Sales and Marketing Management

JUNE 8, 2017

The Incentive Research Foundation (IRF), a private not-for-profit foundation that focuses its initiatives on pragmatic research highlighting the premise and the power of incentive and motivational programs, issued a list of 10 incentive travel facts to commemorate Global Meetings Industry Day. 38 percent of all U.S.

Travel 205

Travel Incentives Incentive Lead Rank 205

Sales Training Connection

NOVEMBER 10, 2016

The intervention strategies range from sales training efforts to coaching initiatives to sales tools to marketing materials. Emma Brudner reported the results of a sales productivity study where sales reps spent only 33% of their time selling. Other studies have reported the figure to be a low as 10%. ©2016 Sales Momentum® LLC.

Top of Funnel 101

Top of Funnel Funnel Face-to-face Ideal Customer Profile 101

Xactly

SEPTEMBER 5, 2018

With 70 percent of employees not fully engaged ( according to a recent study ), nearly three out of four of your sales reps are more or less “checked out”—which is a big red flag for missing sales quota. Putting that goal in MBO form could look like: Joe Smith; Q3 2016 ; Target: $3,000. Setting Goals That Drive Sales Engagement.

Examples 78

Examples Compensation Incentives Incentive 78

OpenSymmetry

AUGUST 19, 2016

It’s hard to believe that the 2016 Rio Olympic Games are coming to an end. The study reviewed in this HBR article found top-performing salespeople consider themselves confident, likeable, responsible, and productive. Incent to Drive Success. How the right mix of personality, behavior, and compensation drives success.

Compensation 40

Compensation Incentives Incentive Hiring 40

InsideSales.com

DECEMBER 4, 2019

Such was the claim in a 2016 TechCrunch article. Scores of studies showed how powerful data could be in helping organizations reach and maintain long-term success. However, with the right training and perspective, this can get easier. According to a recent XANT response study, the average sales rep at a U.S.

Data 86

Data Hiring Analytics Top of Funnel 86

Tenfold

DECEMBER 11, 2017

According to the 2016 State of American Workplace , a Gallup report based on answers from more than 195,000 employees, only 33 percent of US employees are effectively engaged in their work. In fact, a study published by Stanford University’s John Pencavel claims that working beyond 50 hours per week results in decreased productivity.

Outsourcing Services 61

Outsourcing Services How To Hiring Survey 61

Tony Hughes

MARCH 12, 2018

Psychologically, numerous studies show that when we present a client with the unit economics in a deal, we risk self-commoditization. This is a vast challenge in that studies revealed 92% of those listening in on a virtual meeting are disengaged : checking blackberry, calendar, doing email or simply drifting off. Huge mistake, yes?

Social Selling 67

Social Selling Government Top of Funnel Call-back 67