OpenSymmetry

MARCH 16, 2016

The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. Fast forward 20 – 30 years to the age of enlightenment for Incentive Compensation Management solutions. Territory Definition and Modeling.

Territories 40

Territories Quota Incentives Incentive 40

Xactly

OCTOBER 29, 2018

This ultimately allows for better sales, territory, and compensation planning; thus, a stronger sales organization as a whole. . For example, if you notice that rep performance tends to drop off after they meet quota, you may need to examine if your incentives are truly motivating reps to meet and exceed their targets.

Data 85

Data Top of Funnel Territories Compensation 85

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

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. Luckily, I've compiled some resources for you to determine the best sales commission structure for your sales team or yourself.

Commission 127

Commission Salary Compensation Territories 127

Xactly

JANUARY 17, 2019

A strategic sales plan is a portfolio of ideas, processes, and technology that guides a sales organization’s strategy and provides the resources and tactics for reaching sales goals. To put it simply: in order to reach your sales goals, you need the right amount of resources. Processes: Are your sales territories balanced ?

Hiring 70

Hiring Territories Incentives Incentive 70

Zoominfo

OCTOBER 6, 2020

For instance, do peers use the person in question as a resource? The team lead needs to be more than a resource; they need to be a trusted advisor. The question is: are they resourceful enough to tackle the challenges, both known and unknown? When They Ask About Expectations and Incentives. Are they engaged?

Lead Rank 169

Lead Rank Lead Scoring Leads Marketing Qualified Lead 169

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. Having clear, visible goals and incentives builds well-rounded sales professionals.

SAP 124

SAP Oracle Compensation Territories 124

Janek Performance Group

MARCH 12, 2024

2) Consistently evaluate training Collaborate with human resources and your training department to assess the current procedures offered to new hires. 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.

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

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. These large organizations require multiple resources, such as pre-sales and customer service, to meet their needs.

Compensation 40

Compensation Account Incentives Incentive 40

Zoominfo

OCTOBER 6, 2020

For instance, do peers use the person in question as a resource? Discretionary and trustworthy The team lead needs to be more than a resource; they need to be a trusted advisor. The question is: are they resourceful enough to tackle the challenges, both known and unknown? Are they engaged?

Lead Rank 130

Lead Rank Lead Scoring Leads Marketing Qualified Lead 130

SBI Growth

FEBRUARY 5, 2014

Are the compensation mechanisms driving the right behaviors?" To make your assessment easy, SBI has created a 10-point Compensation Inspection tool. Read on to understand the mechanics of effective sales compensation. How Important is Compensation? Erik Charles is the Principal Incentive Strategist at Xactly Corp.

Compensation 120

Compensation Territories Hiring Commission 120

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.

Compensation 40

Compensation Incentives Incentive Vendor 40

Hubspot Sales

FEBRUARY 17, 2020

Re-assign your sales territories. If your sales team relies on territory management as part of your strategy, you may want to take a look at how your territories are assigned to ensure you have your strongest sellers assigned to territories or accounts that have the most sales potential.

Territories 112

Territories Incentives Incentive Sales Qualified Lead 112

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. When done well, this process is proven to maximize return on sales resources.

Quota 70

Quota Revenue Lead Rank Territories 70

The Spiff Blog

SEPTEMBER 22, 2022

With a new year around the corner, it’s time to start thinking about your sales compensation plans for 2023. We came away with six key considerations to keep in mind while preparing your compensation plans and processes for 2023. They should cover things like account ownership, territories, SLA’s, and who gets credit for opportunities.

Groups 67

Groups Conversion Commission Lead Rank 67

Xactly

SEPTEMBER 10, 2018

Sales performance management (SPM) and incentive compensation management (ICM) are often used interchangeably. While at one time, these two terms did essentially mean the same thing, SPM now encompasses far more than just compensation. Fact #4: SPM can reduce territory planning time up to 75%. So what’s the takeaway?

Enterprise 73

Enterprise Enterprise Compensation Territories 73

Xactly

DECEMBER 3, 2018

My second blog looked at the need to evaluate rep ramp time and attrition to ensure accurate resource planning. A quota that is 10% too high might translate into no incentive pay at all. Balancing Territories to Ensure Fair Quota Allocation. It’s difficult to set achievable quotas if you’re relying on imbalanced territories.

Quota 77

Quota Territories Incentives Incentive 77

SBI

JULY 24, 2018

As we enter into the world of the next generation of buyers who are smarter and more resourceful than ever, sales reps need to keep up. Look at all of your sales processes: Territory & quota planning. Incentive compensation management. Instead, it’s only created more manual processes. It’s time for a change.

CRM 95

CRM SAP Forecasting Incentives 95

Xactly

OCTOBER 1, 2018

Are we assigning effective territories? Despite the fact that we live and breathe incentive comp, we are not immune to the factors that affect every sales organization. In a world so focused on incentive compensation, Xactly Insights gives us a lot to think about. Is our pay in line with performance?

Analysis 90

Analysis Data Incentives Incentive 90

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. With too many salespeople assigned to a territory, you set your team up for missed individual quotas and an inundated market.

Sales Operations 45

Sales Operations Revenue Territories Compensation 45

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

SEPTEMBER 24, 2018

Today, we’re adding to that list of accomplishments with the acquisition of OpsPanda, which helps deliver an AI-based sales resource and capacity planning solution to our customers. As the forerunner in cloud-based incentive compensation management (ICM), Xactly identified data as a key performance driver from the very start.

Commission 95

Commission Lead Rank Incentives Incentive 95

Sales Hacker

DECEMBER 21, 2017

Formulation of Incentives Program. Sales Territory Assignment and Growth Forecasting. Implementation of Recommended Compensation and Incentives Program. Allocation of Accounts and Sales Territories. Manage compensation. . Territory design. Compensation plan. Performance Metrics Analyses.

Sales Operations 87

Sales Operations Top of Funnel Hiring Scale 87

Xactly

MAY 3, 2018

View Resources. And you won’t be able to identify the logical ramp-up of new sales resources without the proper data. Look for the balance: Efficiently building a sales organization means properly allocating resources to avoid underspending and overspending. Get the numbers right and you’ll stay on the right course.

Hiring 59

Hiring Sales Forecasts Scale Forecasting 59

OpenSymmetry

MAY 23, 2016

While, incentive compensation administration is still a main piece, the broader SPM technology concept is expanding more holistically to include other key aspects which directly impacts how a sales team might perform, including talent development, sales enablement, and territory and quota management. Steps to Success.

Territories 40

Territories Vendor Incentives Incentive 40

Highspot

APRIL 2, 2020

This includes everything from implementing key sales technology to administering compensation. Sales ops frees up bandwidth for sellers to then use these resources to improve their performance. Growth forecasts of sales territories. Formulation and evaluation of sales incentive and compensation plans.

Sales Operations 75

Sales Operations Top of Funnel Forecasting Sales Enablement 75

Xactly

APRIL 2, 2018

Since sales is tasked with increasing revenues, incentives are an important part of achieving those goals. Plus, commissions work well for SMBs who don’t have the resources to pay up-front base salaries. It’s important to structure your compensation plan with your end objective in mind. View Resources.

Commission 56

Commission Small Business Small Business Enterprise 56

Xactly

JUNE 21, 2018

In the Sales Performance Management (SPM) industry, the use of data has caught on, and organizations are looking to use data to effectively plan, improve their compensation process, and optimize their sales performance. The Paradigm Shift in SPM.

Data 51

Data Webinar Metrics Enterprise Enterprise 51

Sales Hacker

MAY 26, 2021

The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals. If you love seeing results and helping sales teams get paid, focusing on performance and sales incentives is up your alley. Sales enablement is all about supporting the reps directly on the ground.

Sales Operations 60

Sales Operations Top of Funnel Lead Rank Hiring 60

SBI Growth

SEPTEMBER 21, 2018

New tools make the process easier, however the resource allocation decisions. Most of my clients have been in non-stop planning meetings since mid-August and earlier. Long days of adjusting and readjusting budgets and expectations.

Revenue 228

Revenue Resources Meeting Tools 228

The Spiff Blog

JANUARY 25, 2022

What started as a manageable headache is now causing your organization to leak revenue— especially as you add more products, territories, and go-to-market strategies into the mix. Without a dedicated RevOps resource orchestrating a smooth hand off from team to team, your business will struggle to scale. Guess what? You’re not alone.

Hiring 52

Hiring Scale Top of Funnel Funnel 52

OpenSymmetry

AUGUST 19, 2016

How the right mix of personality, behavior, and compensation drives success. Having a clear understanding of both their personal and organizational goals and how those goals coincide with compensation is an essential piece of this attribute. Incent to Drive Success. Emotional connection with customers. Evolving Sales Behaviors.

Compensation 40

Compensation Incentives Incentive Hiring 40

Xactly

AUGUST 30, 2018

Download the "2018 Sales Compensation Administration Best Practices Executive Guide," for incentive compensation trends, best practices, and tips to drive the right sales behaviors to kickoff your sales compensation planning. One major stimulating factor in any sales reps’ career is compensation.

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

Emissary

JUNE 26, 2023

Don’t forget to provide salespeople with the intelligence resources they need. Tweak compensation plans, as needed, to drive desired Q4 behaviors. E.g., If quotas are now increasingly unrealistic, you can install Q4 goals and incentives to avoid ‘sandbagging’ behaviors. Prep for BOY.

Ideal Customer Profile 52

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

InsightSquared

NOVEMBER 19, 2018

Have a clear line of sight into every opportunity in real-time, that way you don’t waste your time and resources on the opportunities that are not going to close and spend more time on the ones that will. Don’t expect a 6-12 month enterprise opportunity to close just because they are offered an incentive. Marketing is required.

Top of Funnel 78

Top of Funnel Face-to-face Analytics Enterprise 78

Cincom Smart Selling

FEBRUARY 9, 2016

This information will inform your decisions about future territory assignments. 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. Partner Recruitment.

Channels 83

Channels Sales Management Sales Qualified Lead Collateral 83

Sales Hacker

FEBRUARY 17, 2022

These platforms help automate functions like contact and account management, lead management, sales forecasting, territory management, and incentive compensation – and they continue to play an important role in this new sales environment. Why devote so much of a company’s time and resources to something that’s not driving sales?

Top of Funnel 89

Top of Funnel Lead Rank Lead Scoring Forecasting 89