10 sales incentives that actually motivate sales teams

Zendesk Sell

Not all sales incentives are created equal. A sales incentive is effective only if it’s something your team actually wants. And while we’re all familiar with the typical cash incentive, some reps might need something new and exciting to truly motivate them. If you’re unsure where to begin, start with the 10 sales incentive ideas below. The prospect of a trip is something your team can look forward to. Make your sales incentive program feels like Christmas.

?? The Benefits of Remote Working Part 1: Access To Talent


The talent pool of prospective employees is, therefore, leaving the traditional centers of employment and spreading out in a way never seen before. Changes in federal tax laws that sharply limit deductions for state and local income taxes created new incentives for New Yorkers to move to the lower-tax Sunshine State. The Benefits of Remote Working Part 1: Access To Talent appeared first on SalesPOP!

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10 Call Recording System Benefits For Any Sales Team


Read on to find out 10 reasons how they can benefit your sales team. As a sales manager, ensure you motivate your team; one way you could do this is to offer an incentive for the best sales call each month. You may want to consider a call that achieved a killer customer satisfaction score or a prickly prospect that got turned around. The post 10 Call Recording System Benefits For Any Sales Team appeared first on XANT.

PODCAST 34: The Benefit of Finance Background to Help Company Growth w/ Rob Lopez

Sales Hacker

This week on the Sales Hacker podcast , we interview Rob Lopez , SVP of Sales at Justworks , one of the fastest growing businesses focused on HR including payroll, benefits and the like. The benefits of a career in finance on evaluating companies. Building out career ladders and incentives to drive retention and performance. Specifically, we do HR benefits and payroll for growing companies.

Sales tactics encyclopedia: 15+ strategies for prospecting, qualifying, and closing


There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. Prospecting. What is prospecting? Prospecting is the process of finding and reaching out to potential customers for your business. Routine prospecting activities include cold calling , cold emailing , or following up with a lead that has gone cold. The first step of prospecting is to research and find a group of qualified people to reach out to.

How I Increased My Email Prospecting Response Rate by 1400%

Hubspot Sales

Even if some prospects do read the email, few bother to respond. However, a well-crafted prospecting email is a powerful weapon in any salesperson's arsenal. I used seven principles to take a prospecting email from bad to great, and raised my response rate from 1% to 14% in the process. In this blog post, I'll analyze the real emails I sent to prospects before and after my revisions, then explain the rules I used to upgrade my sales emails. Focus on Benefits.

Incentives and bonuses aren’t the cure alone: Encouragement, listening and support are free


Incentives and bonuses motivate sales professionals for good reason. A CSO can throw all the incentives and bonuses they want at their team to keep their top performers around, but that strategy alone will get costly. Good sales leadership: Speak to salespeople to the tune of incentives and rewards. If you and your entire team care more about seeking to serve the buyer, prospects and one another, the bottom line will naturally benefit.

The 5 Deadly Mistakes of Sales Prospecting Emails

Hubspot Sales

Contrary to what most people believe, prospecting is not a numbers game. A common lazy salesperson’s practice is asking an employee at a prospective company to send you the contact information of the key decision-maker. The best way to avoid this is by doing your homework during the prospecting process and finding the right decision maker to reach out to. Hi [Prospect name], Your article on [Publication] left me speechless. Mistake 4: Offering too many benefits.

Digital Sales Data: The (Real) Secret to Moving Deals from Prospect to Closed

Sales Hacker

At every point of the buying journey, your prospects and customers share valuable insights with you into their world, giving you visibility into their needs, pains, competitors, and more. From a rep’s perspective, managers reap the benefits of this data for better analytics and more accurate forecasting, whereas the rest of the team views Salesforce as a data dump and reporting tool that takes away from their paycheck. What’s the #1 incentive you can use with your reps?

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An Inside Look at the CRM Sales Process (& How to Upgrade Yours)

Hubspot Sales

At this point, the company only has a handful of prospects to keep track of, so keeping tabs on them is relatively straightforward. It's often unclear who's working on what and how far along in the buying process a certain prospect is. If reps were free to approach their prospects however they'd like, your company would have as many sales processes as it has salespeople. Most would rather be connecting with prospects than doing administrative work. CRM Benefits

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Lead Generation and Accountability: Increasing the Quality of Prospects


While there is always a chance of converting an unlikely prospect with the right words and product, eventually leaders will need to decide if these long-shots are worth it. Numbers, incentives, and change. Sales is all about numbers, but these incentives can skew the real goals. These environments typically are only conducive to the most ruthless salespeople, and would definitely benefit from a little finesse.

10 Awards You Should Give Out to Fire Up Your Sales Team

Hubspot Sales

The contest's incentive structure is steep and high-stakes. I would go out on a limb and guess that most sales orgs won't benefit from holding contests where both a new car and everyone's livelihood are on the line. Personal Development Incentives.

The Nature and Necessity of Uncapped Commission

Hubspot Sales

Here, we'll learn about the benefits of uncapped commission, some insight into why some companies might not be interested in it, and the pitfalls of including the term in job listings. That's why uncapped commission can be a powerful incentive for sales reps to exceed expectations.

4 Reasons I Don’t Pay for Referrals

No More Cold Calling

Should you offer incentives to Referral Sources? Referrals are far more powerful when they’re given out of an authentic desire to connect people who can benefit from knowing each other—rather than to get a kickback. Although this bank did offer incentives to customers who referred new clients, the researchers admit that such company-stimulated, word-of-mouth programs (WOM) are ultimately less effective than organic referrals. Incent or not.

Direct Mail Is Hot Again: 8 Ways to Write a Winning Sales Letter

Hubspot Sales

While prospect’s email inboxes are becoming increasingly crowded ( 78% of consumers opt out of company emails due to sheer volume), their physical mailboxes get emptier. Now's the time for Sales and Marketing to work together to create direct mail prospects can’t help but respond to. Select one pain point, feature, or benefit, and lead with that message. In each of the primary messages above, I’ve picked one main point to share with the prospect. Sales Prospecting

Beyond the Pay Mix: What Makes Salespeople Tick Today

Sales and Marketing Management

Incentives and bonuses are just the starting point. But AI-powered new lead gen tools, such as Salesforce’s Einstein, are replacing customer-mining tasks, leaving salespeople free to pursue prospects and other high-value tasks. Bringing the benefits of the gig economy into your sales and compensation strategy will reap rewards. Compensation: Think beyond cash incentives. Offer incentives on the go and focus on experiences (e.g. travel incentives).

Permission-Based Selling: What It Is & Why It's Valuable

Hubspot Sales

Let's get a more thorough understanding of the concept and see some of the benefits that come with it. It lets a company interact with a prospect more pointedly — foregoing more indirect communication and interest-building in favor of straight-up sales engagement.

7 Virtual Alternatives to Generating Leads at Trade Shows

Hubspot Sales

Shooting this person a message thanking them for engaging with your posts and sharing a freemium with them directly is a good way to deepen the trust you’ve already built with them, and can set the stage for a professional relationship where they can benefit from learning about your products and services. Sales ProspectingWhether you specialize in inside sales or are a field sales pro, you have likely picked up a lead or two at an event or trade show at some point in your career.

7 Virtual Alternatives to Generating Leads at Trade Shows

Hubspot Sales

Shooting this person a message thanking them for engaging with your posts and sharing a freemium with them directly is a good way to deepen the trust you’ve already built with them, and can set the stage for a professional relationship where they can benefit from learning about your products and services. Sales ProspectingWhether you specialize in inside sales or are a field sales pro, you have likely picked up a lead or two at an event or trade show at some point in your career.

Sales Compensation and Quota Options During the COVID-19 Pandemic

Miller Heiman Group

Compensation is also a concern for close to 100% of sales organizations as they figure out how to handle grounded sales teams, who are relegated to holding video conferences with prospective customers that have their own worries, including shrinking budgets and diminished financial outlooks. Set Up an Incentive Compensation Relief Committee. The first step is to set up an incentive compensation committee to structure the terms and optics of the relief effort.

5 Proven Ways to Build Customer Loyalty


Their sales reps get super hands-on with prospects during the buying journey — they provide demos, answer questions, ask for feedback, etc. Then the prospect makes a purchase, and suddenly they’re on their own. These content assets benefit your brand, as they build authenticity by exploring your company’s services through the experiences of a real customer. Establish an incentive-based customer loyalty program. Offer incentives that speak to your customers’ values.

The Beginner's Guide to Video Sales Letters

Hubspot Sales

Well, incorporating video into your sales process can help you build credibility and trust with your prospects. Traditionally, sales letters are a piece of direct mail that explain the benefits of a product. Then, you'll want to move into highlighting the pain points of your prospect.

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How to Get Your Sales Team to Actually Use CRM Software

Hubspot Sales

Today’s the day you begin tracking prospect interactions, logging deal data, and leveraging that information to sell more, better, and faster. Any sales rep worth her salt knows the key to a sale is explaining value to a prospect. Offer an incentive for CRM usage.

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The 5 Requirements to Maximize ROI on Sales Training

Braveheart Sales

Our experience doing it for clients provides much insight into how to get maximum benefit from this kind of help. It also means helping them practice before they are in the field with prospects and clients.

You Are Not Alone!

Smooth Sale

With long hours and no incentive to work harder, I knew I needed to make a change. I spent the following year on the road 3-4 days a week visiting clients and prospects. Work toward a benefit for all to realize the bigger win along with a returning and referring clientele. Note: Tim Blaney Founder/CEO of SalesMaps, INC. provides today’s Blog Story.

CMO: Sales People are Cavemen

Sales Benchmark Index

Something needs to change for sales to benefit from your marketing programs. Social prospecting, technology proficiency and content production are just a few. Incent them correctly and you get what you want. Mis-align incentives and you get nothing. This requires the ability to perform social prospecting extremely well. Unless the sales team has strong social prospecting capabilities, you won’t see the close rates you need.

Will These 6 Tests Save 2013’s Sales Compensation Plan?

Sales Benchmark Index

But wait – this new incentive compensation plan could flop. So, he commissioned HR to design a new incentive compensation plan (IC Plan.) Culture at another firm required Sales Reps to do their own prospecting and sales. Most sales were incremental or competitive displacement when prospects were in an active buying cycle. The IC plan was changed to diminish Rep prospecting. Does the new IC Plan cause Reps to push products that may not benefit the customer?

Social Selling and Big Data at the Upcoming Sales & Marketing 2.0 Conference #S20C

Smart Selling Tools

The focus is purported to be on the benefits of big data for B2B sales organizations with an emphasis on social technologies. Does your sales team deliver a rich customer experience at every connection with prospects and clients? You’ll learn how these tactics quickly turn prospects into lifelong customers and enthusiastic brand advocates. Your Crystal Ball: What This Year’s Sales Incentives Tell You about 2013.

10 Ways to Keep Your Sales Team Motivated Through The End of Summer

Hubspot Sales

For example, a manager could ask an underperforming rep to double her number of prospecting calls. SPIFFs -- Sales Performance Incentive Funds -- are popular performance tools that challenge salespeople to sell a particular product. Limit the cost to 5% of an incentive budget.

9 Ways to Get the Most from Sales Video Coaching

Sales and Marketing Management

The benefits of video – in terms of bringing learning to life – are well-known. Sales coaching like this has many documented benefits – from reinforcing training, to culling and promoting best practices, to even positively impacting the bottom line. Success stories (“How I won the deal”), advice (“How I reignited interest with a prospect who went dark”) and more can be stored for central access. Coaches can attach rewards and incentives (e.g.,

How healthy is your office?

Sales and Marketing Management

The problem of split incentives. One challenge to increasing the focus on healthy commercial buildings is that of split incentives. Macomber’s hope is that increased awareness of the benefits of healthy buildings will help commercial building developers understand they can get a premium in rent in strong markets and provide a marketing advantage when they need to keep their space occupied in down real estate markets.

How to Use Suggestive (Add-On) Selling to Drive Bigger Deals

Hubspot Sales

In those cases, you probably won't explicitly push your prospects to buy additional products or upgrades. Instead, you might need to upsell your prospects without them even realizing it. You're talking with a prospect about a circular saw you're selling for full-price at $149.99.

Pricing challenges posed by a pandemic

Sales and Marketing Management

Yeah, it’s probably going to benefit the company, but we want our customers to stay in business, so we’re going to give them everything we possibly can.” (It Providing incentives for loyalty can also strengthen relationships while decreasing incentives to switch to a competitor. Sample business cases can help prospects sell your offer internally, allowing buyers and sellers to connect the offering to both hard and soft economic benefits, and pave the way for an easier sale.

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3 Ways to Systematically Add High-Value Referrals To Your Sales Pipeline

Women Sales Pros

Transparency: Details of the process, benefits to the client and expectations are communicated consistently, and often, along the referral lifecycle timeline. Incentives: Non-monetary incentives are the better choice here, tied directly to your product or service (ex: priority support, added features, etc.). This simple referral method requires checking your client’s LinkedIn profile and identifying 3-5 connections you want to engage as prospects.

Five Ways to Heat Up Your Summer Sales

The Pipeline

Since it’s summer, don’t think about an event with speakers, but focus on hosting a fun and relaxing event that gets you in front of prospective customers. If your product isn’t appropriate to give away during the warmer months, get creative and capitalize on the benefits of giveaways. Consider incentives such as a free appetizer or free dessert with the purchase of an entrée to get vacationers in the door. The Pipeline Guest Post – Megan Totka.

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6 Breakup Email Templates That'll Get a Response Once and For All

Hubspot Sales

It's not missing quota or an understocked pipeline -- it's silence from a prospect. A silent prospect leaves deals in indefinite limbo. When a prospect tells you they’ve gone with a competitor or decided to delay a purchase decision, you can move on, but “maybe” creates the same uncertainty as silence. Is your prospect avoiding your email or have they just not read it yet? (If Hi [Prospect name], Haven’t heard from you in a while.

How to get more sales referrals from your current customers


You are being introduced to them via a friend and have the benefit of trust right at the start of the relationship. Who else do you know who could benefit from a solution like ours?”. You: “I appreciate that, and I’m sure that over the months and years as you benefit more and more, we’re going to get lots of referrals from you, which is going to be awesome. Prospect: “Yes, that sounds fair.”. What about referral incentives?

Sales Volume: Why It Matters and 10 Ways to Increase It

Hubspot Sales

Let the answers to those questions guide how you describe your product to prospective customers. Keep customer benefits front-and-center. Once that is done, identify ways you can present those qualities to speak to how the customer will directly benefit. Thoroughly qualify your prospects. Are you sure you’re selling to the right prospects to begin with? While we’re on the topic of incentives, seeking ways to incentivize your customers can also be worthwhile.

How B2B Reps Use Social Debt to Get Sales Support

Sales Benchmark Index

This Social Selling skill works with your customers and prospects. Incentive Structure. During the Buyer's decision-making process, your support team provides the following benefits: Influence. Even when their virtual team has no monetary or organizational incentive to do so. B2B Sales Reps compete with their peers for sales support resources. Good Sales Reps consistently secure these resources and create their own virtual teams.

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7 ways to create urgency in B2B sales (and close deals faster)


When selling SaaS products to businesses and enterprises , how can you move the sale ahead when a prospect is stalling? Tell your prospect: "This looks like a really great fit, but I want you to know that we are going to run a limited alpha—which means that only 10 companies will get access to our product. Announce your price increases in advance to existing customers and prospects (click here to read more about this strategy).