Sales and Marketing Management

JANUARY 27, 2019

Author: Brad Wilsted Note: This is part 3 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. Hire the right sales managers.

Sales Management 166

Sales Management Hiring Compensation Incentives 166

SBI Growth

MARCH 31, 2013

It's a critical time of year for sales compensation. Starting now, sales leaders and HR business partners are getting the first direct feedback. Here are just a few: Direction - Sales reps may be focused on the wrong activities. Retention - Top performers who are failing to achieve their expected income are at risk.

Compensation 293

Compensation Incentives Incentive Buyer Persona 293

SBI Growth

FEBRUARY 5, 2014

The first monthly commission statements will soon be in your sales reps'' hands. This post is for Sales leaders and HR business partners. Read on to understand the mechanics of effective sales compensation. Erik Charles is the Principal Incentive Strategist at Xactly Corp. It answers a fundamental question.

Compensation 120

Compensation Territories Hiring Commission 120

Bigtincan

OCTOBER 11, 2021

Traditional product training for enterprise sales organizations and retail employees often includes hour-long training videos, reviewing lengthy recorded calls, reading through documentation, and a bunch of other time-intensive training processes that require your sales reps to absorb and, hopefully, retain product information.

Fashion 105

Fashion Software Software Training 105

The Spiff Blog

SEPTEMBER 22, 2022

With a new year around the corner, it’s time to start thinking about your sales compensation plans for 2023. We recently sat down with Chris Semain, Principal and Tech Practice Leader at the Alexander Group to discuss the future of sales comp. Pivoting your focus mid-operating period rarely goes over well with the sales force.”.

Groups 67

Groups Conversion Commission Lead Rank 67

Xactly

OCTOBER 1, 2018

As a sales leadership team, there are plenty of questions we ask ourselves to improve sales performance analysis and management, including: Are we setting up our teams for success? Are we assigning effective territories? At Xactly, our sales team has grown. Improving Sales Performance Analysis with Xactly Insights.

Analysis 90

Analysis Data Incentives Incentive 90

The Spiff Blog

OCTOBER 6, 2022

That’s all it takes for a sales rep to jump ship and take their skills elsewhere. Perhaps you’re an 8-year-old business focusing on retention– or maybe you’re finally in a phase of sustainable growth. Sales reps are trained to track dollars and revenue (yes, you’ve taught them well), so of course they’re going to track their own.

Commission 75

Commission Compensation Churn Incentives 75

Crunchbase

JULY 27, 2022

If you own a business, lead a sales team, or are otherwise interested in how best to create a solid sales ecosystem within your organization that is conducive to growth, this article on sales operations (sales ops) is for you. What is sales operations? Sales operations vs. sales enablement.

Sales Operations 52

Sales Operations Company Territories Sales Qualified Lead 52

Hubspot Sales

OCTOBER 2, 2019

As a sales leader, your ability to develop and retain your sales reps is important to your company’s bottom line and future success. Employee retention in the sales field continues to be an issue. In 2018, the average sales professional tenure was reported to be 1.5 Why Sales Performance Management Matters.

SAP 127

SAP Oracle Compensation Territories 127

SBI Growth

SEPTEMBER 23, 2013

Your Sales Strategy. It is one thing to have a sales strategy. VPs of Sales are asking the question “What have I done before?”. VPs of Sales are asking questions like: Is our Sales Process good enough? Are my Sales Managers good enough? Do This— Start with a Sales Strategy Blueprint. This is flawed.

Compensation 325

Compensation Social Media Incentives Incentive 325

Xactly

OCTOBER 3, 2018

In all honestly, managing sales reps can be a challenge. Sales reps may share one common goal—closing deals—but managers need to understand different personalities, adapt to unique learning styles, and provide the tools each rep needs to hit (and ideally, exceed) their quotas. The best sales teams are led by the best sales managers.

Top of Funnel 67

Top of Funnel Incentives Incentive Compensation 67

OpenSymmetry

OCTOBER 30, 2017

In this six-part blog series OpenSymmetry and IBM outline the impact of Sales Performance Management Technology on each area of the business including Sales, HR, Finance and Executive Management. In this second post we focus on the sales leader. Manual processes can be time-consuming, ineffective and, worst of all, inaccurate.

Commission 46

Commission Incentives Incentive Compensation 46

Xactly

OCTOBER 8, 2018

This blog is the first in a series on sales planning fundamentals being written by Xactly Chief Sales Officer Marc Gemassmer. Marc has over 20 years of experience managing and leading global sales organizations at enterprise organizations, including Xactly, Cisco, and OpenDNS, which was acquired by Cisco for $635 million.

Hiring 73

Hiring Scale Incentives Incentive 73

Sales Hacker

MAY 26, 2021

There are many moving parts in a successful sales organization. If you know that you love strategizing to increase sales but don’t want to be an account executive, sales operations may be the right place for you. What is Sales Operations? Why do we need Sales Operations? Average sales cycle duration.

Sales Operations 60

Sales Operations Top of Funnel Lead Rank Hiring 60

Partners in Excellence

JUNE 5, 2019

Recently, I reread an article by Brian Halligan, Replacing The Sales Funnel With The Sales Flywheel. We have all sorts of sales methodologies, each slightly nuanced, but that do fundamentally the same things. As sales people and organizations we have to do the whole job. Stated differently, you have to do the work.

Top of Funnel 94

Top of Funnel Funnel Lead Rank Commission 94

Growbots

SEPTEMBER 19, 2018

READ 7 Highly Effective Best Practices for Sales Reps. As you can see, just a few salespeople leaving can quickly add up to half a million or more each year in hiring and training costs and lost sales. Building a retention strategy that hits some of these key pain points can help ensure that you are retaining your best salesperson.

Compensation 55

Compensation Salary Incentives Incentive 55

Hubspot Sales

OCTOBER 16, 2017

Sales compensation is one of the trickiest aspects of the sales organization to get right. How to create a good sales comp plan. Sales comp plan types. Sales contests and SPIFs. How sales compensation should work. A sales compensation plan operates from a basic principle: Money drives behavior.

Compensation 132

Compensation Hiring Salary Commission 132

The Spiff Blog

JUNE 16, 2022

But we often fail to bring psychology into how we’re actually sharing this information with our sales teams. In this quick guide to data visualization in sales, you’ll learn: Why lack of data visualization in traditional compensation processes is hurting you and your reps. Why data visualization matters in sales.

Data 80

Data Commission Compensation Incentives 80

The Spiff Blog

APRIL 21, 2022

Employee churn is costing your sales organization— big time. In B2B sales, the average turnover rate is a whopping 35% ( source ). But it’s reasonable to expect more complexity as your organization expands to new products and territories. And, 89% of sales turnover is caused by deficient compensation ( source ).

Hiring 70

Hiring Commission Compensation Churn 70

Hubspot Sales

MARCH 21, 2019

So, how can you visualize your sales data to make key decisions and analyze performance? The answer: A sales dashboard. What is a sales dashboard? A sales dashboard is a visual representation of your sales data. How to Create a Sales Dashboard. Determine which sales metrics you'll track.

Examples 111

Examples Hiring Report Hubspot 111

Partners in Excellence

JANUARY 17, 2014

As is usual this time of year, I’ve been involved in lots of discussions of incentive and commission plans–both last quarter as people plan for the new year, and now as these plans are being introduced at Sales Kick Off Meetings. and the lists go on and on.

Incentives 92

Incentives Incentive Commission Maximizer 92

Chorus.ai

MARCH 24, 2021

A post-pandemic bounceback relies on a well-developed sales growth strategy. Either way, regaining (or retaining) a solid sales growth rate is vital for a sunnier 2021. What Is Sales Growth? Sales growth measures how much your sales team has managed to increase revenue over a given period. last year). last year).

Buyer Persona 62

Buyer Persona Top of Funnel Lead Rank Discount 62

Xactly

APRIL 11, 2018

When it comes to revisiting your sales plans for the year, the question of whether or not you should change anything inevitably comes up. These sales planning concerns took center stage in the recent AA-ISP webinar 5 Critical Steps for Sales Planning Success. For compensation, this might mean more than a sales VP.

Compensation 54

Compensation Webinar Metrics Decision Maker Motivation 54

Chorus.ai

MARCH 5, 2021

Building a new sales strategy in the face of a recovering economy is even more exciting when you’ve got a new or revamped product or a slew of new features to give to your customers. You have the product in hand, but without a high-quality sales strategy, it won’t attain the success it was made for. What is a sales strategy?

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Sales Hacker

DECEMBER 29, 2020

This week on the Sales Hacker podcast, we speak with Mike McNary , VP of Acquisition at Mimeo , a company that helps people print and deliver documents. Mimeo has been on a journey to reform and restructure its sales team, customer success, and employee experience in order to drive significant growth. What You’ll Learn. saleshacker.

Customer 65

Customer Segment Top of Funnel Lead Rank 65

The Spiff Blog

JULY 14, 2022

It’s sort of like paying out sales commission in advance, based on how you think a rep is going to perform, instead of their actual numbers. Think about sales reps who earn commission. Sales teams are known for their hustle, but this is equally fueled by a sense of ownership as it is the actual commission structure.

Salary 73

Salary Compensation Hiring Commission 73

Close.io

FEBRUARY 24, 2020

First off, let’s make one thing very clear: sales enablement isn’t just another fun trend that’s here today and gone tomorrow. Just five years ago, CSO Insights ran a study about sales enablement and only 25% of the companies they surveyed had developed sales enablement for their teams. 9 sales enablement best practices.

Sales Enablement 85

Sales Enablement Top of Funnel Hiring Face-to-face 85

Your Sales Management Guru

AUGUST 10, 2016

After working in a VAR partner organization for 8 years as a Sales Manager, leading an entire channel focused company for 8 years as a VP of Sales and spending the last 19 years consulting with vendors, distributors and VARs, dealers, resellers, partners all focused on channel based strategies, I believe I can say: I have seen it all.

Channels 40

Channels Lead Rank Lead Scoring Strategy 40

Hubspot Sales

OCTOBER 20, 2021

More salespeople equals more sales, right? Scaling your sales team is crucial to growing a healthy business. Take a strategic approach to scaling your sales team, and make smart hiring decisions that will benefit your organization for years to come. Check out these 12 mistakes to avoid when scaling your sales organization.

Scale 128

Scale Hiring Compensation Territories 128

Bigtincan

SEPTEMBER 8, 2021

Sales enablement is the process of making sales teams able to efficiently move customers through the sales process to the point where the customer can make a buying decision. This is, fundamentally, a technology and software question: What software is being used to share content with the sales team?

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Sales Enablement Strategy Enterprise Enterprise 111

SBI

NOVEMBER 7, 2019

Seismic , the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform. The result for global enterprises like IBM, American Express, PayPal, and Quest Diagnostics is better win rates, larger deals, and higher customer retention.

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Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52