Xactly

JUNE 13, 2018

Effective territory design is the basis of strategic sales planning. Balanced territories allow you to set fair quotas, which have a huge impact on your incentive compensation and success of your salesforce. Ultimately, if your sales territories aren’t optimized, you hinder sales reps’ motivation and performance.

Territories 49

Territories Travel Webinar Metrics How To 49

Xactly

JUNE 18, 2018

Traditionally, manual processes, such as spreadsheets, have been the go-to planning tool, but they aren’t built for logic and can’t deliver valuable real-time insights. Companies can avoid these issues and gain a competitive advantage with a data-driven approach to sales planning. Optimizing Territory Design with Data Intelligence.

Territories 54

Territories Data Hiring Quota 54

Janek Performance Group

MARCH 12, 2024

Many sales professionals often don’t receive the crucial tools needed for success right away. In addition to regular training sessions, coaching, and job shadowing, you should teach every salesperson how to leverage technology and use it as a tool to keep track of data and accelerate the sales process.

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

Xactly

AUGUST 29, 2018

When Xactly was founded more than 13 years ago , the company had a simple vision to democratize incentive compensation management and put powerful calculation tools in the hands of every company. One often missed opportunity in the planning equation is optimizing territory planning. Download.

Compensation 40

Compensation Incentives Incentive Commission 40

Xactly

OCTOBER 29, 2018

It is one of the most powerful tools in the business world. However, like any tool, the value of data analytics depend on how you use it. For sales organizations, sales performance data can be a useful tool to drive strategic planning and increase performance. . Sales Territory Mapping and Design. Sales Capacity Planning.

Data 85

Data Top of Funnel Territories Compensation 85

Hubspot Sales

APRIL 24, 2019

Compensation is an important factor in attracting and retaining employees, especially in sales. Imagine if almost half of your sales team left the company because of a poorly designed compensation plan. Will additional bonuses or incentives be a part of the compensation plan? Make your compensation and commission plan clear.

Commission 122

Commission Salary Compensation Territories 122

Xactly

JANUARY 18, 2019

Your sales commission plan is a portion of your sales compensation plan. When it comes to designing sales compensation plans , there are many factors that can affect the success of your plan. Data is the most important and useful tool for any part of a strategic sales plan. Gather as Much Data as Possible.

Commission 81

Commission Incentives Incentive Compensation 81

SBI Growth

SEPTEMBER 11, 2012

Deploying a Sales Force Automation tool will not solve the challenges facing your Sales organization. Recently I was with a client who believes they have a sales compensation problem. There was no Sales Territory Design in place. What was the competition doing? Technology alone is not the solution.

Territories 306

Territories Top of Funnel Analysis Penetration 306

Sales Hacker

DECEMBER 12, 2017

With increasing focus on grit and many claims of meritocracies in organizations across the country, why does variable pay compensation even exist? On top of that, why are sales people some of the few employees subject to variable compensation structures? What is Variable Pay Compensation Anyway? SPIFs vs Contests.

Compensation 79

Compensation Hiring Incentives Incentive 79

SBI Growth

SEPTEMBER 11, 2012

Deploying a Sales Force Automation tool will not solve the challenges facing your Sales organization. Recently I was with a client who believes they have a sales compensation problem. There was no Sales Territory Design in place. What was the competition doing? Technology alone is not the solution.

Territories 264

Territories Top of Funnel Analysis Penetration 264

SBI Growth

DECEMBER 5, 2013

Most important items to remember – screen and select on competencies and pay on a competitive scale. After evaluating your team and their tools, you might ask “Where do I start?” Don’t do a territory redesign project without knowing exactly who you’re targeting. Without the right team, all else suffers.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

Xactly

JANUARY 17, 2019

Processes: Are your sales territories balanced ? Technology: What sales performance management tools can you invest in to reduce administrative burdens, increase performance visibility, create stronger reports, and analyze your team performance? Territory design. Compensation plans. Your Territory Design Matters.

Hiring 70

Hiring Territories Incentives Incentive 70

The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. logically shrink territories. Not all sales people have the same skills.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

SBI Growth

AUGUST 27, 2012

Others focus on the importance of a rewarding and competitive compensation package. Every top performer has experienced the dreaded year-end “opportunity drop,” which from the rep’s point of view includes: The most rewarding territories are “re-balanced’ (split up). What kinds of tools will I use? These are obvious.

Compensation 244

Compensation Commission Territories Quota 244

SBI Growth

JANUARY 18, 2013

This post includes one tool to think more strategically about a part of the business. The top performers are now vulnerable to competitive recruitment. Traditional HR leaders would see this as a motivation, compensation or retention problem. The tool shown below shows a quick assessment of Return on Investment.

Retention 292

Retention Compensation Ideal Customer Profile Channels 292

Sales Hacker Training

NOVEMBER 21, 2022

And then, there are inside sales tools… The human element of sales will never go away — that’s a fact. There are plenty of sales prospecting tools and sales management software to help automate your manual tasks while personalizing your outreach. Fortunately, we’ve been tinkering with many of these inside sales tools for quite a while.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52

SBI Growth

JUNE 26, 2013

Sales Process / CRM Overview – Provide a view of the pipeline, the sales process, forecasting and the CRM tool being used. Compensation – Overview of compensation models and exception handling. Territory Design / Structure Process. Competitive Landscape. Quota Setting Process. Social Selling Guidelines.

Hiring 319

Hiring Lead Rank Compensation Guidelines 319

PandaDoc

APRIL 26, 2023

So how do you strike a perfect balance between business goals and the compensation needs of employees? How your compensation package (including commission structure) works tells a great deal about your organization. Territory volume Territory volume is a commission paid off based on revenue from a specific region.

Commission 52

Commission Salary Margin Scale 52

SBI Growth

APRIL 19, 2013

The competition is a source of sales problems. Here is a screening tool. When your team brings you a sales problem, evaluate it with this tool. The tool has 10 yes/no questions. The 10 questions in this tool can help. This tool is used before spreadsheets are built. A yes response gets awarded +10 points.

Lead Rank 276

Lead Rank Lead Scoring Segment How To 276

Sales Hacker

DECEMBER 21, 2017

Through strategically implemented training, software tools and engagement techniques, sales ops leaders enable sales reps to focus more on selling in order to drive business results. . Selection of Enablement Software and other Technology Tools. Sales Territory Assignment and Growth Forecasting. Manage compensation. .

Sales Operations 87

Sales Operations Top of Funnel Hiring Scale 87

Xactly

OCTOBER 1, 2018

Are we creating competitive enough comp plans to attract and retain the right reps? Are we assigning effective territories? Xactly Insights is a powerful tool that provides sales leaders with a true understanding of their team’s performance—at the individual rep, team, and industry levels. Is our pay in line with performance?

Analysis 90

Analysis Data Incentives Incentive 90

Xactly

OCTOBER 3, 2018

Sales reps may share one common goal—closing deals—but managers need to understand different personalities, adapt to unique learning styles, and provide the tools each rep needs to hit (and ideally, exceed) their quotas. It lays out territories, quota, compensation, and the strategy your team will employ to reach company objectives.

Top of Funnel 67

Top of Funnel Incentives Incentive Compensation 67

Allego

DECEMBER 14, 2021

In the past three years, there’s been an explosion of digital tools to support sales. With many companies working in hybrid situations, sellers are navigating new territory when it comes to prospecting and buyer engagement. Compensation, while important, has less return than many expect. 6 Elements of Employee Experience.

Face-to-face 145

Face-to-face Scale Hiring Survey 145

Xactly

OCTOBER 8, 2018

If territories aren’t balanced , you could be missing potential sales opportunities. Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project. If you haven’t hired at the right pace, you can’t accommodate quota capacity. Data-based.

Hiring 73

Hiring Scale Incentives Incentive 73

LeadFuze

NOVEMBER 30, 2021

If the CSO is weaving the blanket of revenue that keeps us all warm, then sales ops provides them with the pattern and tools to get it done.” _. CRM and configuring tools involves a lot of responsibility. Development of sales tools has been a big focus in the past few years. Sales enablement. Strategy and planning.

Sales Operations 52

Sales Operations Lead Rank Hiring Forecasting 52

Xactly

AUGUST 30, 2018

Effective management begins with the realization that you need both sales team management tools as well as reps that are well-trained and prepared for the sales floor. The Internet has become an important tool to build customer and prospect relationships for your business with the customer. It takes a multi-pronged approach.

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

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.). But effectively building competencies requires the right tools.

Hiring 62

Hiring Sales Talent Scale Sales Enablement 62

SBI Growth

AUGUST 19, 2013

Designing a new compensation plan. Rolling out a new Sales Process or CRM tool. Territory redesign. How will this help you catch up to or surpass our competition? Virtually every program or project you undertake will benefit from involving an EP. Some examples include: Ideal Customer Profiling. Designing a new sales role.

Ideal Customer Profile 257

Ideal Customer Profile Construction Follow-up Sales Operations 257

The Pipeline

AUGUST 26, 2011

Ian had to rethink the tools he was purchasing to ensure that he could match the growth for which the CEO was looking. How can the resources the customer purchases ensure that they will have a competitive advantage? The customer should understand what value they add to their market that the competition does not. Sales Tool.

Pipeline 227

Pipeline Top of Funnel Hiring Webinar Metrics 227

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. Provide the tools your salespeople need to succeed. Company culture.

Compensation 55

Compensation Salary Incentives Incentive 55

Close.io

JANUARY 7, 2020

Appropriate compensation for beating sales quota will incentivize your reps to work at the peak of their energies and hit their numbers. Based on the historical sales data of specific territories, the past performance of your sales team and reps, and your expected business growth, you can also set a forecast quota. Forecast quota.

Quota 92

Quota Meeting Forecasting Lead Rank 92

The Pipeline

JUNE 15, 2011

For some it is the “competition”, encouraging sellers to focus on the buyer’s circumstance and market view rather than product. Sales Compensation. Sales Tool. Territory Alignment. TopLine Sales Compensation Solutions. Random Walk Down Sales Street. Reputation 2.0. Sales Bloggers Union.

Pipeline 241

Pipeline Cold Calling Webinar Metrics Hiring 241

Pipeliner

FEBRUARY 28, 2018

Do each of your salespeople have an up to date plan for their territory? ?Do Do salespeople have the tools they need to do their job? ?Does Is there alignment in compensation from company priorities to sales compensation to Sales Manager compensation? ?Are Add competitive blocking: +10%. Sales Process. ?Is

Compensation 45

Compensation Referrals Guarantee Territories 45

Sales Hacker

OCTOBER 9, 2019

Their sales territory loses proper coverage since the rep is now focusing on the transition into management. As a result, good customers become disillusioned and leave to go to the competition. Without the proper training, they don’t have the necessary skills or tools to manage this critical business function. Compensation.

Promotion 68

Promotion Sales Management Sales Leadership Hiring 68

Xactly

AUGUST 16, 2018

Another way to increase productivity and fun competition at work is with contests. Keep in mind that sales contests serve as a motivational tool. Along with the right sales compensation plan , sales contests can encourage desired behaviors and results. What if you promised something fun in exchange for a desired outcome?

Motivation 67

Motivation Territories Compensation Quota 67

Sales Hacker

FEBRUARY 12, 2021

Each has its unique benefits that might make it the right enterprise tool for your business. Most enterprise CRMs offer more features than simple CRMs and can support complex sales operations with advanced reporting capabilities, product libraries, sales enablement and tools, and more. What is an enterprise CRM software? Automation.

Enterprise 84

Enterprise Enterprise CRM NetSuite 84

Hubspot Sales

AUGUST 26, 2018

For instance, if you notice that a company is hiring an HR benefits analyst and you provide compensation services, this is a good organization to reach out to. Here are some Twitter lists you might want to create: Prospects within your territory that you want to keep tabs on. HubSpot's free CRM tool offers just this capability.

Prospecting 78

Prospecting Hiring Journal Territories 78