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. Remember to provide them constructive feedback, to keep their skills sharp and their career moving forward.

How B2B Reps Use Social Debt to Get Sales Support

Sales Benchmark Index

Incentive Structure. Product and Marketing experts help you deliver what the Buyer needs (Read more about Buyer alignment here ). During the Buyer's decision-making process, your support team provides the following benefits: Influence. Give this Value to the Buyer.

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Sales Performance Improvement

The Digital Sales Institute

Sales Performance Improvement programs should be constructed in a way to better manage and channel the sales team to deliver higher levels of sales performance. Sales Performance Improvement should not be confused with sales training or incentives.

4 ways to use your CRM to power your sales and marketing feedback loop

Base CRM

To do so, revisit buyer personas with the marketing team; also place an emphasis on quality over quantity. Marketing should be open to receiving feedback, and sales should be constructive with suggestions. Buyer personas. Create shared goals between sales and marketing, as well as choosing a common set of performance metrics and incentives. Aligning sales and marketing teams is a struggle for many companies.

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A Playbook for Data-Driven Sales Enablement


While we are all familiar with the above scenarios, if your enablement team wants to upgrade their playbook, a good start is to look at these enablement events not as isolated moments, but rather in the context of the buyer/seller journey. Enablement success…or not?

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How to Rebuttal and Improve Your Sales Techniques


Sound constructive, not confrontational. Instead of sounding confrontational, adopt a constructive approach. Consider your sales compensation plan and how this prospect’s potential would fit into those incentives.

Sales rep for a day: Aligning sales, marketing, and support

Base CRM

To align marketing and support departments with sales, sales managers can construct an ongoing, interdepartmental job-shadowing program. It also highlights what types of leads work best and what types of buyer personas to focus on. Support reps might discover that sales reps are offering discounts or incentives that might come up later in customer service calls.

Tapping Into Your Soft Side with Emotional Intelligence in Sales

Sales Hacker

While we tend to think that purchasing decisions are solely based on logic, the actual journeys of both buyer and seller ultimately rely on sales triggers that appeal to their emotions. The world of selling continues to shift towards a buyer-centric reality.

How to hire the right sales reps (and keep them!)


Hire sales reps open to constructive criticism and able to adjust and improve-then deliver it to them! Someone who is even-keeled thinks more strategically and deals more effectively with buyers.

5 Ways that Sales Can Engage with Prospects without Blind Calling

Cincom Smart Selling

That’s Not Selling ) was greeted with many constructive comments and a surprising number of positive reactions on the part of sales folks. I think given the wonderful reactions to my previous piece, it is only fair that I follow that up with some constructive suggestions of my own.