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. firms over $1MM in revenue use incentive travel to motivate their people and partners. firms spend over $14B annually on incentive travel. 

Travel 177

Travel Incentives Incentive Marketing 177

Sales and Marketing Management

OCTOBER 29, 2018

You said you’ve built a lot of sales incentive programs as a manager, and, not to toot your own horn, but they have worked pretty darn well. With 20-plus years and more than 1,500 sales incentive programs under my belt, I’ve got some experience to share. Like all of us, sales managers get into ruts and here are some ideas to get you out of a rut and off to running your best sales incentive program?—?ever. A formal analysis benefits you in two ways: 1.

Incentives 131

Incentives Incentive Marketing Trade Show 131

Xactly

DECEMBER 10, 2018

Compensation drives sales behavior, which means your sales incentive plan is a critical factor in sales performance and objective achievement. The incentive compensation planning team faces the challenge of balancing executive priorities and designing incentives that motivate reps. However, a strategic sales incentive plan requires ongoing analysis and adjustments throughout the year. Understand what incentive structures have worked and which haven’t.

Incentives 66

Incentives Incentive Competition Analysis 66

Xactly

JANUARY 2, 2019

Ultimately, the new compensation and incentive plans must successfully motivate the right sales behaviors to achieve goals, all while driving growth. After close to a year, we decided that Express was not flexible enough to handle our complex plans and increasing number of reps, so we decided to implement Xactly Incent in 2015. Nuance had just implemented Xactly Incent a year or so prior to my joining but was in over their heads after some key Admins left the company.

Incentives 59

Incentives Incentive Compensation Commission 59

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? Despite the fact that we live and breathe incentive comp, we are not immune to the factors that affect every sales organization. Improving Sales Performance Analysis with Xactly Insights. Using Data for Proactive Sales Performance Analysis.

Analysis 73

Analysis Incentives Incentive Data 73

HeavyHitter Sales

MARCH 22, 2012

I’ve had the privilege of conducting “Win/Loss/No Decision Sales Cycle Analysis Studies” for leading companies including IBM, EMC, ATT, Acxiom, and PayPal. Click here to learn more about Win-Loss Analysis. In this case, they are trying to determine the principles, standards, incentives, and priorities of the key decision makers.

Analysis 117

Analysis Acxiom Revelation Vendor 117

OpenSymmetry

JANUARY 4, 2018

In this fourth post, we discuss how sales compensation administrators can streamline the incentives management process using SPM technology and in doing that transform their role from an administrative function to a business and analytical function. The opportunity for better analysis, better decisions and therefore better business results are huge.

Analytics 56

Analytics Incentives Incentive Compensation 56

Engage Selling

JANUARY 25, 2013

Colleen, any fresh perspectives on dealing with customer’s paralysis by analysis? First remember that paralysis by analysis is the seller’s problem, not the buyers. If you are suffering from “paralysis by analysis chances are you are not talking to the real buyer. Offer an incentive with a deadline. Incentives don’t have to be discounts but they must be something of value specific to that prospect.

Analysis 48

Analysis Incentives Incentive Proposal 48

Engage Selling

JANUARY 25, 2013

Colleen, any fresh perspectives on dealing with customer’s paralysis by analysis? First remember that paralysis by analysis is the seller’s problem, not the buyers. If you are suffering from “paralysis by analysis chances are you are not talking to the real buyer. Offer an incentive with a deadline. Incentives don’t have to be discounts but they must be something of value specific to that prospect.

Analysis 48

Analysis Incentives Incentive Proposal 48

Xactly

JANUARY 18, 2019

Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project. Formulate your new plan around the successful elements and structure incentives for new goals similarly. Ideally you need a sales incentive planning team of six people. Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project.

Commission 67

Commission Territories Quota Analysis 67

Xactly

DECEMBER 13, 2018

But with so many possibilities—accelerator with multipliers, ranked, amount per deals, and endless combinations—zeroing in on the right sales compensation plans for your team and business needs can often lead to analysis paralysis. Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project. Most companies start off their incentive compensation plans with a single measure: revenue.

Compensation 65

Compensation Commission Quota Video 65

The Center for Sales Strategy

OCTOBER 19, 2017

We try all kinds of solutions: motivation, incentives and sometimes "threats," but when those don't work, what do we do? Needs Analysis sales management SalesThe words "Role Play" immediately bring feelings of fear, dread, and anxiety for most salespeople. But why? That's easy. Most sales managers use role-playing as a form of punishment. We've all either done it or had it done to us.

Strategy 51

Strategy Incentives Incentive Motivation 51

SBI

JUNE 4, 2021

SetSail , the Revenue Execution platform for sales, releases new data on the anatomy of a successful B2B sales deal, derived from its analysis of deals at six large enterprises, including one of the Fortune 10, over the past two months.

Incentives 70

Incentives Incentive Buyer Persona Data 70

Cincom Smart Selling

MARCH 30, 2016

CPQ is one technology that will help you pull the data—the hard numbers—to facilitate analysis and decision-making related to selling incentives, product features, benefits and pricing options. Guided-selling via CPQ is a great place to start data gathering and performing meaningful analysis. Smart Selling analysis CMO CPQ data Guided Selling marketing messaging vision

Demographics 64

Demographics Collateral Discount Sports 64

Zoominfo

SEPTEMBER 7, 2021

s analysis of more than 500,000 recent sales meetings conducted by more than 100 of our clients in 10 major industries. s analysis of sales meeting data shows that in the second quarter of 2020 — when the COVID-19 crisis in the U.S.

Decision Maker 209

Decision Maker Analysis ROI Meeting 209

Sales and Marketing Management

OCTOBER 9, 2019

Incentives and bonuses are just the starting point. Compensation: Think beyond cash incentives. Offer incentives on the go and focus on experiences (e.g. travel incentives). The gender pay gap is a persistent problem that isn’t going away, and employers of choice are committing to going beyond pay equity analysis to identifying root causes of the issue with the goal of building sustainable programs and a culture that rewards people fairly. .

Marketing 209

Marketing Nonprofit Incentives Incentive 209

Xactly

JANUARY 17, 2019

What incentives and sales commission structures will you use to motivate sales reps? Incentives Should Drive the Right Behavior. The incentives within the plan should align with company goals, and encourage reps to perform accordingly by emphasizing products, bundles, etc. with different incentives. The Importance of Year-Round Strategic Sales Plan Analysis. Analysis should be a year-round process occurring on at least a quarterly basis.

Territories 60

Territories Incentives Incentive Compensation 60

SBI Growth

JULY 14, 2013

Update the analysis annually and make adjustments. Incentive pay is a lever that must align with strategy. Suppose Rodgers was paid an incentive every time he threw an interception. Well, no different than paying incentives misaligned with your core strategy. Assume Rodgers was told to double his pass completions this year to make his incentive. It requires your foresight, analysis and execution.

Territories 258

Territories Incentives Incentive Compensation 258

SBI Growth

OCTOBER 6, 2013

You’ve done some analysis and want to change sales compensation. Hopefully, your analysis included gathering complaints from the sales force. Surely something is wrong besides the new incentive compensation. Incentive targets are linked in a competitive fashion, not on my own improvement. Some firms may use competitive ranking for parts of incentive compensation, or for the illustrious "President''s Club".

Compensation 235

Compensation Territories Incentives Incentive 235

Highspot

AUGUST 2, 2022

To truly maximize revenue, the sales team requires a style of management that uses collaboration, analysis, and a proactive approach. Through hiring, training, analysis, and consistent follow-up, a good sales manager can help and ensure salespeople hit individual sales quotas.

Maximizer 52

Maximizer Referrals Proposal Analysis 52

Pointclear

FEBRUARY 7, 2018

It takes a skilled team, a proven cadence, multiple touch points, message testing, market analysis — and plenty of perseverance —t o produce the leads that truly contribute to revenue generation. Check out this video that explains how over-focusing on cost per lead incents lead volume over lead quality. How much should a lead cost? Understanding what goes into generating a high-quality B2B lead helps you determine whether you're getting a good deal.

PointClear 169

PointClear Leads Salary Comparison 169

Xactly

OCTOBER 29, 2018

With continuous sales performance analysis, companies can avoid reacting to performance issues, and rather, plan proactively to achieve sales and revenue goals. But to start, consider the following metrics in your sales performance analysis: Quota attainment: In 2017, the average quota attainment was 55 percent and this number is continuing to fall (yikes!). Incentives drive behavior. The best way to ensure incentives are aligned and competitive is through benchmarking.

Territories 70

Territories Data Compensation Incentives 70

SBI Growth

FEBRUARY 28, 2013

Compensation Plan : Did they change their compensation plan incenting more new business vs. account development? Conducted deep analysis on the website. Call to Action: Identify triggers that a competitive analysis is needed: Are win rates falling? Determine the reason for the competitive analysis : Are we entering a new market? Conduct a competitive analysis twice a year? Every Sales VP wants to know what their competitors are doing.

Competition 240

Competition Territories Compensation Analysis 240

Zoominfo

JUNE 25, 2021

While the number of connections made can point to overall success, the number of attempts made reflects a rep’s ongoing effort to succeed and gives room for analysis of areas in need of improvement. Read More: How to Conduct a Win/Loss Analysis. Unclear sales goals are costly.

B2B 177

B2B Examples Funnel Churn 177

SBI

FEBRUARY 23, 2020

Machine Analysis – Brainshark’s AI-Powered Engine for Sales Coaching and Practice – Honored for Improving Sales Effectiveness and Results. Sales Incentives. SalesTech Video Review: Brainshark. Brainshark is a data-driven sales readiness platform.

Video 106

Video Sales Enablement eBook Incentives 106

Crunchbase

JANUARY 13, 2022

One way we benchmark clients’ existing sales process and sales infrastructure is through a sales analysis. This article is part of the Crunchbase Community Contributor Series. The author is an expert in their field and a Crunchbase user.

Compensation 82

Compensation Insurance Insurance Salary 82

Zoominfo

MARCH 6, 2019

A comprehensive referral marketing program treats referrals like any other marketing channel— which means it includes strategic preparation, targeted decision-making, analysis, and iteration. Choose the right incentives. Plus, incentives motivate customers, as 50% of people say they’re likely to give a referral if offered a reward ( source ). But, we recommend you give more thought to your referral incentives. Incentives were broken up into tiers.

Referrals 158

Referrals Marketing Incentives Incentive 158

Sales Hacker

NOVEMBER 16, 2020

Whether you call them lost deal reviews, loss reviews, or win/loss analysis , these programs are ultimately the same thing. Most writing about win/loss analysis takes it for granted that buyer interviews are the best method. So can a creative incentive.

Survey 93

Survey Data Analysis Buyer 93

Sales Hacker

NOVEMBER 16, 2021

Key features: Analysis of the exact behaviors of businesses visiting your website. Customer experience scoring and automatic conversion analysis. Sentiment Analysis feature scans all communications and automatically flags and escalates relevant customers. Competitor analysis.

Lead Generation 98

Lead Generation Tools Leads Campaigns 98

SBI Growth

OCTOBER 20, 2012

Software Firm: The annual Employee survey is overflowing with negative comments about the incentive plan. It’s the essential first step: Complete a Root Cause Analysis to determine the true source of the symptoms. Incentive compensation is specialized enough that it requires help from a third party expert. The actions you take to solve incentive compensation challenges today will have a powerful impact on your success in 2013.

Compensation 218

Compensation Incentives Incentive How To 218

Xactly

JULY 23, 2018

If your company takes the initiative and automates their incentives and commissions process, you’ll easily remedy the main point of contention between Sales and Finance and bring your organisation closer together as a whole. Here are seven reasons why CFOs should use technology to help gain a better grip on sales incentive commissions and wield it to the company’s advantage. A commission plan with too many incentives is sure to end badly.

Commission 45

Commission Incentives Incentive Remedy 45

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. One of the biggest errors I think organizations make in managing performance and incenting sales people is they try to manage all aspects of the desired behaviors and goals through incentive and commission plans.

Incentives 78

Incentives Incentive Commission Maximizer 78

SBI Growth

FEBRUARY 5, 2014

Erik Charles is the Principal Incentive Strategist at Xactly Corp. In a recent webinar , Erik noted that: "The total outlay for Incentive Compensation in the U.S. This easy check-box analysis will point you towards ideas for early corrections. January is over. The first monthly commission statements will soon be in your sales reps'' hands. A strong leading indicator for a successful year is the impact of the reward system.

Compensation 232

Compensation Territories Commission Incentives 232

Understanding the Sales Force

APRIL 3, 2012

While working on the analysis, one member of our staff remarked that it seemed that "women were far less trainable than men". When either of those elements is found to be lacking, the salesperson will not have enough incentive to change. When the incentive to change is lacking, you will observe salespeople resisting the sales training lessons, being disruptive or not participating in training sessions, and claiming that the training initiative is wasting everyone's time.

Incentives 179

Incentives Incentive Comparison Analysis 179

SBI Growth

SEPTEMBER 20, 2012

So how do we incent this behavior? To determine new product expectations, we need to work with our new best friend, the Product Manager, and perform analysis. If the product doesn’t make up a minimum of 15% of the overall quota, there won’t be enough incentive for the sales rep to focus on it. When a new product takes significantly longer to sell, sales reps will need to be given some extra incentive.

Compensation 202

Compensation Incentives Incentive Penetration 202

SBI Growth

SEPTEMBER 9, 2013

Discover tactical solutions to get the most out your incentive comp dollars. How do competitors structure incentive payouts? Is your outward-looking analysis as robust as your internal performance metrics? Each year, HR professionals pay for benchmark compensation data. For many, the information is the nearly the same each time. Some fractional movement in the average rates is announced. There’s a nagging sense of dissatisfaction. Is it worth the cost to learn so little?

Compensation 232

Compensation Competition Salary Incentives 232

Crunchbase

JULY 27, 2022

The idea of sales operations—founded on the premise that good information combined with sound analysis will drive sales teams to better prospecting and higher closing rates—has been around since at least the 1970s. Performance and incentive program management.

Sales Operations 52

Sales Operations Company Territories Incentives 52

Lessonly

FEBRUARY 9, 2022

Create incentives: If you give a mouse a cookie, or better yet a bonus, sales performance will improve. Incentive compensation is the main driver of sales behaviors, and getting it right is critical to maintaining high performance and improving stagnant or low sales performance.

Incentives 26

Incentives Incentive Compensation Analysis 26

Hubspot Sales

NOVEMBER 6, 2018

When noted economist Steven Levitt published the book “ Freakonomics: A Rogue Economist Explores the Hidden Side of Everything ,” he shared the disproportionate impact structural incentives have on the behavior of individuals and their output. 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.

Hubspot 70

Hubspot Incentives Incentive Film 70

Sales and Marketing Management

DECEMBER 17, 2018

Adding more incentives erases any second thoughts when contemplating defection. An analysis of the defectors and stayers in B2B model comes in handy. Author: Serena Dorf Business-to-business marketing is one of the most challenging facets of the marketing industry. Businesses aren't like retail customers. The requirements in B2B model are different. You deal at a level and the businesses are your core customers.

Retention 198

Retention B2B Strategy Customer 198