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The Science of Motivation

Sales and Marketing Management

Sales manager: I’d like to know what rewards the reps would like for our next incentive. Sales rep: Cash! Sales manager: Sounds good. You may be a seasoned sales manager, fatigued by trying to come up with innovative ways to motivate your reps. Are incentives obsolete? Don’t do it.

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29 Critical Sales Compensation Benchmarks & Statistics for 2022

The Spiff Blog

Only 37% of sales reps’ time is being spent on revenue-generating activities ( source ). 51% of sales organizations are using data to analyze and improve performance ( source ). 51% of sales professionals state that their companies use data to assess their sales performance ( source ). Only 24.3% Only 17.6%

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Sales Compensation Planning for 2017

Your Sales Management Guru

Creating a Sales Compensation Plan for 2017. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans.

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Wells Fargo: The True Cost of “Unchecked Incentives”

OpenSymmetry

This means that C-level executives may not have adequate visibility into the operations and practices of their sales team other than through basic reporting from sales managers. Due to the fallout from the scandal, Wells Fargo recently announced that it will be eliminating sales goals for its retail banks by January 2017.

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Performance Platforms

Sales and Marketing Management

Online retail is expected to grow 8 to 12 percent in 2017 — three times higher than the growth rate of retail overall. Not your father’s incentive program. “We Source: National Retail Federation). Americans spend an average of five hours per day on mobile devices. Source: Flurry Analytics). is Engage People Inc. ,

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X-Factor Compensation Leaders: How to Be Incredible at Incentive Planning (Palo Alto Networks)

Xactly

Sales operations and compensation professionals must compile a team to piecing together metrics and goals, which carries an incredible amount of responsibility. The resulting incentive plan must develop a compensation process that will motivates the right sales behaviors to achieve goals, all while driving growth.

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23 Sales Productivity Statistics to Inform Your Enablement Strategy in 2023

Mindtickle

In this blog post, we’ve rounded up sales productivity stats from the leading research firms and vendors in the sales enablement space to put together stats bucked into a few different categories: customer experience; rep time management; sales managers; sales enablement; and technology usage.