OpenSymmetry

MARCH 16, 2016

The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. Fast forward 20 – 30 years to the age of enlightenment for Incentive Compensation Management solutions. This coupled with a brand new buyer that is very educated and in the driver’s seat.

Territories 40

Territories Quota Incentives Incentive 40

SBI Growth

OCTOBER 12, 2013

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Self-Directed Buyers are the New Reality. The average B2B buyer is 57% done with their purchase decision before sales engages. Increased use of blogs, video, webcasts and social media are aimed at the new buyer.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

OCTOBER 18, 2012

Total compensation, benefits, company financials and market position, for example. The company is making significant changes to your compensation plan. You’ve had average results recently because your territory is a real dog. Are the best performers given the best territories? What territory will you get as a new hire?

Territories 300

Territories Real Estate Compensation Quota 300

The Pipeline

AUGUST 27, 2019

If you are a full-cycle rep, with a demanding client base in a defined territory, 23% is not bad. 23% would mean over two hours a day in front of buyers; let me know when you do that consistently, and we’ll talk. Buyers know that sellers will trade time for cash. It Is About Avoiding.

Wireless 264

Wireless Discount Face-to-face Scale 264

Score More Sales

JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. Keep it Fresh – the best ingredients are fresh ones, and so are the fresh insights your sales team needs to have with potential buyers and existing clients. Keep it Tasty – your offers to prospects must be enticing.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

The Pipeline

NOVEMBER 28, 2011

It’s About the Buyer, Stupid! But I wouldn’t lose much sleep over it since I don’t think human nature (and yes buyers are human), has changed all that much since the advent of the web. It’s About the Buyer, Stupid! It’s About the Buyer, Stupid! It’s About the Buyer, Stupid! April 2008. March 2008.

Buyer 219

Buyer Pipeline Twitter Hiring 219

SBI Growth

SEPTEMBER 23, 2013

You sell to a more informed buyer. Territory design, quotas and compensation plans. Change the compensation plan to incent new logo growth by adding an accelerator. Compensation plans come last not first. How does increasing base pay improve how his team engages with the changing buyer? Launch a new product.

Compensation 325

Compensation Social Media Incentives Incentive 325

Hubspot Sales

FEBRUARY 17, 2020

Not only is the product innovative, but it answers a direct need your customers have and your company is planning for it to be a hit with buyers and stakeholders. Re-assign your sales territories. Depending on your organization’s compensation structure, providing monetary incentives to sales reps can inspire them to move more product.

Territories 108

Territories Incentives Incentive Sales Qualified Lead 108

SBI Growth

AUGUST 17, 2013

define our ideal customer profile (ICP) and the potential by territory. Leverage customer interviews and win/loss analysis to build personas and buyer process maps. Without personas and buyer process maps you’re flying blind. The cost of mis-hire is 6-8X the base compensation. Here are five. Hire slow, fire fast.

Ideal Customer Profile 328

Ideal Customer Profile Hiring Lead Rank Analysis 328

SBI Growth

OCTOBER 24, 2013

Symptoms: High attrition; low performance; sales leaders that begrudgingly accept candidates (because the quantity available is so few); SMs with methods that don''t work for your business; SMs that haven''t evolved with the buyer evolution. Poor compensation. Assess sales compensation plans to check comp vs. desired behaviors.

Hiring 292

Hiring Positioning Sales Management Compensation 292

Sales Hacker

MARCH 12, 2020

Essentially, achieving your goals is only possible with a full roster of sales reps who know their territories and are ramped to full productivity. Examine what factors are causing open territories in the first place. Is the territory just not capable of achieving that quota? Is compensation too low?

Hiring 76

Hiring Compensation Territories Sales Talent 76

SBI Growth

OCTOBER 29, 2013

In this report we heard from over 15,000 B2B buyers. The buyers are busy. If your sales process does not reflect an informed buyer, start there. Territory, leads, compensation plan and their boss. For example: Territory — They need help targeting which prospects/customers have the highest propensity to buy.

Territories 308

Territories Compensation Buyer Google 308

Score More Sales

JULY 22, 2014

Buyers now have such an advantage to learn about your products and services on their own time in their own ways. Buyers can get exhaustive research done and have the upper hand now in communication with sellers like us. Learn about the company your prospective buyer works for. Keep Track of Your Buyers.

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

SBI Growth

DECEMBER 5, 2013

Don’t do a territory redesign project without knowing exactly who you’re targeting. Buyer Process Maps (BPM’s) & Personas – See this post by John Kenney for more detail. Territory Design – Like structure and sizing, efficient territory design improves revenue and cuts costs. The sequence you take is critical.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

The Pipeline

AUGUST 8, 2011

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. But in ways that sabotage the sale but scaring and/or alienating the buyer. One of the things I hear most often from people we train is that they want to create “urgency” in their buyers.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

SBI Growth

MARCH 18, 2013

It was a management change that eventually resulted in account and a compensation change. Account Assignments: Current customers were reassigned due to the new structure and territories. Compensation : Comp plans were revised from HR and Finance. No explanation how the buyer purchases the product. Reassign accounts?

Compensation 323

Compensation Quota Commission Territories 323

Showpad

MARCH 3, 2020

While enablement typically comes into play from the beginning, working with marketing to assist sales professionals through learning and prospect interactions, operations teams up with sales leaders to establish methodologies and stepping in for final negotiations and deal compensation. Setting territory structure.

Sales Operations 100

Sales Operations Sales Enablement Hiring Compensation 100

The Pipeline

NOVEMBER 1, 2013

Specifically for sales people who believe they have such a tight relationship with their buyers that they tend to ignore things that can cost them revenue and clients. What it also highlights is that savvy buyers will usually put more stock in the company they deal with than the person parked in the territory at the time of the deal.

Company 261

Company Loyalty Hiring Face-to-face 261

Sales and Marketing Management

JULY 26, 2018

It will help salespeople deal with a spiraling complexity of products, and with increasingly large catalogs, ever-more complex compensation plans that include SPIFs and bonuses, and financing options to help make bigger deals possible. This is unexplored territory?—?and Selling skills still matter. including the B- and C-players?—?to

Training 206

Training Penetration Government CRM 206

SBI Growth

FEBRUARY 1, 2013

As part of the yearly planning process, your boss tells HR to research compensation in the market. HR doesn't have time to do a compensation benchmark properly. CEOs know bad leaders with great territories or great products make the number. Do you know how much of your customers buyers journey rests with marketing vs. sales?

Hiring 293

Hiring Compensation Promotion Territories 293

SBI Growth

JUNE 4, 2013

Compensation Planning. Most comp issues are not about comp – they are really territory or quota problems. Your reps are “selling” like crazy, but your buyer consumes differently. You need a method to help your buyers buy instead. Start now by conducting research into your buyers. It makes no sense.

Hiring 308

Hiring Lead Rank Lead Scoring Demand Generation 308

Mereo

APRIL 2, 2020

With this in place, uniting your leadership and teams, go-to-market activities become more streamlined and successful, pursuing new territory or different markets becomes achievable. There are many ways to sell, all that have varying benefits depending on who your buyer is and what solution(s) you have to serve your markets.

Sales Operations 45

Sales Operations Revenue Territories Compensation 45

Mindtickle

DECEMBER 7, 2023

And then you also have pricing territory compensation management, the list simply goes on. They achieved this by driving cross-functional alignment, consolidating technologies, and focusing on buyer engagement. And now as the boundaries between these categories, blur, users are just confused. This is an amazing story.

Revenue 52

Revenue Hiring Analytics Vendor 52

SBI Growth

AUGUST 4, 2013

The biggest drivers include: Changes to compensation payouts. Changes to Territory coverage. The addition or subtraction of a key account from the territory will do likewise. Persona and Buyer Process Map skills. New products added to the portfolio. Sales contests and bonuses. These include: Social selling competency.

Territories 282

Territories Lead Rank Lead Scoring Demand Generation 282

Score More Sales

APRIL 30, 2014

Recently we posted about a study that showed the power and necessity of follow up in building relationships with buyers who ultimately do business with you. The same is true for companies in your geographic territory who fit one of your buyer profiles. Each message should add some value or insight for your buyer.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

Mereo

NOVEMBER 15, 2023

But when you fine-tune your organization to be buyer-first in focus and to align to your current business model and market environment, you set it on the road to sustainable revenue performance. Do they align to a market program or a selling territory? Is your organizational structure as optimized as it could be? Who owns a client?

Lead Rank 41

Lead Rank Marketing Commission Retention 41

SBI Growth

OCTOBER 2, 2012

It is impossible to outrun the drag of vacant territories. Builders are comfortable in the role and may not yet be highly compensated. Job fit profiles vary depending on the buyer and the sales process. Start with the buyer persona. Turnover is a fierce headwind for leaders of Sales and HR. Most likely neither!).

Hiring 306

Hiring Ideal Customer Profile Face-to-face Oracle 306

SBI Growth

MAY 21, 2013

It requires reps to have the skills and experience aligned with the new buyer. Are my reps able to leverage social platforms, connecting with buyers at the right time? Is the comp plan or territory design pushing reps out the door? How do they compensate their reps and how are they structured? How effective is my team?

Hiring 300

Hiring Collateral Comparison Territories 300

The Pipeline

FEBRUARY 8, 2012

Often the only differentiation available is how YOU sell; and even then the differentiation is only that which the buyer perceives. So the only thing left is to differentiate yourself by helping the buyer achieve his/her objectives. Identify buyer’s objective. Sales Compensation. Territory Alignment.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

OCTOBER 26, 2011

On Monday I posted about assumptions and the pitfalls of assuming that the buyer has the same understanding of a subject you do, or that they mean the same thing you do when they use a specific word. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. Proactive Triggers. Proactivity. qualifying.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Pipeline

SEPTEMBER 9, 2011

If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. The Pipeline Guest Post – Trevor Stevens. Proactive Triggers. qualifying.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

SBI Growth

MARCH 28, 2013

Rolling out a new CRM tool or territory structure. Redesigning compensation or quotas. Are the tools and process in synch with the buyer process? Download the Sales Ops Field Kit Here. Think about the last big effort you drove for sales. Delivering enhanced training or instituting new performance dashboards.

Face-to-face 276

Face-to-face Quota Territories CRM 276

Miller Heiman Group

FEBRUARY 25, 2020

Though sales organizations hire more sellers than ever to grow their business and compensate for losing salespeople, studies show that they may not be following hiring best practices: 84% of sales leaders say they lack the sales talent they need to succeed in the future. What’s the problem?

Hiring 97

Hiring Sales Management SAP Sales Talent 97

The Pipeline

FEBRUARY 6, 2012

Questions create interesting experiences for people, and don’t forget, buyers are people. Despite, what they say, (who ever They are), it is OK to answer a question with a question, especially if it resolves the buyer’s curiosity. Sales Compensation. Territory Alignment. Proactive Triggers. Proactivity.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

Allego

DECEMBER 14, 2021

B2B buyers are harder to reach and B2B sales are more complex than ever, often taking months (even years) and numerous touchpoints to close. With many companies working in hybrid situations, sellers are navigating new territory when it comes to prospecting and buyer engagement. 6 Elements of Employee Experience.

Face-to-face 145

Face-to-face Scale Hiring Survey 145

SBI Growth

AUGUST 15, 2012

Are we currently covering or capturing buyers in our target market? How well do we know the buyer of our product/service? Typically the focus is on blocking and tackling: basic execution of a compensation plan, sales dashboards, sales crediting, and territory/customer assignments. Develop Knowledge of the Buyer.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

The Pipeline

FEBRUARY 20, 2012

Whatever you call it, advance, next step, it is crucial to not only moving a sales forward, increasing velocity, and helping you separate buyers from tire kickers and disqualify those who are wasting your time and other resources. This why, the next step is the objective of any interaction with a buyer.

Pipeline 218

Pipeline Top of Funnel Hiring Demand Generation 218