The Pipeline

JANUARY 17, 2012

Top 25 Sales Influencers for 2012. B2B sales is not different, the good folks over at OpenView Labs , have put together a list of Top 25 Sales Influencers for 2012. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. April 2008. March 2008. February 2008. January 2008. December 2007.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

SBI Growth

JULY 14, 2013

Many variables influence making your revenue goals. Territories : The field of play. Are territories designed to maximize growth balanced with efficiency? Are you holding back performance based on territory design and assignment? Compensation : Akin to a pro athlete’s salary. They will thank you for it and perform.

Territories 328

Territories Incentives Incentive Compensation 328

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. What makes the frontline sales manager such a potent influence on performance? Why Frontline Management?

Sales Management 218

Sales Management Hiring Compensation Scale 218

Xactly

AUGUST 8, 2018

Sales and Finance leaders typically deal with limited insights, convoluted systems, and employee demands wherever compensation is concerned. welcomed Erik Charles, VP of Strategic Marketing at Xactly, and Nandini Ramaswamy, VP of Global Sales Compensation Design and Operations at Salesforce, to the panel. Incentive Compensation.

Incentives 55

Incentives Incentive Compensation Webinar Metrics 55

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 ).

Quota 70

Quota Revenue Lead Rank Territories 70

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?

Compensation 79

Compensation Hiring Incentives Incentive 79

SBI Growth

OCTOBER 12, 2013

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Have you adjusted your plan based on this continued shift of power and influence yet? Your compensation plan must align to your strategy. Are your territories designed to maximize time with customers and prospects?

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

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.

Territories 40

Territories SalesForce Incentives Incentive 40

Pointclear

MAY 14, 2018

But then, someone outside the organization asks questions about things that could have had an influence on the organization’s forward momentum a few months before the slump. Compensation Adjustments. Changes in compensation, especially done mid-year, often lead to disruption. Territory Adjustments. Expect a downturn.

Territories 124

Territories Quota Sports Compensation 124

SBI Growth

DECEMBER 5, 2013

Get the help needed to influence those you can’t fully control. Within your sphere of influence, you can deliver results for sales leadership. Don’t do a territory redesign project without knowing exactly who you’re targeting. Sales Compensation and Quota Setting – A good comp plan with bad quotas doesn’t move the needle.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

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

SalesforLife

JANUARY 14, 2019

There are endless “priorities” for the year, but only a few can highly influence sales objectives, and ultimately change your business outcomes. I see sales leaders spend time with compensation plans, territory models, new technology integrations, etc. You just got the troops back into the office for another big year.

Territories 64

Territories Compensation Influencer Objections 64

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

OpenSymmetry

FEBRUARY 10, 2016

The improved analytical capabilities provided by Incentive Compensation Management (ICM) software will help in the modelling and review of existing plans. As often as companies and sales leaders state that their sales compensation plans are simple, there is rarely a plan that is truly that simple ; there is always some layer of complexity.

Incentives 40

Incentives Incentive Compensation Territories 40

Score More Sales

JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. They need to track their buyers and clients through social platforms or by aggregated content specific to their industry niche, geographic territory, or through named accounts.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

Sales and Marketing Management

JULY 26, 2018

It will help salespeople deal with a spiraling complexity of products, and with increasingly large catalogs, ever-more complex compensation plans that include SPIFs and bonuses, and financing options to help make bigger deals possible. This is unexplored territory?—?and Selling skills still matter. including the B- and C-players?—?to

Training 206

Training Penetration Government CRM 206

Xactly

OCTOBER 22, 2018

He may have a tough territory to work in, or he could be a poor hire. Watch the webinar, "Put the Darts Away: The Importance of Benchmarking Data in Sales Planning," to discover the importance of current benchmarking data for effective compensation plan design. Scenario #3: Timothy is in year two and struggling. Watch Webinar.

Hiring 93

Hiring Compensation Webinar Metrics Territories 93

SBI Growth

OCTOBER 29, 2013

During this session you will receive input on 3 critical path items: Your Number — How you can influence receiving a fair number from your boss. Territory, leads, compensation plan and their boss. For example: Territory — They need help targeting which prospects/customers have the highest propensity to buy.

Territories 308

Territories Compensation Buyer Google 308

Mereo

NOVEMBER 15, 2023

This transition comes with a number of changes that will influence your structuring and your team’s roles. 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? Who owns a client?

Lead Rank 41

Lead Rank Marketing Commission Retention 41

Score More Sales

JULY 22, 2014

If I have prospects and customers in the banking industry, I’m going to track banks by name and if I have a geographic territory, by location. I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions.

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

Score More Sales

DECEMBER 29, 2014

If you can reward your reps for clean, updated territory lists, that can go a long way. I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions. Knowing the integrity of your data is important.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

Score More Sales

NOVEMBER 26, 2014

Not only will those in sales be able to manage their territories this way but also sales leaders will have incredible access to data and insights – even being able to reinforce learning. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Workbooks 232

Workbooks Analytics Territories Ideal Customer Profile 232

Understanding the Sales Force

MAY 28, 2014

They announce who are the Top 50 Sales Influencers of 2014. It''s just not that unusual to discover that the top salespeople in some companies aren''t at the top because of their skills, but because of the accounts or territory they were assigned or their expertise or tenure in the industry. And they introduce a brand new eLibrary!

Training 246

Training Coaching Comparison Territories 246

Score More Sales

DECEMBER 27, 2013

If it is a new plan, or new territory – find the upside to it and see how you can make it work for you. I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions.

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

The Bridge Group

FEBRUARY 8, 2024

Option 3: Reduce the quit rate There are entire books and mountains of posts written on this topic but excluding company culture, compensation plans, inbound leads, territory splits and 50 factors that could influence your attrition rate, I'll focus on one. That can mean the difference between hitting your number or missing.

Hiring 49

Hiring Lead Rank Promotion Churn 49

Score More Sales

APRIL 30, 2014

The same is true for companies in your geographic territory who fit one of your buyer profiles. I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

Hubspot Sales

JUNE 28, 2019

As you'll read below, sales operations includes everything from lead management, sales strategy, and territory structuring and alignment to process optimization, compensation plans, sales automation, training, and data analytics and reporting. Sales Operations manages sales representative compensation plans and incentives.

Sales Operations 95

Sales Operations Hiring Lead Rank Territories 95

OpenSymmetry

AUGUST 19, 2016

How the right mix of personality, behavior, and compensation drives success. In order for organizations to create that ‘medal-winning’ sales team, they must first understand the mix of influences that will drive sustainable success. It’s hard to believe that the 2016 Rio Olympic Games are coming to an end. Surpassing the Stereotype.

Compensation 40

Compensation Incentives Incentive Hiring 40

The Pipeline

FEBRUARY 10, 2012

In the midst of this I started thinking about things that influenced my management style, and by extension those folks that I work with now. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. Proactive Triggers. Proactivity. Productivity. Prospecting. qualifying. Random Walk Down Sales Street.

Pipeline 218

Pipeline Cold Calling Groups Lead Rank 218

Score More Sales

APRIL 30, 2014

The same is true for companies in your geographic territory who fit one of your buyer profiles. I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions.

Follow-up 144

Follow-up Ideal Customer Profile Decision Maker Buyer 144

Miller Heiman Group

JANUARY 14, 2020

The good news is that sales operations’ increasing influence has helped more organizations move toward formal and dynamic sales processes, which leads to more effective sales performance. Sales Planning Support, including territory administration, sales quota setting, coverage design, and sales compensation administration and modeling.

Sales Operations 58

Sales Operations Study Forecasting Sales Technology 58

InsideSales.com

APRIL 30, 2020

Change initiatives force teams into unfamiliar territory. What you measure, how they’ll respond, and the factors that influence success, must be defined, clearly and frequently articulated, and come to represent who we are, not just what we do. 2) Clearly define what you’ll measure, how, and in what timeframe. Compelling Vision.

Lead Rank 58

Lead Rank Lead Scoring Leads Marketing Qualified Lead 58

Your Sales Management Guru

MAY 6, 2013

This week I thought I would use this forum to let my readers know of Two Sales Leadership training programs in May that you should plan to attend. The first is Friday May 10 th , Building Predictable Revenue: Sales Management Systems. The second is May 28 th , 1pm EST: Creating Sales Compensation Plans for High Performance.

Compensation 74

Compensation Forecasting Penetration Sales Leadership 74

Pipeliner

APRIL 24, 2020

The result of saturating territories with dealerships and forcing the owners to accept quotas of slow-selling vehicles to get the hot selling ones. Most sales forces have variable compensation based on revenue attainment. Pay-for-performance significantly influences behavior. Or did they become that way through circumstance?

How To 80

How To Hiring Small Business Small Business 80

Hubspot Sales

AUGUST 25, 2018

They're so important the average rep rated these two factors as more important than base compensation, commission, job role, and job flexibility. Key behaviors : Developing a territory plan including a comprehensive list of prospective customers. Creating account plans that map the key decision makers and influencers.

Hiring 111

Hiring Churn Survey Promotion 111

Sales Hacker

AUGUST 7, 2020

Enterprise organizations often organize and assign territories geographically or vertically and have at least two levels of sales management, such as a District Manager and a Vice President of Sales. Your sales territory could be very large, as well. Sometimes you may receive shares in the company instead of compensation.

Enterprise 76

Enterprise Enterprise Hiring Skype 76

Velocify

JUNE 28, 2017

Company intelligence can provide insight into organizational charts and the relationship between deal influencers within the chart. 4) Territory and Quota Management Solutions. Territory and quota management solutions assign leads to reps based on geographic areas. 3) Data Visualization/Business Intelligence.

Sales Technology 53

Sales Technology Top of Funnel Hiring Software 53