Partners in Excellence

APRIL 25, 2017

I always worry when a conversation with a sales executive starts with, “We need to fix our compensation problem.” ” The ensuing discussion usually focuses on, “We aren’t meeting our numbers, we need to fix the compensation/commission system in order to make our numbers.”

Compensation 52

Compensation Lead Rank System Commission 52

Xactly

JULY 18, 2018

In order to manage your sales performance, you need effective sales territory mapping. Sales territory design must be a thoughtful process that involves data and a balancing act to ensure every sales rep has adequate sales potential within their territory. Use Data-driven Intelligence to Map Territories. Download Guide.

Territories 45

Territories Travel Hiring Guidelines 45

Janek Performance Group

MARCH 12, 2024

3) Clearly communicate benefits and compensation New hires should have a clear understanding of commission plans and other important benefits and compensation from the start. 5) Develop realistic goals Assess their sales territory and lay out the best course of action for each district or demographic. Reinforce the training.

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

Sales Hacker

DECEMBER 9, 2022

Random account groupings (no systematic segmentation or scoring). Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas. Consider new territory rules that reflect changes in the market (and your business).

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

Engage Selling

APRIL 2, 2012

In 20 years of selling, I’ve never encountered a compensation plan that eliminated all conflicts. The more complex the compensation plan, the easier it is to misunderstand or manipulate. The more complex the compensation plan, the easier it is to misunderstand or manipulate. Then hold a group meeting to discuss it.

Compensation 79

Compensation Commission Territories Guidelines 79

Sales and Marketing Management

OCTOBER 22, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. Author: Brad Wilsted Companies pour enormous resources into growth. That’s a huge opportunity for organizations of all sizes.

Sales Management 218

Sales Management Hiring Compensation Scale 218

OpenSymmetry

JULY 20, 2016

Tactics may have changed, but for the most part these sales teams still run on a commission or quota based metric determined by well-planned territories. In some cases, incentive compensation (IC) methods have evolved to align with new regulations regarding specific sales metrics.

Pharmaceuticals 40

Pharmaceuticals Compensation Incentives Incentive 40

OpenSymmetry

JULY 20, 2016

Tactics may have changed, but for the most part these sales teams still run on a commission or quota based metric determined by well-planned territories. In some cases, incentive compensation (IC) methods have evolved to align with new regulations regarding specific sales metrics.

Pharmaceuticals 40

Pharmaceuticals Compensation Incentives Incentive 40

SBI Growth

DECEMBER 5, 2013

In our work, we encounter many great sales operations groups. Data Access / Availability: Does your group have access the right data to make good decisions? Don’t do a territory redesign project without knowing exactly who you’re targeting. Our Sales Ops Get Well Plan will help you focus for next year. Physician, Heal Thyself.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

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

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

Crunchbase

NOVEMBER 18, 2021

Internet-based watering holes such as social media groups for salespeople and sales contractor platforms are enabling forward-thinking sales leadership to find and tap into freelance sales help. To assemble this type of virtual sales force you will need to recruit, find, contract, train, incentivize and compensate them appropriately.

Trends 105

Trends Hiring Scale Compensation 105

Hubspot Sales

OCTOBER 2, 2019

Sales performance management tracking can provide valuable data enabling your organization to forecast future sales trends and employee compensation rates — particularly for commission-based compensation structures. Performance-based compensation. Helps predict future sales trends. Seize upon these interests and teach them.

SAP 119

SAP Oracle Compensation Territories 119

SBI Growth

SEPTEMBER 23, 2013

You need to add vertical specialists because your group struggled with the new product. Territory design, quotas and compensation plans. Change the compensation plan to incent new logo growth by adding an accelerator. Compensation plans come last not first. Because of this, the number of reps you have is impacted.

Compensation 325

Compensation Social Media Incentives Incentive 325

SBI Growth

MARCH 18, 2013

It was a management change that eventually resulted in account and a compensation change. Account Assignments: Current customers were reassigned due to the new structure and territories. Compensation : Comp plans were revised from HR and Finance. Investigate any major changes : Did the compensation plan change?

Compensation 323

Compensation Quota Commission Territories 323

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. Image source: Shashi Group, LLC. Enter, the sales operations manager. Sales Operations Analyst Job Description.

Hiring 108

Hiring Salary Commission Sales Operations 108

Understanding the Sales Force

APRIL 16, 2012

I reviewed the 2012 Sales Performance Management Report, published by the Aberdeen Group and gleened some interesting statistics. 17% want their reps to better understand their compensation plan. 16% want to achieve more balanced territories. It turns out that more than 10% suffered the consequences. 15% want to reduce turnover.

Hiring 188

Hiring Territories Compensation Forecasting 188

SBI Growth

AUGUST 17, 2013

define our ideal customer profile (ICP) and the potential by territory. The cost of mis-hire is 6-8X the base compensation. Defining team success, promoting and rewarding for that success brings the group together. Marketing is rewarded by compensation plans tied to initiative objectives. Here are five.

Ideal Customer Profile 328

Ideal Customer Profile Hiring Lead Rank Analysis 328

Understanding the Sales Force

MAY 28, 2014

The coach of this team provided some very good, advanced coaching to this group of very coachable, extremely talented kids and he ran some terrific, fast-paced drills. In order for your best salespeople to improve, they need to be part of a group that won''t hold them back, allowing for more advanced, faster paced skills training.

Training 246

Training Coaching Comparison Territories 246

InsightSquared

MAY 7, 2019

Are certain types of customers, or certain geographies and sales territories meeting or beating the benchmark, or underperforming? The average sales cycle can be extended because the data includes new hires and new territories as well as established sales resources. How many of your individual sales reps meet or beat the benchmark?

Sales Cycle 102

Sales Cycle Lead Rank Hiring Sales Qualified Lead 102

The Pipeline

FEBRUARY 8, 2012

Whenever you ask a group of sales people what they would like to learn to do better, they always have “differentiate” near or at the top of the list. Sales Compensation. Territory Alignment. Join the Renbor Sales Solutions LinkedIn Group. TopLine Sales Compensation Solutions. Proactive Triggers.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

JULY 16, 2012

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. 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?”

Referrals 324

Referrals Lead Rank Lead Scoring Territories 324

Sales Hacker

DECEMBER 21, 2017

What are the key functions of a sales operations group? 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. Manage compensation. . Territory design.

Sales Operations 87

Sales Operations Top of Funnel Hiring Scale 87

The Pipeline

FEBRUARY 10, 2012

I was working with a group of sales managers earlier this week, including observing some pipeline reviews. Of course this is all well and good if you had a good role model, which it seems this group did; or it could turn out to be a disaster if you have the wrong type of manager, and now those habits get passed on to the next generation.

Pipeline 218

Pipeline Cold Calling Groups Lead Rank 218

Understanding the Sales Force

JUNE 27, 2016

As a matter of fact, when Objective Management Group (OMG) measures this, only 45% of the sales population have 80% or more of the possible supportive sales beliefs and only 6% (elite territory) have better than 87% of the possible supportive sales beliefs!

Territories 136

Territories Analysis Groups Objections 136

The Pipeline

AUGUST 8, 2011

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Sales Compensation. Territory Alignment. Join the Renbor Sales Solutions LinkedIn Group. TopLine Sales Compensation Solutions. Proactive Triggers. Proactivity. Productivity.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

SBI Growth

AUGUST 19, 2013

This group shouldn’t include managers or supervisors. This keeps the group small enough to manage but large enough to allow for diversity. Designing a new compensation plan. Territory redesign. Within sales, an Expert Panel (EP) is comprised of your best front-line performers. An EP that’s between 8-12 members is optimal.

Ideal Customer Profile 257

Ideal Customer Profile Construction Follow-up Sales Operations 257

InsightSquared

MARCH 6, 2018

As your sales ops team matures, however, the group will grow, and their focus will expand to other areas as well, including: Territory planning. Quota and compensation planning. When you’re starting out, you may have only one or two folks manning sales operations, juggling all the tasks outlined above. Go-to-market strategy.

Sales Operations 119

Sales Operations Hiring Scale How To 119

Mereo

NOVEMBER 15, 2023

Do they align to a market program or a selling territory? Is a business development representative an apprentice salesperson and compensated as such, or are they simply appointment setters? Are the client success teams compensated on retention only or on account growth as well? Who owns a client?

Lead Rank 41

Lead Rank Marketing Commission Retention 41

The Pipeline

DECEMBER 7, 2011

Sales Compensation. Territory Alignment. Join the Renbor Sales Solutions LinkedIn Group. TopLine Sales Compensation Solutions. Proactive Triggers. Proactivity. Productivity. Prospecting. qualifying. Random Walk Down Sales Street. Reputation 2.0. Sales Bloggers Union. Sales Cycle. Sales eXchange. Sales Force Alignment.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

Hubspot Sales

JUNE 28, 2019

Without a coxswain, even the most incredible group of athletes won’t move as quickly, powerfully, or efficiently as they could. Patrick Kelly, who led Xerox’s first Sales Operations group, describes the role as “all the nasty number things that you don’t want to do but need to do to make a great sales force.”. Territory Definition.

Sales Operations 95

Sales Operations Hiring Lead Rank Territories 95

The Pipeline

NOVEMBER 16, 2011

Sales Compensation. Territory Alignment. Join the Renbor Sales Solutions LinkedIn Group. TopLine Sales Compensation Solutions. Proactive Triggers. Proactivity. Productivity. Prospecting. qualifying. Random Walk Down Sales Street. Reputation 2.0. Sales Bloggers Union. Sales Cycle. Sales eXchange. Sales Force Alignment.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

Pointclear

AUGUST 17, 2011

Sales managers have six basic jobs—hire, compensate, train, deploy, monitor and manage, and coach and counsel—and they generally fail at the last three. If hiring, training and compensating are the science behind sales management, then deployment, monitoring and managing, and coaching and counseling are the art.

Sales Management 153

Sales Management Hiring Territories Compensation 153

The Pipeline

JANUARY 18, 2012

Sales Compensation. Territory Alignment. Join the Renbor Sales Solutions LinkedIn Group. TopLine Sales Compensation Solutions. Proactive Triggers. Proactivity. Productivity. Prospecting. qualifying. Random Walk Down Sales Street. Reputation 2.0. Sales Bloggers Union. Sales Cycle. Sales eXchange. Sales Force Alignment.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

OCTOBER 26, 2011

Sales Compensation. Territory Alignment. Join the Renbor Sales Solutions LinkedIn Group. TopLine Sales Compensation Solutions. Proactive Triggers. Proactivity. Productivity. Prospecting. qualifying. Random Walk Down Sales Street. Reputation 2.0. Sales Bloggers Union. Sales Cycle. Sales eXchange. Sales Force Alignment.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

SBI Growth

MAY 21, 2013

Your performance compared to peer groups and world-class. Is the comp plan or territory design pushing reps out the door? How do they compensate their reps and how are they structured? Are my reps able to leverage social platforms, connecting with buyers at the right time? How effective is my team? Benchmarks are essential.

Hiring 300

Hiring Collateral Comparison Territories 300

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. Sales Compensation. Territory Alignment. Join the Renbor Sales Solutions LinkedIn Group. TopLine Sales Compensation Solutions. Proactive Triggers.

Pipeline 226

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