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. Technology alone is not the solution. Every Sales Leader needs innovative recommendations right now.

Territories 306

Territories Top of Funnel Analysis Penetration 306

Xactly

SEPTEMBER 20, 2018

From territory planning to sales team organization, to sales coaching and leadership strategies to sales compensation planning, each element helps to create a strong sales plan. Sales Compensation is one of the most important steps because it drives sales behaviors and ultimately helps your company reach its goals.

Compensation 40

Compensation Incentives Incentive Lead Rank 40

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. Technology alone is not the solution. Every Sales Leader needs innovative recommendations right now.

Territories 264

Territories Top of Funnel Analysis Penetration 264

Xactly

OCTOBER 29, 2018

This ultimately allows for better sales, territory, and compensation planning; thus, a stronger sales organization as a whole. . The first hurdle organizations face in using data effectively is measuring the right things. Start With the Right Sales Performance Metrics.

Data 85

Data Top of Funnel Territories Compensation 85

Allego

DECEMBER 14, 2021

Bersin and Enderes shared the challenges organizations face right now, what successful companies are doing to improve sales employee experience, and the impact of sales enablement on employee experience. Salespeople Are Facing Greater Stressors. Compensation, while important, has less return than many expect. In August 4.3

Face-to-face 145

Face-to-face Scale Hiring Survey 145

OpenSymmetry

AUGUST 3, 2016

Each salesperson is assigned a territory, a quota, and they “go forth and sell”, right? The Strategic Account Manager is included in this group and is amongst the most difficult roles to compensate in sales organizations. So, how do you compensate this key role? The organization broke my top rule to keep it simple.

Compensation 40

Compensation Account Incentives Incentive 40

OpenSymmetry

DECEMBER 4, 2015

On November 19 th , 30 organisations gathered in London at the e-reward conference to discuss the benefits of compensation management software. The need to automate territory and quota management will be driven by the dependency of the incentive plan on more complex quota setting and territory alignment challenges. What is SPM?

Compensation 40

Compensation Incentives Incentive Vendor 40

The Pipeline

NOVEMBER 1, 2013

Worse we have all dealt with sales people who jump to competitors, extracting concessions in the form of bonuses, or compensation based on the fact that they will bring their book with them. This is all well and good (if not always true), it does not always turn out the way some expect. What’s in Your Pipeline? Tibor Shanto.

Company 261

Company Loyalty Hiring Face-to-face 261

Understanding the Sales Force

APRIL 16, 2012

A similar scenario faced hundreds of sales leadership executives. 17% want their reps to better understand their compensation plan. 16% want to achieve more balanced territories. 17% want their reps to better understand their compensation plan. 16% want to achieve more balanced territories. Do you see what I saw?

Hiring 188

Hiring Territories Compensation Forecasting 188

The Pipeline

SEPTEMBER 9, 2011

If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. Your company’s products and related services are utilized by companies of all types and sizes, Fortune 50 to mom and pop basement operations.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

The Pipeline

JULY 16, 2012

The specific comment was that the rep was reluctant to ask prospects/clients for referrals “because what if the person or company they refer are out of my territory?” Last week I was working with a group, we were looking at more effective prospecting, when we got around to discussing referrals, I got back some familiar comments.

Referrals 324

Referrals Lead Rank Lead Scoring Territories 324

SBI Growth

DECEMBER 19, 2013

A few weeks ago, I was talking to an SVP of sales. The topic was his number. The company’s revenue is in the $700M range. He had been given an aggressive goal for 2014. To say he was concerned about hitting the number would be a huge understatement. He was practically in a panic. "I I completely lost the battle on the 2014 revenue number” he said.

How To 303

How To Incentives Incentive Demand Generation 303

SBI Growth

OCTOBER 2, 2012

It is impossible to outrun the drag of vacant territories. Last week I talked with two Steves who faced this challenge and developed a sustainable solution. Two years ago Cincom faced a serious talent issue: they could not find and keep the professionals they needed to manage their complex sales cycles. Something Had to Change.

Hiring 306

Hiring Ideal Customer Profile Face-to-face Oracle 306

The Pipeline

JANUARY 11, 2012

Here we are at the start of a new year, fresh faces, prospects and places to engage, and with what most would lead you to believe, a blank slate, ready to conquer sales all over again. Sales Compensation. Territory Alignment. While corporate fiscal years are 12-months, and in many cases align to the 12 calendar Jan. Sales Cycle.

Pipeline 209

Pipeline Face-to-face Cold Calling Sales Cycle 209

Sales Hacker

MAY 9, 2019

A great sales compensation plan needs to accomplish quite a lot. It needs to provide fair compensation to employees in customer-facing roles. The Process for Creating a Sales Compensation Plan. Plan Compensation for Onboarding and Training. Example Compensation Plans. Establish Role Levels. Keep it Simple.

Face-to-face 102

Face-to-face Compensation Commission Lead Rank 102

Mereo

APRIL 2, 2020

With this in place, uniting your leadership and teams, go-to-market activities become more streamlined and successful, pursuing new territory or different markets becomes achievable. And when that happens, leadership is set up to face a number of hardships that keep the organization from reaching its goals and sustainable revenue performance.

Sales Operations 45

Sales Operations Revenue Territories Compensation 45

Xactly

DECEMBER 10, 2018

Compensation drives sales behavior, which means your sales incentive plan is a critical factor in sales performance and objective achievement. The incentive compensation planning team faces the challenge of balancing executive priorities and designing incentives that motivate reps. Set the Foundation. Assemble your team.

Incentives 79

Incentives Incentive Competition Compensation 79

Showpad

MARCH 3, 2020

While enablement typically comes into play from the beginning, working with marketing to assist sales professionals through learning and prospect interactions, operations teams up with sales leaders to establish methodologies and stepping in for final negotiations and deal compensation. Setting territory structure.

Sales Operations 100

Sales Operations Sales Enablement Hiring Compensation 100

Xactly

DECEMBER 3, 2018

Stop Playing Quota Planning Roulette. With Thanksgiving over, we’re in a countdown to the end of the year. If you’re in sales, this also means that you’re probably in the midst of planning season. Part of this includes quota planning. In today’s day and age, sales planning must be data-driven, automated, and collaborative.

Quota 77

Quota Territories Incentives Incentive 77

Pipeliner

SEPTEMBER 24, 2018

For selling to work, you need face-to-face, personalized and intense contact. Crowded Territories. Staff misallocation may occur if the sales team grows too fast, that’s when you end up with crowded territories. This is fine if your product is already being bought. [.] Bypassing Sales Analytics & Data.

Scale 56

Scale Hiring Compensation Incentives 56

SBI Growth

MARCH 28, 2013

Rolling out a new CRM tool or territory structure. Redesigning compensation or quotas. Face it – many sales managers and directors are too biased. You and your sales ops team work hard to deliver for sales. When it doesn’t stick, it’s disappointing and becomes a reflection on you. Download the Sales Ops Field Kit Here.

Face-to-face 276

Face-to-face Quota Territories CRM 276

Hubspot Sales

MARCH 21, 2018

Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. Inside sales offers a leaner, more automated approach, while outside sales capitalizes on the in-person interaction and power of face-to-face communication. Inside vs. Outside Sales. Out of the 5.7

Outside Sales 126

Outside Sales Hiring Face-to-face Inside Sales 126

Miller Heiman Group

FEBRUARY 25, 2020

Sales organizations face a paradox: although many continue to increase hiring, attrition is on the rise, according to our 2018-2019 Sales Performance Report , creating a major pain point. What’s the problem? How Hiring Affects the Bottom Line. Poor hiring practices prove costly to sales organizations in many ways.

Hiring 97

Hiring Sales Management SAP Sales Talent 97

Xactly

NOVEMBER 12, 2018

Let’s face it—companies periodically miss their sales targets. Download "The Enterprise Guide to Sales Performance Management (SPM),"to discover sales compensation best practices, the benefits of enterprise SPM solutions, and how Xactly can help you unleash sales attainment potential.

Data 82

Data Hiring Enterprise Enterprise 82

Xactly

OCTOBER 1, 2018

Are we assigning effective territories? We’ve also experienced the pains that accompany growth and have taken stock of all the successes and challenges that face both our company and our sales organization. Are we creating competitive enough comp plans to attract and retain the right reps? Is our pay in line with performance?

Analysis 90

Analysis Data Incentives Incentive 90

Sales Hacker

OCTOBER 9, 2019

Their sales territory loses proper coverage since the rep is now focusing on the transition into management. Face it, the ability to sell does not automatically translate into the ability to manage! The sales force drives the company’s revenue and it’s the sales manager’s job to drive the sales force.

Promotion 68

Promotion Sales Management Sales Leadership Hiring 68

CloserIQ

MARCH 1, 2019

Understanding how the company segments the market and assigns territories will help you get a better sense of its larger strategy and operations. You can ask how they define an enterprise account vs. an SMB These questions can serve as a launching pad for additional questions: How are territories assigned? This proves your initiative.

Hiring 89

Hiring Segment Face-to-face Commission 89

Sales Hacker

DECEMBER 21, 2017

Sales Territory Assignment and Growth Forecasting. Implementation of Recommended Compensation and Incentives Program. Allocation of Accounts and Sales Territories. Allocation of Accounts and Sales Territories. But perhaps more than anything else, sales operations brings a system to selling. Operations. Sales Activities.

Sales Operations 87

Sales Operations Top of Funnel Hiring Scale 87

Sales Hacker

MAY 26, 2021

Any customer-facing rep who’s worked at a midsize or enterprise company is familiar with sales operations. The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals. What is Sales Operations? Why do we need Sales Operations?

Sales Operations 60

Sales Operations Top of Funnel Lead Rank Hiring 60

Partners in Excellence

JUNE 5, 2019

Recently, I reread an article by Brian Halligan, Replacing The Sales Funnel With The Sales Flywheel. It appeared in HBR in November, 2018, I keep coming back to it–something about it is disturbing to me. I’ve finally been able to put together some thoughts about it. But my main issue is, why is this new model helpful?

Top of Funnel 91

Top of Funnel Funnel Lead Rank Commission 91

The Pipeline

FEBRUARY 17, 2012

After all, if the VP can get by with training that does not change sales behaviour, than why can a rep take a similar view, “you wanted five face to face visits, you got five”; KPI met, sale or not. Earlier this week, I posted on two related or intersecting topics sales leaders need to manage and improve.

Webinar Metrics 210

Webinar Metrics Pipeline Hiring Face-to-face 210

Pipeliner

DECEMBER 15, 2017

Companies generally spend hundreds of hours to build sales organization plans defining managerial responsibilities, territory coverage, product introductions with cross selling opportunities, compensation, and strategic and key account designations. There is nothing like ambiguity to distract from full concentration and effort.

Face-to-face 45

Face-to-face Penetration Compensation Territories 45

Xactly

APRIL 23, 2018

No organization exists without facing challenges. Sales leadership, alongside sales operations and finance use forecasting for all aspects of sales planning, including building sales compensation plans, territory planning, and overall sales strategy. The Forecasting and Sales Planning Relationship.

Forecasting 44

Forecasting Commission Webinar Metrics Compensation 44

OpenSymmetry

APRIL 8, 2016

Sales organizations face a constant challenge responding to changing selling techniques and markets. Many companies are unrealistic about the scale of the challenge they face. Meeting the Change Readiness Challenge. So, how best to meet the challenge? These tactical changes rarely have the desired impact.

Incentives 40

Incentives Incentive Scale Territories 40

The Pipeline

JULY 25, 2011

Yes it takes work; sure it’s not always pretty, and often exposes weaknesses we don’t want to face. Yes it takes work; sure it’s not always pretty, and often exposes weaknesses we don’t want to face. in addition to presentations there were a number of vendors. All around the other vendors all were accepting credit cards, bit my man!

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

MJ Hoffman

FEBRUARY 20, 2019

From compensation splitting and territory assignments, to the right way to ask for vacation and how to increase your potential earnings. Below you’ll find out how to tackle the most common challenging conversations you’ll face as a sales rep, all while keeping your reputation and earnings intact. Compensation on a shared deal.

Salary 40

Salary Negotiation Territories Compensation 40

The Brooks Group

JULY 18, 2017

How has your compensation been structured in the past at your most recent employer? In an ideal world, how would your compensation be structured? How have you achieved year-over-year growth in your accounts and in your territory with new business development? Sales Interview Questions to Reveal True Money Motivation.

Hiring 49

Hiring Face-to-face Commission Territories 49