SBI Growth
MARCH 31, 2013
It's a critical time of year for sales compensation. If the compensation plan is not effective it will have profound negative effects. For example: selling low margin products because they maximize the compensation payout. A compensation problem may soon morph into a retention problem. Compensation: One Factor Among Many.
OpenSymmetry
JANUARY 27, 2016
A critical element that is relatively new is territory optimization and we will examine the case for this in this article. The territory optimization and alignment element of salesforce effectiveness is vital for three reasons. Poor or excessive customer coverage if territories are too small, leading to missed revenue.
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The Spiff Blog
FEBRUARY 9, 2023
These functions include territory management, goal setting, capacity modeling, forecasting, sales performance improvement, seller experience, and countless other exercises that set a business up for success– or failure. In fact, optimizing territory design can increase sales by 2 to 7% each year ( source ).
SBI Growth
FEBRUARY 1, 2013
As part of the yearly planning process, your boss tells HR to research compensation in the market. HR doesn't have time to do a compensation benchmark properly. This exercise will give you evidence to what you are worth. CEOs know bad leaders with great territories or great products make the number.
Hubspot Sales
JULY 11, 2019
Sales operations exists to help the team use technology effectively, implement training exercises, align sales and marketing, set territories, evaluate compensation plans, and more. Reps need to prospect, sell, and close -- and that doesn’t always leave a lot of time for administrative or big-picture work.
The Pipeline
OCTOBER 17, 2011
We often do an exercise with teams centered on expectations of roles, the frontline reps and their managers. Sales eXchange – 119 – We often do an exercise with teams centered on expec… [link]. Sales eXchange – 119 – We often do an exercise with teams centered on… [link]. Sales Compensation.
Xactly
SEPTEMBER 24, 2018
As the forerunner in cloud-based incentive compensation management (ICM), Xactly identified data as a key performance driver from the very start. While organizations recognize its importance, most still conduct sales planning as an annual, static, and manual exercise – relying on guesswork not data intelligence.
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