Sales and Marketing Management

OCTOBER 15, 2020

Though cash may seem like an easy solution, research as far back as the 1970s shows that cash rewards are not as meaningful as non-cash rewards on a psychological perspective. As you plan for next year, consider implementing a sales incentive program or series of “just in time” contests to keep team engagement and interest high.

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Incentives Incentive Survey Sales Qualified Lead 340

Sales and Marketing Management

SEPTEMBER 13, 2021

The Incentive Research Foundation convened a group of incentive professionals in Florida this summer to discuss factors that are impacting corporate decisions regarding relaunching incentive travel programs. Here are some of the highlights.

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Incentives Incentive Travel Groups 120

Sales and Marketing Management

JANUARY 23, 2019

Helping others as a team is invigorating and bonding, which is why corporate social responsibility (CSR) continues to be a popular component of offsite meetings and incentive travel programs. Comparing the results from 2015/2016 with 2017/2018, CSR is actually up two points across all regions.

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Incentives Incentive Travel Nonprofit 159

Xactly

OCTOBER 15, 2018

Sales incentives are a great way to motivate your team and keep morale high. Your first line of motivation is your sales commission structure , but there are several different types of sales incentives you can use to further encourage your team. Getting SPIFs Right as Sales Incentives. Making SPIFs too complicated.

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Incentives Incentive Motivation Compensation 84

Sales and Marketing Management

OCTOBER 14, 2013

Teaser: More companies are rewarding high-performers with travel experiences — and for good reason: it's memorable, drives performance and, when done right, more than pays for itself. A look at the latest trends and research regarding the use of incentive travel. read more'

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Motivation Travel Incentives Incentive 189

Sales and Marketing Management

NOVEMBER 22, 2017

Sales manager: I’d like to know what rewards the reps would like for our next incentive. Or maybe you think that incentives have run their course and it’s time to drop them altogether. If you’re thinking of asking your reps what will make the best prize in the incentive program, stop. Are incentives obsolete? Don’t do it.

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Motivation Incentives Incentive Lead Rank 191

Sales and Marketing Management

FEBRUARY 25, 2020

Her research points to important aspects of how rewards, the signals they send and their efficacy are affected by precision. In short, more precision is better for rewards used with incentives, while less precision is better for rewards used with recognition. Incentives. Reps Benefit From Incentives.

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Incentives Incentive Motivation Travel 323

SBI Growth

OCTOBER 21, 2013

Performance culture is studied in depth in our 2014 Research Tour. This reduced the time spent traveling by more expensive sellers. Incentive Programs. Does your comp plan incent behaviors that will get you to your number? Sign up for the Research Tour for a more in depth conversation on this topic.

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Hiring Ideal Customer Profile Margin Face-to-face 293

SalesFuel

MARCH 4, 2024

According to a report by 5WPR , more consumers are ready to spend more on electronics/technology, health and wellness, travel and experiences, dining out, beauty, and personal care in 2024 compared to 2023. Offer incentives for consumers to take customer surveys for other potential customers to reference.

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Ideal Customer Profile Marketing Hiring Consumer 53

Zoominfo

MARCH 21, 2022

Data from Indeed, the recruitment platform, indicates that between July 2020 and July 2021, searches for vacancies advertising such incentives increased by 134 percent. Data via MIT Sloan While no two corporate cultures are exactly alike, researchers found a lot of overlapping attributes for what employees consider toxic workplaces.

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Quota Hiring Face-to-face Advertising 100

Anthony Cole Training

JUNE 20, 2012

I was traveling south on Montgomery Road today and NOT thinking about sales, sales management or coaching sales. I started to think that maybe this group was doing some research project about human behavior and the reluctance or willingness to accept something from strangers - even when it is free and seemingly harmless.

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Incentives Incentive Advertising Advertising 190

The Spiff Blog

MAY 5, 2022

Dan has many hobbies such as Hiking, Bouldering, Traveling, Photography, and practically anything DIY. Eugenia has an active lifestyle and loves traveling. Parker Holzer, Research Data Scientist. To round out his life, Parker loves biking, camping with his wife and children, and researching his ancestry.

Meeting 81

Meeting Travel Engineering Hiring 81

Vengreso

JULY 5, 2023

With physical meetings and travel on hold, businesses had to adapt fast. Research shows that video conferencing skyrocketed during lockdowns. Reward System: An incentive system encourages more people to participate in referring others to your offerings. Video calls and emails became the new norm.

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Referrals Maximizer Ideal Customer Profile Social Media 89

Zoominfo

SEPTEMBER 26, 2018

The modern candidate will spend time researching jobs and employers to identify which roles and companies are most appealing. Consider these statistics: Over 72% of candidates spend more than 1 hour researching a job before applying ( source ). As a result, a strong employer brand is critical to attracting your ideal candidates.

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Hiring Social Media Face-to-face Channels 250

Sales Evangelist

APRIL 30, 2020

Tim Houlihan and Dr. Kurt Nelson are consultants who have spent more than 20 years working with companies to design incentives that will increase productivity within sales teams. However, once those needs are met, incentives that are more material or experiential in nature move people into greater effort.

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Motivation Lead Rank Incentives Incentive 52

Zoominfo

JUNE 6, 2022

The modern candidate will spend time researching both the job and the employer to identify which options are most appealing. But in today’s hyper-connected world of professional social networks like LinkedIn and employer review sites, word about your company culture travels fast.

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Social Media Face-to-face Survey Promotion 130

Hubspot Sales

DECEMBER 7, 2023

Image Source You might expect that only B2C sales would increase in Q4, but research suggests otherwise. It’s short, and people travel during Thanksgiving week. If you’re traveling or out of town on days when your prospects are in the office, make sure not to go off the grid completely. Be available.

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Data Discount How To Quota 121

Hubspot Sales

NOVEMBER 6, 2018

If Billy Beane were to take over a sales organization today, he would feel like he’d traveled back by about 20 years. Structural incentives are those created by the structure of what’s being done. They are often referred to as the law of unexpected consequences and are generally more powerful than explicitly stated incentives.

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Incentives Incentive Lead Rank Sales Cycle 91

BrainShark

JUNE 28, 2023

Reps who are coached are more confident and effective in their conversations — and our research shows buyers are 13x more likely to buy from confident sounding sellers. This makes the activity less formal (and more approachable) for reps, especially for those in the field or traveling. You should also develop a schedule. Get creative!

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Sales Coaching Coaching Scale Hiring 62

Salesmate

JUNE 4, 2021

One such practice is that of providing sales incentives to the salespeople. What are sales incentives? Call it what you will, incentives are what get people to work harder.” – Nikita Khrushchev . In simple terms, sales incentives are something that motivates your team to wake up in the morning and get to work.

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Incentives Incentive Compensation Motivation 105

Appbuddy

DECEMBER 1, 2020

This creates relevance and trust—two primary drivers for why 73% of consumers rate email as their preferred marketing channel, according to new DMA research. With AMP offering all the functionality (and much more) once promised by kinetic, marketers have a strong incentive to adopt this technology in 2021.

Scale 52

Scale Face-to-face Travel Channels 52

Gong.io

JULY 11, 2022

Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations. Performing research on potential customers to determine initial fit. Inside sales vs. outside sales . Image Source ).

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Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

MarketJoy

JULY 13, 2020

This will likely evolve over the coming months so researching different channels or constantly testing will be important. However, if finances allow, leaderboards, bonuses for sales and other incentives can still be a part of your team’s culture, and can easily be adapted for remote work from home. COLLABORATE, DON’T PITCH.

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Lead Rank Lead Scoring Leads Marketing Qualified Lead 72

SBI

FEBRUARY 7, 2019

The premise is that enterprises can no longer afford to design geographically equivalent territories that are unbalanced in terms of value of potential sales, number of accounts, and travel and schedule efficiency.

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Territories Revenue Data CRM 87

Xactly

JUNE 13, 2018

Balanced territories allow you to set fair quotas, which have a huge impact on your incentive compensation and success of your salesforce. This allows them to increase travel efficiencies by lowering travel time, reducing costs , and increasing time spent selling for higher revenue attainment.

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Territories Travel Webinar Metrics How To 49

Sales and Marketing Management

DECEMBER 3, 2018

While on the surface, this incentive strategy had some validity, the results were not what the company predicted, or wanted. Second, many of these performers were married and the idea of travel, even incentive travel, meant their families would be on their own for a few days.

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Incentives Incentive Motivation Maximizer 176

Chorus.ai

JANUARY 17, 2020

Many industries, such as travel or manufacturing, are cyclical : Demand is volatile and depends upon a number of external factors beyond the industry’s control. Our research shows that reps need to be masters of storytelling, presentation, and possess expertise in their field to be well-suited to their job. It’s a lot to ask!

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Top of Funnel How To Cold Calling Funnel 68

Smooth Sale

AUGUST 18, 2022

If you locate your business too far away, you will put off high-quality workers, as they will not be willing to travel. Endeavor to empower all of your employees, whether it is through training, incentives, bonuses, or buying new equipment. Research how similar types of companies were able to achieve their success.

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Hiring Policies Insurance Insurance 78

Hubspot Sales

AUGUST 20, 2018

Winter is coming: At the end of Q3 (September), professionals have a strong incentive to lean into a new way of doing business and push for big results before the end-of-year slump many industries experience. INBOUND offers a large pool of motivated professionals primed to make themselves and their companies better. The result?

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Industry Closing Inbound Conference 56

Sales Hacker

APRIL 11, 2019

Do all the research you want… Implement all the bright-shiny strategies you can think of to get sales reps excited about their roles and success…. This sales rep talks about money, commissions, bonuses, comp plans, incentives, and their numbers start to drop when they feel like something may affect their compensation negatively.

Motivation 85

Motivation Compensation Lead Rank Lead Scoring 85

LeadFuze

JANUARY 1, 2022

Will they do research online, or attend a trade show and then purchase from there? It needs the incentive of bonuses as well. In order to do this, conduct research and work on messaging in steps 1 and 2 above. The old adage that you should travel across the country to meet a potential customer is not always true.

Strategy 52

Strategy Lead Rank Outsourcing Services Marketing 52

PandaDoc

JUNE 21, 2022

The key difference is that you’ll be investing (and losing) your own money — so it pays to be prudent, do your market research, and come back with a plan that maximizes your profit while minimizing costs. Target audience and their incentives to buy your product. I’m an end-to-end travel consultant. Corporate travel agencies.

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Outsourcing Services How To Travel Hiring 98

Showpad

AUGUST 31, 2018

Research shows that within 90 days, over 80 percent of knowledge gained with training is lost without ongoing reinforcement. The privilege of attending the SKO can be used as an incentive to finish the pre-work; if it isn’t done, then that rep cannot attend and their performance for the remainder of the year will suffer as a result.

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Face-to-face Objections Retention Collateral 40

Zoominfo

SEPTEMBER 7, 2021

Need an additional incentive to make sending an agenda a consistent best practice: including an agenda with an invitation to a meeting that a C-suite decision-maker is expected to attend contributes to a small but measurable improvement to stage conversion: a 3% lift. It also helps to reduce guesswork in your preparation process.).

Decision Maker 259

Decision Maker Analysis ROI Sales Meeting 259

Sales Hacker

NOVEMBER 17, 2020

They said, “You know what, we’re fine with you traveling 10 to 14 weeks out of the year. And so we did that and they allowed me to travel. It didn’t hurt that I, at the same time, I had a seven-week-old baby and I was tired of traveling. And we want you to work and build our marketing practice.”

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Company Scale Hiring Revenue 102

The Spiff Blog

APRIL 28, 2022

In fact, research shows trust in leaders is the highest-ranked factor linked to employee engagement at 77%. Research shows that 60% to 80% of your team members should be at or above quota ( source ). Does your team have a hand in choosing their own incentives? This creates less of a divide between manager and team.

Commission 80

Commission Compensation Lead Rank Hiring 80

Zoominfo

SEPTEMBER 7, 2021

Need an additional incentive to make sending an agenda a consistent best practice: including an agenda with an invitation to a meeting that a C-suite decision-maker is expected to attend contributes to a small but measurable improvement to stage conversion: a 3% lift. It also helps to reduce guesswork in your preparation process.)

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Decision Maker Analysis ROI Sales Meeting 100