BrainShark

MAY 31, 2023

Using a more holistic or arbitrary metric such as time to competency naturally compensates for variables across organizations such as territory, products, and customer base (enterprise vs. mid-market,etc.). Certifications Offering a formal certification program is a differentiator that helps attract and retain top sales talent.

Hiring 62

Hiring Sales Talent Scale Sales Enablement 62

Highspot

FEBRUARY 14, 2024

Sales Territories and Distribution Channels Definition of sales territories and distribution channels. Churn Rate: Percentage of customers lost over a given period. Net Promoter Score (NPS): Indicator of customer loyalty and likelihood to recommend. Sales Forecast Prediction of sales performance over a specific period.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Highspot

FEBRUARY 14, 2024

Sales Territories and Distribution Channels Definition of sales territories and distribution channels. Churn Rate: Percentage of customers lost over a given period. Net Promoter Score (NPS): Indicator of customer loyalty and likelihood to recommend. Sales Forecast Prediction of sales performance over a specific period.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Hubspot Sales

OCTOBER 16, 2017

If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. You will probably see greater loyalty from your employees. The "right" and "wrong" behaviors depend on your high-level company goals. Quotas and OTE.

Compensation 127

Compensation Hiring Salary Commission 127

Partners in Excellence

FEBRUARY 9, 2024

And if the seller didn’t have a predecessor, they are developing their territory from scratch. Case 2, leadership churn: Now let’s move to the leadership side of this problem. Case 3, putting a band aid on leadership churn. Our sellers are churning in 11-17 months. Our leaders are churning in 11-17 months.

Churn 111

Churn Ideal Customer Profile Loyalty Pipeline 111

Partners in Excellence

MARCH 29, 2012

They were growing wildly, exceeding their numbers, but they had a customer loyalty or retention problem. Several years ago, I worked with a CEO who was appropriately concerned about his sales team’s performance. They had, like many organizations, an 80-20 distribution of their revenues.

Hiring 92

Hiring Churn Maximizer Quota 92

SugarCRM

JUNE 25, 2021

By analyzing customer interactions, it’s possible to build brand loyalty and uncover unmet consumer needs, making it easier to make sales. HD-CX can help with the following aspects of sales and marketing: Territory development. Lead analysis. Personalized lead routing by representative. Prospect recommendations.

CRM 29

CRM SugarCRM How To Software 29