what were once arms-length prospects. customer loyalty.

Commission 314

Commission Compensation Decision Maker Face-to-face 314

The Pipeline

JUNE 18, 2015

Consider incentives such as a free appetizer or free dessert with the purchase of an entrée to get vacationers in the door. If your business is in an area where tourists will visit during summer months, use it to your advantage.

Small Business 120

Small Business Small Business Social Media Promotion 120

The Pipeline

DECEMBER 16, 2011

I would add another disconnect that prevents sales training from achieving a positive return on investment is a lack of alignment between the organization’s strategies, structure, processes/operations, incentives and people.

Pipeline 230

Pipeline Training Twitter Hiring 230

The Pipeline

MAY 4, 2015

Real “rock stars” rarely have a reason to move, at times there extenuating circumstances, there may be some financial incentives, but those are outside the bell curve. While in theory seeking and choosing “experience” may sound right, it often does not turn out as planned. From my vantage point, here is how it looks.

Hiring 120

Hiring Wireless Face-to-face Incentives 120