Keith Rosen

MAY 26, 2013

How many times do you follow up with a prospect who you’ve sent collateral material to only to find that they haven’t gotten around to reviewing it? Sending out collateral material this early in the game accomplishes nothing more than creating another obstacle that will limit your chance of selling them.

Collateral 133

Collateral Cold Calling Analysis Call-back 133

Emissary

JUNE 26, 2023

Tweak compensation plans, as needed, to drive desired Q4 behaviors. Do all the analysis and modeling needed to kick off the following year with clean territories, rational quotas, and clear compensation plans. This may be a great collateral duty for RevOps team members to get up close and personal with go-to-market realities.

Ideal Customer Profile 52

Ideal Customer Profile Top of Funnel Account Based Marketing Lead Rank 52

Janek Performance Group

JANUARY 11, 2023

Traditional sales leaders think, “ We provided onboarding sales training, product training, sales collateral, and the best sales enablement technology on the market. That is true for any position that is not compensated by performance. This article is not asserting that employees should perform work and not be compensated.

Hiring 62

Hiring Compensation Quota Journal 62

SBI Growth

MAY 21, 2013

How do they compensate their reps and how are they structured? You and your sales ops team might become collateral damage too. Your CSO then needs a plan to source, hire and develop more “A” players. What are my competitors doing? Know about competitive products, pricing, after sale support and market share.

Hiring 300

Hiring Collateral Comparison Territories 300

Sales Hacker

DECEMBER 3, 2020

Here’s a quick look at the three most common stressors salespeople face on a daily basis: Compensation structure. If your sales compensation doesn’t match what these top sellers believe their skills are worth, that’s going to cause issues within your organization. The number one reason salespeople leave their jobs is compensation.

Face-to-face 79

Face-to-face Compensation How To Call-back 79

Cincom Smart Selling

FEBRUARY 9, 2016

New product rollouts and availability should be preceded by training, collateral distribution and sales support materials. Sales/Marketing Programs – Compensation plans, incentive plans, territory plans, market segmentation and special campaigns should be well understood and in place prior to starting any sales activity with a partner.

Channels 83

Channels Sales Management Sales Qualified Lead Collateral 83

Growbots

SEPTEMBER 19, 2018

When salespeople do leave a company, the top five reasons are : Salary and compensation. Avoid changing your compensation structure. Changing your compensation structure or rezoning your territories should only be done with extreme caution. Career growth opportunities. Company culture. Relationship with manager.

Compensation 55

Compensation Salary Incentives Incentive 55

Your Sales Management Guru

JANUARY 3, 2012

6.1.1 Compensation targets for sales organization. Compensation Plan (Link to Reward and Recognition). Sales Tools (Q-screens, proposals, standard documents, contracts, sales collateral kits, case studies, ROI/justification calculators), section? Sales Strategy. 5.1.1 Channel strategy (link to Sales Strategy player).

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

Highspot

JANUARY 31, 2020

Percentage of marketing collateral used by sales. Does your compensation model encourage ethical behavior? Average Lifetime Value (LTV). Percentage of high-quality leads followed up with. Time spent creating content. Average number of sales tools used daily. Percentage of time spent on selling activities. Time to ramp.

Lead Rank 98

Lead Rank How To Sales Enablement Analytics 98

SBI

OCTOBER 1, 2014

Transform your marketing & sales results with marketing automation, territory optimization, mobile learning, sales enablement, configure price quote and incentive compensation management, all in one suite, all in Salesforce with CallidusCloud. @CallidusCloud. CallidusCloud ToolSkool. ClearSlide. ClearSlide. Video Not Yet. KnowledgeTree.

Vendor 139

Vendor Twitter InsideView InsideSales 139

A Sales Guy

DECEMBER 16, 2011

Complicated Commission Plan: Forty to seventy percent of sales peoples compensation is variable. Companies need to provide selling tools, presentation and collateral development, lead support, strategy development, cross functional support, etc. Creating killer products with strong differentiation ISN’T sales job.

Company 128

Company Commission Commence Collateral 128

Allego

JANUARY 23, 2020

The broad line items in this area are real estate (leases, utilities, etc), communications (IT and telecom) and compensation (salaries and benefits). They have created, rehearsed and delivered their own “National Anthem” from their home offices’ marketing collateral to their point of sale interactions from Portland, Maine to Portland, Oregon.

Face-to-face 86

Face-to-face How To Hiring Travel 86

DocSend

MAY 6, 2019

The Grinder : This person is just plain hungry; they’re hungry for success, hungry for compensation, and hungry to grow within your company. This person is typically competitive in nature and responds well to extrinsic motivators such as recognition and additional compensation.

Account Based Marketing 61

Account Based Marketing Strategy Hiring Top of Funnel 61

Partners in Excellence

OCTOBER 27, 2014

Incentives/Compensation. Likewise, content was important in 1980, we called it collateral. Sales Effectiveness/Sales Efficiency. Analytics/Big Data. Gamification. Social Selling/Social Media. Account Planning/Growth/Retention. New Customer Acquisition. Buying Process Alignment. Value Creation/Value Delivery.

Fashion 89

Fashion Face-to-face Analytics Social Media 89

Cincom Smart Selling

APRIL 3, 2017

At minimum, a quote needs to include a detailed list of goods and services to be provided and specific amounts associated with those goods and services that represent compensation due. No more long nights in the office punching product codes and prices into a spreadsheet, pulling collateral together and typing up cover letters.

Proposal 48

Proposal Vendor Discount Collateral 48

The Pipeline

APRIL 15, 2011

With visibility into just which content your qualified leads are accessing, marketers can provide salespeople with additional content and collateral that matches buyer activity to help keep the momentum toward purchase moving along. Sales Compensation. TopLine Sales Compensation Solutions. Proactive Triggers. Proactivity.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

Keith Rosen

OCTOBER 15, 2020

Regardless of the intentions of their prior manager, they’ve left a trail of collateral damage for you to clean up in the wake of these unfulfilled promises. Career promotion, change in compensation, role, territory, time off, vacation, etc.). New assigned accounts to work on. A promotion. A salary increase or bonus.

Promotion 48

Promotion Coaching Intent Territories 48

Cincom Smart Selling

MARCH 15, 2016

For our purposes, let’s look at technology and selling in terms of planning, prospecting, campaigning, contact communications, demos, collateral use, negotiation, contracts, order entry, after-sale follow-up and customer care. For sales, technology abounds for each phase of the selling/buying process.

Enterprise 63

Enterprise Enterprise System Collateral 63

Cience

APRIL 1, 2020

As alluded to earlier, perhaps the most striking feature of these fully-backed loans is that capacity for repayment is not a condition of the loan. NONRECOURSE.

ACT 52

ACT Small Business Small Business Salary 52

DocSend

MAY 6, 2019

The Grinder : This person is just plain hungry; they’re hungry for success, hungry for compensation, and hungry to grow within your company. This person is typically competitive in nature and responds well to extrinsic motivators such as recognition and additional compensation.

Account Based Marketing 40

Account Based Marketing Strategy Hiring Top of Funnel 40

Lessonly

SEPTEMBER 21, 2020

of the sales cycle is spent on internal approvals, and only 24% of sellers can easily calculate their variable compensation. The stress of hunting for collateral or the right presentation decks can damage employee productivity. Internal processes are…you guessed it, more complex. Sellers have reported that 16.4%

Sales Enablement 26

Sales Enablement Software Software Benefit 26

Keith Rosen

MARCH 21, 2013

Maybe a new policy or new compensation structure is being rolled out. The best managers are very clear about their intentions and expectations in every conversation and realize the collateral damage that can be caused when you continue to change the rules throughout the game. One is where you have an agenda. Does Coaching Ever Stop?

How To 108

How To Coaching Report Compensation 108

Sales Hacker

OCTOBER 22, 2018

Be sure to examine and evaluate any existing collateral as your customer-facing teams have likely gone through the trouble of customizing talk tracks, meeting agendas and presentation outlines—don’t let that go to waste. Compensation plan.

Ideal Customer Profile 98

Ideal Customer Profile Hiring Face-to-face Buyer Persona 98

Keith Rosen

JULY 14, 2013

The timeless struggle for a solution continues to plague our thinking, while the collateral damage due to this fallout dominates the manager’s time. Since you are evaluated or compensated by how successful your team is, then tolerating these excuses will come at a heavy price.

Hiring 131

Hiring Coaching Sales Coaching Account 131

Hubspot Sales

JULY 29, 2022

You can share materials training, sales and marketing collateral, deal registration, and opportunity management, and follow the entire partner lifecycle from onboarding to deal registration. Best for: Companies onboarding many partners at a time who want all partner collateral and data available in one place. PartnerStack. Channelyze.

Scale 92

Scale Hubspot Referrals Top of Funnel 92

Keith Rosen

APRIL 13, 2011

Maybe a new policy or new compensation structure is being rolled out. The best managers are very clear about their intentions and expectations in every conversation and realize the collateral damage that can be caused when you continue to change the rules throughout the game.

Coaching 74

Coaching Conversion Report Forecasting 74

Allbound

SEPTEMBER 12, 2018

Partner programs that don’t offer compensation for referrals are usually smaller companies, with Marketo being the surprising exception. Higher-tier partners also receive free sandbox access, joint collateral, a dedicated Partner Success Manager, and more.

Commission 112

Commission Referrals Hubspot Marketo 112

Keith Rosen

APRIL 13, 2011

Maybe a new policy or new compensation structure is being rolled out. The best managers are very clear about their intentions and expectations in every conversation and realize the collateral damage that can be caused when you continue to change the rules throughout the game. One is where you have an agenda.

Coaching 54

Coaching Conversion Report Forecasting 54

Keith Rosen

JUNE 24, 2017

Moreover, the additional collateral and costly damage can include strained internal relationships, eroded trust among clients and prospects, your limited time, team attrition, productivity, stress, lost sales and revenue, your team’s culture; even a tarnished company brand.

How To 61

How To Coaching Territories Intent 61

Keith Rosen

APRIL 13, 2011

Maybe a new policy or new compensation structure is being rolled out. The best managers are very clear about their intentions and expectations in every conversation and realize the collateral damage that can be caused when you continue to change the rules throughout the game. One is where you have an agenda.

Coaching 48

Coaching Conversion Report Forecasting 48

Keith Rosen

APRIL 13, 2011

Maybe a new policy or new compensation structure is being rolled out. The best managers are very clear about their intentions and expectations in every conversation and realize the collateral damage that can be caused when you continue to change the rules throughout the game. One is where you have an agenda.

Coaching 48

Coaching Conversion Report Forecasting 48

Openview

MARCH 15, 2019

Hiring, training and compensating this team can be a very expensive undertaking both in time and money. Revenue Urgency: While setting up a channel program usually ultimately less costly than recruiting, hiring and compensating your own salesforce, it will require a fair amount of time and money to do it right.

Channels 129

Channels Scale Hiring Lead Rank 129

Hubspot Sales

JANUARY 3, 2018

These people will give you the insights you need to create winning sales collateral. Compensation plan: The better your reps understand how your pay and commission structure work, the more likely they are to execute on it. Bring in subject matter experts as well. Many experts recommend naming one person as the project manager.

Ideal Customer Profile 121

Ideal Customer Profile Buyer Persona Guidelines Lead Rank 121

Mindtickle

JUNE 21, 2023

Meeting or exceeding sales quotas is often tied to rewards, commissions, bonuses, or other forms of recognition within the sales compensation structure. It involves the systematic management of various types of content, including sales collateral, presentations, case studies, product information, and more.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Keith Rosen

NOVEMBER 8, 2019

The irony is, while this person was a solid performer, it could never make up for the collateral damage they created in their wake. This is based on the percentage of unwanted turnover, as well as the need to increase compensation in order to attract and entice better talent to work for them. ” This is what Kris had to do.

Travel 112

Travel Face-to-face Airlines Hiring 112

Mindtickle

NOVEMBER 9, 2018

of the sales cycle is spent on internal approvals and only 24% of sellers can easily calculate their variable compensation. A significant part of marketing’s role is to create sales collateral for each persona for every stage of the buyer’s journey, so, it’s crucial that both sales and marketing are aligned and work closely together.

Sales Enablement 74

Sales Enablement Face-to-face Hiring Quota 74

Mindtickle

NOVEMBER 9, 2018

of the sales cycle is spent on internal approvals and only 24% of sellers can easily calculate their variable compensation. A significant part of marketing’s role is to create sales collateral for each persona for every stage of the buyer’s journey, so, it’s crucial that both sales and marketing are aligned and work closely together.

Sales Enablement 52

Sales Enablement Face-to-face Hiring Quota 52