Xactly

SEPTEMBER 19, 2018

For the days that are more the latter than the former, we’ve put together a list of a handful of motivational sales success stories to bring you some inspiration, along with a list of additional motivational sales articles at the end. Back in the 90s, he was a struggling 20-something with a dream. The Incentive of Getting Fired.

Motivation 97

Motivation Compensation Enterprise Enterprise 97

Chorus.ai

NOVEMBER 13, 2019

What motivates you? Our motivation often feels like something slightly vague, driving us toward a goal we’ve set. Why should you put so much effort into tailored motivational strategies when, you could argue, a well-planned one-size-fits-all commission model should do the trick? It’s a question we rarely ask ourselves.

Motivation 62

Motivation Commission Salary Sales Cycle 62

Sales Evangelist

APRIL 30, 2020

Why Your Brain Lies To You: Cash Is NOT The Best Motivator Although money is one of the indicators of growth and success, it’s not necessarily the best motivator when it comes to incentivizing a sales team. Emotion and motivation come from the same root making it difficult to distinguish one from the other.

Motivation 52

Motivation Lead Rank Incentives Incentive 52

The Brooks Group

JULY 23, 2019

Fun is my favorite motivational tactic, and guess what -- it doesn’t cost anything. Make five calls? Incentives are best when the person who stands to earn them chooses them. Every time I work with reps, I ask them to give me a goal they’re working on, and a corresponding incentive. I’ll buy you a breakfast sandwich.

Motivation 75

Motivation Inbound Infusion Incentive 75

Sales and Marketing Management

MAY 18, 2018

Step One: Know What Motivates Your Customers. Creating an immersive experience that builds an emotional connection begins with understanding what motivates your customers. The importance of understanding their motivations can’t be understated since it shapes the overall design of the experience.

B2B 221

B2B Customer Social Media Face-to-face 221

Sales and Marketing Management

OCTOBER 15, 2020

Nearly 47% of workers cited social interaction with coworkers as their main reason for going back into the workplace. Other motivating factors include more productivity, fewer distractions and access to workplace amenities like gyms and restaurants. Companies are also using Tango cards as incentives to complete training.

Incentives 227

Incentives Incentive Face-to-face Survey 227

No More Cold Calling

DECEMBER 2, 2014

Now it’s up to the sales manager to coach, motivate, and incent everyone else—the average performers. Opportunities to grow, learn, and advance are much better incentives. Bookmark this post and come back to share your results. Your story might even show up in a future No More Cold Calling blog post. Want Proof?

Cold Calling 289

Cold Calling Incentives Incentive Face-to-face 289

Pipeliner

SEPTEMBER 1, 2020

The first and foremost complaint that seemed to come up, at least with the ones we spoke with, was that they were constantly having to motivate their salespeople to sell more or sell as much as they could. In another example, they wouldn’t cold-call unless a gun was held to their heads. Taking Another Step Back.

Commission 98

Commission Incentives Incentive Motivation 98

Sales Evangelist

JUNE 11, 2019

Sales is equal parts art and science and one of the keys to success is leveraging sales incentive data to increase performance and ROI. Jason Atkins is the founder of 360 Insights, a software platform that enables large brands to execute all of their channel incentive strategies. Then align the incentives across the journey.

Incentives 40

Incentives Incentive ROI Data 40

Sales Hacker

JANUARY 30, 2024

Check out this article published back in 2017: Marketing Qualified Leads Are Cool, But I’ll Take Product Qualified Leads Any Day. However, mention doubling the pipeline, and you’ll notice the buzz of excitement and motivation among them. Ultimately, pipeline is a better-suited incentive for marketing to deliver superior outcomes.

Lead Rank 90

Lead Rank Marketing Qualified Lead Pipeline Top of Funnel 90

Hubspot Sales

NOVEMBER 10, 2020

Looking back, I can see how the choices they made and culture they created ultimately helped us become the winningest team in our volleyball club. Studies have shown that happy, motivated people work harder, stay in their jobs longer, and make their companies more successful. Incentive-Based Sales Environment.

B2C 117

B2C Incentives Incentive How To 117

Hubspot Sales

OCTOBER 20, 2020

It's powerful, chilling, motivational, and applicable in every field or facet of life, and sales is no exception. Motivation. Motivation is the underlying factor that enables every other point on this list. While motivation is central to sales excellence, it doesn't mean much if it's applied ineffectively.

Commission 116

Commission Incentives Incentive How To 116

Sales and Marketing Management

OCTOBER 14, 2020

Although call centers in some of the regions where we operate were permitted to remain open during the pandemic, we opted to send everyone home for their safety even prior to the general mandates. A few employees didn’t want to come back to the office, either because they were afraid of infection or preferred their home environment.

Face-to-face 218

Face-to-face Policies Call-back Incentive 218

Zoominfo

JANUARY 27, 2019

For this reason, it’s much more influential when a friend recommends a product becuase they do so without an ulterior motive. Rather than sit back and hope for positive reviews, marketers can take certain steps to increase the number of reviews their business receives online.

Social Media 210

Social Media Referrals Marketing Influencer 210

Zoominfo

APRIL 11, 2018

Very few people enjoy getting sales calls or emails. That’s why your reps need to be likeable enough to break the cold call barrier. Motivated. A good sales rep is self-motivated. You’re looking for someone who needs few external incentives to go above and beyond what their job requires. Charismatic. Experienced.

Hiring 178

Hiring B2B Sales Cycle Call-back 178

Sales and Marketing Management

MARCH 26, 2017

Here are 10 things you can do to get back on track. The fewer numbers you’re looking at, and the more aligned your organization is around them, the more likely everyone (not just you) can and will make the adjustments necessary to get back on track. can fall back into “look at us” messaging. Better align incentives.

Course 120

Course Cost per Lead Incentives Incentive 120

Sales and Marketing Management

JUNE 17, 2020

You could call it the Growth Strategy team or the Customer Success Taskforce. You will motivate people to work together smarter and spend less time on attribution discussions and more time focused on conversions and revenue. . Don’t fight for a piece of the pie – share the pie. Make a hybrid team. Your role as a leader.

B2B 177

B2B Buyer Persona Marketing Top of Funnel 177

Zoominfo

OCTOBER 20, 2019

Charismatic Very few people enjoy getting sales calls or emails. That’s why your reps need to be likeable enough to break the cold call barrier. Motivated A good sales rep is self-motivated. You’re looking for someone who needs few external incentives to go above and beyond what their job requires.

Hiring 130

Hiring Sales Cycle B2B Call-back 130

Xactly

OCTOBER 29, 2018

It might be tempting to assess sales reps based on the number of calls they make or the length of those calls. But if none of those calls turn into a closed deal, your reps aren’t really as successful as it seems. The first hurdle organizations face in using data effectively is measuring the right things.

Data 85

Data Top of Funnel Territories Compensation 85

Xactly

MAY 7, 2018

The resulting incentive plan must develop a compensation process that will motivates the right sales behaviors to achieve goals, all while driving growth. I got a call back from the manager in this company and she was willing to mentor me in this space since I had strong technical skills.

Compensation 49

Compensation Incentives Incentive Networking 49

Sales Hacker

AUGUST 20, 2020

Go beyond motivation and engagement — because those should be a given. Nail Down Incentives. A lot of sales orgs set aside budget for incentives, but they offer the same prizes week after week, quarter after quarter. One of our best sales incentives that we come back to year after year is our billboard incentive.

Incentives 103

Incentives Incentive Competition Distribution 103

Hubspot Sales

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Closing email statements are a moment of truth for your prospect to feel valued and motivated. Calls-to-action shouldn’t be up to interpretation.

Closing 108

Closing Quota How To Hubspot 108

Hubspot Sales

JANUARY 17, 2018

You might call it desire, responsibility, or success. I just call it Grit. Get Motivated. 1) Get Motivated. I suggest our salespeople make a motivation board to keep by their phones. Capture your “why” on a motivation board and keep it nearby for when you need encouragement the most. Focus on Goals.

Call-back 109

Call-back Incentives Incentive Motivation 109

Zoominfo

APRIL 11, 2018

Very few people enjoy getting sales calls or emails. That’s why your reps need to be likeable enough to break the cold call barrier. Motivated. A good sales rep is self-motivated. You’re looking for someone who needs few external incentives to go above and beyond what their job requires. Charismatic. Experienced.

Hiring 138

Hiring Sales Cycle B2B Call-back 138

Vengreso

JULY 5, 2023

Transition from Traditional to Modern Selling Methods Gone are the days of face-to-face sales and cold calling. Video calls and emails became the new norm. Say goodbye to cold calling and hello to #socialmedia networking. Foster reciprocity: Give back or provide useful info in return. It’s a whole new ballgame.

Referrals 84

Referrals Maximizer Ideal Customer Profile Social Media 84

Sales Hacker

AUGUST 26, 2021

You’re usually given guaranteed draws so that you get paid the incentive. Draws: Some companies offer straight up 100% incentive payout during the first three months while others do a staggered payout like 80% on the first month, 60% on the second and 40% on the third. That’s when a guardrail called ‘clawback’ comes into play.

Commission 96

Commission Compensation Incentives Incentive 96

PandaDoc

APRIL 3, 2023

The best sales training can make a big difference to morale and performance, and motivate sales leaders and sales professionals on the frontline alike to move out of their comfort zones. Improve sales team productivity Simplify the sales doc process and free your teams time back in their day to sell more. Start a free trial 3.

Training 98

Training Hiring Construction Case Study 98

Highspot

JANUARY 4, 2024

Yet, neglecting it might be what’s holding your team back. Ensure content provides necessary knowledge and motivates salespeople to apply learned concepts in real-world situations. Structure this experience so new hires observe cold calls, client meetings, and even the prep work involved.

Webinar Metrics 52

Webinar Metrics Training Strategy Ideal Customer Profile 52

No More Cold Calling

SEPTEMBER 21, 2017

She’d been there … as a customer of incentive compensation and a lover of performance management. As she put it to me, “If I give you what I have, I will have your back.” Neuroscience backs up these observations. Connect with No More Cold Calling. appeared first on No More Cold Calling.

Cold Calling 266

Cold Calling Loyalty Account Intent 266

Hubspot Sales

DECEMBER 7, 2023

Work backward from these numbers to determine the number of demos, discovery calls, and connects you’ll need to make by month, week, and day. If a prospect isn’t really clicking with you, try bringing your manager on a call or handing over the prospect to another salesperson. The end of the year is no time to sit back on your heels.

Data 122

Data Discount How To Quota 122

No More Cold Calling

JANUARY 16, 2020

If salespeople were self-motivated, they wouldn’t need sales managers or metrics. Now, that’s a real incentive from a company that understands the value of having a referral culture. He called his book, not surprisingly, Contagious: Why Things Catch On. appeared first on No More Cold Calling. I’m including myself here.

Referrals 328

Referrals Sales Management Hiring Scale 328

Highspot

NOVEMBER 25, 2020

The key is to focus on educating and inspiring your team at three critical points – pre-, during-, and post-SKO – so they have the training and motivation they need to succeed in the new year. Companies invest in annual sales kickoffs for three reasons: to inspire, motivate, and educate their sales teams. ” Inspire.

How To 122

How To Education Motivation Maximizer 122

Hubspot Sales

MARCH 25, 2024

Look for concrete signs that they are motivated to act, not just gather data. “If Some call them 'the price shoppers' because they're laser-focused on getting the cheapest deal possible.” It would also help to offer a little extra reassurance or incentives to nudge them toward a decision.”

Prospecting 110

Prospecting Cancellation How To Revelation 110

Closer's Coffee

OCTOBER 17, 2022

These metrics aren’t difficult to explain for a position that often includes cold calling and hearing a lot more nos than yesses. Giving them opportunities to meet smaller, more frequent goals and experience rewards, even non-monetary ones, puts individuals back in the driver seat. Sales professionals that can quantify their progress.

Benefit 52

Benefit Sports Scale Motivation 52

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. A commission plan with too many incentives is sure to end badly. Reason 1: Plans and Afterthoughts.

Commission 47

Commission Incentives Incentive Trade Show 47

Janek Performance Group

MARCH 12, 2024

Best Practices During The Hiring Process 1) Take the time while you have it Take a step back and really define what it is you want your new sales rep to accomplish. You can make the process even more granular by setting up a practice sales call. Have the candidate “get on a call” with a few experienced sales managers.

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

Hubspot Sales

JANUARY 23, 2020

You need them to move X number of units to meet your company’s sales goals, but they aren’t as motivated as you’d like them to be. In your search, you may find that something called a spiff might just be the answer to your problem. It’s a short-term, incentive-based initiative meant to motivate sales representatives.

Incentives 51

Incentives Incentive How To Exact 51