SBI Growth

OCTOBER 29, 2012

This post will help you test a redesigned sales compensation plan to ensure cultural fit. Plus, you’ll find advice on compatibility with other sales effectiveness drivers. Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan. That would make 2013 worse than this year! What can be done?

Compensation 253

Compensation Hiring Incentives Incentive 253

SBI Growth

JULY 1, 2013

You see visions of making your 2013 and 2014 sales number. If you’re like most VP-Sales, this is money you most likely don’t have. If you’re like most VP-Sales, this is money you most likely don’t have. If you want to survive as VP-Sales, these projects must get off the ground. 2) Rethink Sales Team Head Count.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

SBI Growth

OCTOBER 6, 2013

This post is for Sales and HR Leaders planning 2014 Sales Compensation. It provides a number of common Sales Compensation complaints. Something you’ll need to go with this post is the Sales Compensation Complaint Checker. It describes over 10 complaints Sales forces have on sales comp.

Compensation 293

Compensation Territories Incentives Incentive 293

SBI Growth

AUGUST 10, 2013

I was lucky enough to be introduced to a sales team’s top performer for 2013. Julie’s Sales Operations leader thought I could learn a lot from her. The Dasboard will allow you to: Improve your sales team''s talent level. Her sales manager knew her potential and sent her to a weeklong sales training.

Training 293

Training Top of Funnel Hiring Hotels 293

HeavyHitter Sales

JANUARY 18, 2014

Here’s one of my recent Harvard Business Review articles titled the THE 12 SALES METRICS THAT MATTER MOST.     Sales is both an art and a science. Below, you will find twelve of these key sales metrics that benchmark sales organization performance, structure, and effectiveness.

Telecommunications 126

Telecommunications Quota Inside Sales Field Sales 126

Increase Sales

JUNE 24, 2013

As a trained instructional designer, I can attest to much of the sales training and even some sales coaching fails to deliver a positive return on investment for a variety of reasons. Using $30,000 as an average salary without benefits, any people or process based solution that saves at least 52 hours generates a return on investment.

Solutions Selling 126

Solutions Selling ROI Hiring Salary 126

Tenfold

DECEMBER 11, 2017

The reality is that any effort to boost sales team morale at this point is going to be short-term. Sales gamification is a tried-and-tested strategy towards achieving an immediate boost in employee engagement, however short run. 71 percent of these enjoy spikes in their sales performance by 11 percent to 50 percent.

Outsourcing Services 61

Outsourcing Services How To Hiring Survey 61