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Part II The Territory & Quota Management Revolution

OpenSymmetry

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.

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4 Sales Ops Lessons from the NFL

SBI Growth

Is it aligned with the buyer, adopted in the field and reinforced by your “coaches”? Territories : The field of play. Are territories designed to maximize growth balanced with efficiency? Are you holding back performance based on territory design and assignment? Assign the highest potential territories to your best reps.

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What’s Your Time Worth

The Pipeline

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.

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

Hubspot Sales

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.

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Sales Reps Love Their CRM!

SBI

As we enter into the world of the next generation of buyers who are smarter and more resourceful than ever, sales reps need to keep up. Look at all of your sales processes: Territory & quota planning. Incentive compensation management. Instead, it’s only created more manual processes. It’s time for a change.

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Is Your Sales Compensation Driving the Right Behaviors?

SBI Growth

Did it incent the right behavior? How do you know if comp-incented behaviors can move the needle? Here are a handful that could impact overall compensation attainment: Lack of sufficient leads caused by failure to identify the Buyer Personas. Weak content marketing that does not support the buyer’s journey.

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

SBI Growth

But wait – this new incentive compensation plan could flop. So, he commissioned HR to design a new incentive compensation plan (IC Plan.) Marketing’s new Lead Generation and Sales Enablement now generated latent buyers. Maybe a change to the IC plan calls for Reps to focus on top accounts in their territories.