Xactly

OCTOBER 18, 2018

Compensation and incentive pay plays a big role in the success of a sales organization. Incentives drive sales behaviors, but when reps get paid incorrectly, it can lead to some big problems, specifically rep turnover. And many continue to use spreadsheets to manage their compensation, 80 percent of which have errors.

Incentives 58

Incentives Incentive Study Compensation 58

Sales and Marketing Management

OCTOBER 29, 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. Frontline sales managers coach, influence and guide sales reps on a daily basis.

Sales Management 168

Sales Management Scale Compensation Study 168

Sales and Marketing Management

MARCH 27, 2019

Author: Mike DeLeonardis, President, North America at beqom Seventy-nine percent of companies say that increasing sales productivity is a strategy they’re using to reach growth targets in 2019, but actually meeting this goal may be a challenge as only 35 percent of average-performing sales reps’ time actually goes to selling.

Strategy 223

Strategy Compensation Incentives Incentive 223

OutboundView

JANUARY 19, 2024

Selling to HR and have an inside sales function or are considering an inside sales function? When they’re working, it’s an amazing engine bringing new talent into the organizations and deals into the sales pipeline. When they’re not, it’s a major pain point felt by AEs, marketing, all the way up to the executive team.

Case Study 36

Case Study Marketing Qualified Lead Outsourcing Services Study 36

SBI Growth

MAY 17, 2013

Well, a study by the Corporate Executive Board found that Sales and Marketing don’t. In fact, they say 87% of the terms Marketing and Sales use when describing each other are negative. Sure, successful Sales and Marketing relationships exist. Download the Sales and Marketing Relationship Guide here.

Marketing 312

Marketing Maximizer Compensation Campaigns 312

Xactly

AUGUST 8, 2018

Successfully motivating and optimizing sales performance can be a challenging task for any business. Sales and Finance leaders typically deal with limited insights, convoluted systems, and employee demands wherever compensation is concerned. In a recent webinar with CFO Alliance, we reviewed the findings of the study.

Incentives 55

Incentives Incentive Compensation Webinar Metrics 55

Autoklose

MARCH 18, 2024

Having a well-versed and highly-skilled sales team is an essential ingredient when it comes to the success of your entire business. When you’re starting out, and it’s just you and maybe another salesperson, it’s not difficult to make a sales strategy, implement it, and learn from the results. Do you have a sales process in place?

Hiring 98

Hiring Training Cold Calling How To 98

SBI Growth

NOVEMBER 24, 2012

The purpose of every incentive compensation plan is to influence the actions of sales reps. HR leaders should act now to align the compensation plan with the customer's interests. Sales incentives can be like square pegs. Incentive compensation is intended to reward specific behaviors of the sales force.

Incentives 267

Incentives Incentive Customer Compensation 267

Score More Sales

MAY 30, 2013

The annual “State of Marketing” Global Survey of Marketers has again been completed, and results were announced at the Smarter Commerce Global Summit last week. You can download the complete results from the IBM State of Marketing 2013 Global Survey. Top marketers act on insights and create a system of engagement.

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

SalesFuel

FEBRUARY 29, 2024

The Bates case changed opinions about legal marketing and led to a shift in the legal profession's approach to advertising. Just as these businesses compete on quality of service, their marketing message seeks to establish a solid, credible reputation. State Bar of Arizona in 1977.

Advertising 84

Advertising Advertising Hiring How To 84

The Spiff Blog

SEPTEMBER 7, 2023

As a sales leader, you already know that effective sales performance management isn’t just setting lofty sales targets and then pushing your team to achieve them. These pillars include organizational alignment, robust reporting, ongoing professional development, incentive compensation, and sales enablement.

Incentives 83

Incentives Incentive Scale Compensation 83

Sales and Marketing Management

JUNE 10, 2019

A study appearing in the February 2018 edition of the Journal of Business & Industrial Marketing was the first to prove its relevance in a B2B setting and provide a preliminary model for achieving the SRP with business customers (“The Service Recovery Paradox in B2B Relationships,” Hübner, et al). Compensation.

Loyalty 234

Loyalty Remedy Journal Study 234

Janek Performance Group

JUNE 7, 2022

Top sales reps are in high demand and the competition for hiring them can be fierce. It’s hard to spot a great salesperson before the interview process, and it’s even harder to convince great sales reps to join your team once you’ve found them. Top sales talent is in high demand. Include the Perks!

Sales Talent 62

Sales Talent Competition Hiring Marketing 62

OpenSymmetry

JULY 20, 2016

Sales in the pharmaceutical industry has been a rigid and consistent business. 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.

Pharmaceuticals 40

Pharmaceuticals Compensation Incentives Incentive 40

OpenSymmetry

JULY 20, 2016

Sales in the pharmaceutical industry has been a rigid and consistent business. 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.

Pharmaceuticals 40

Pharmaceuticals Compensation Incentives Incentive 40

The Spiff Blog

AUGUST 22, 2023

After all, RevOps teams play an active role in supporting every function that drives revenue growth, from sales to marketing to finance to customer success. They require you to have a clear picture of prospect and customer behavior, market trends, and performance metrics. Audit your tech stack.

Strategy 74

Strategy Compensation Commission ROI 74

Costello

OCTOBER 30, 2018

Like many college grads in 2009, Julian Lumpkin started in an entry-level role in B2B sales and quickly realized that sales was the right place for his talents. As a sales manager at Axial, I realized how important case studies are in the sales process. What sets the best sales reps apart from the crowd?

Case Study 49

Case Study Study Sales Process Conversion 49

John Barrows

MARCH 5, 2020

The sales development function is always changing. Here’s how the structure of prospecting teams is going to change… Prospecting Teams Using Marketing Skills. Morgan: You mentioned marketing. Josh: When I started as a sales rep, I think you were still able to sell with a phone and Google. Compensation Plans.

Prospecting 140

Prospecting Top of Funnel Compensation Decision Maker 140

No More Cold Calling

JUNE 25, 2020

Are you looking for your B2B sales leads in all the wrong places? Is your sales team searching too many faces, looking for traces of prospects, instead of narrowing the search to recruit only your ideal clients? There’s a better way, but it takes guts and conviction from every sales leader. They’ll drive new revenue the fastest.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

Highspot

OCTOBER 11, 2023

Effective sales management is the core of any successful business. Read on as we break down why strong sales management matters, along with proven strategies to achieve it. It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

The Spiff Blog

JANUARY 9, 2024

What does this mean for sales teams? If you’re responsible for reaching demanding sales targets, you must be more dynamic and strategic in 2024. But, if cost-efficiency is a top priority, then extensive sales hiring is an expensive last resort– not a dependable solution. B2B sales has an average turnover rate of 35% ( source ).

Banking 84

Banking Hiring Churn Scale 84

Zoominfo

MARCH 21, 2022

The study showed a broad range of attrition within specific companies in various industries. Faced with increasingly stressful work environments, many workers are leaving lower-paying roles to pursue jobs with better compensation. Data via MIT Sloan Of course, not all companies are the same.

Quota 100

Quota Hiring Face-to-face Advertising 100

Zoominfo

APRIL 19, 2023

It’s true that most sales professionals improve with experience, but if you can provide feedback and personalized goals, it’s possible to accelerate the learning process and get your sellers engaging with prospects faster. This is the time-tested practice of sales coaching. What is Sales Coaching?

Sales Coaching 130

Sales Coaching Coaching Hiring Analysis 130

Hubspot Sales

APRIL 11, 2023

Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. So should you be worried about churn in your sales department? Sales teams have higher-than-average turnover rates than other business units. Why do sales teams experience high turnover? In short, yes.

Churn 114

Churn Hiring Survey Hubspot 114

Janek Performance Group

OCTOBER 19, 2021

Has the Great Resignation caused you to re-think your sales team hiring practices? And the sales department is not immune to this phenomenon. To reach your sales goals in 2022 preventing a sales talent exodus is critical. To reach your sales goals in 2022 preventing a sales talent exodus is critical.

Hiring 118

Hiring Lead Rank Compensation Sales Talent 118

SBI Growth

FEBRUARY 23, 2014

You got the promotion to VP of Sales. You may be returning from Sales Kickoff. All great sales leaders have a plan on how to win. To accelerate your success, SBI has produced the VP of Sales Toolkit. Many new sales leaders waste time because they don’t know where to focus. They push for compensation changes.

Compensation 189

Compensation Promotion Quota Competition 189

The Spiff Blog

SEPTEMBER 14, 2023

If you’re a finance leader or sales compensation manager , the potential impact of implementing AI is particularly enticing. Specifically, AI’s ability to analyze market trends and make informed predictions enables you to stay ahead of the curve, adapting to shifts in the industry and the economy before your competitors do.

Commission 84

Commission Account Compensation Face-to-face 84

SBI Growth

JANUARY 18, 2013

Talent management is a top priority for HR leaders who support sales organizations. But a recent interview with a HR leader revealed another level of sales leader support. At first, it may not seem like an HR leader would be involved in shaping sales force structure. It is to align the talent to where the market will be in 2014.

Retention 292

Retention Compensation Ideal Customer Profile Channels 292

BuzzBoard

MARCH 29, 2023

With businesses of all sizes are struggling to survive the current shaky economic times, cutting sales and marketing budgets is often the knee-jerk reaction for many. At BuzzBoard we dig deeper to keep up with the revolving and evolving market situations. Here’s more!

Ideal Customer Profile 52

Ideal Customer Profile Data Account Based Marketing Demand Generation Targets 52

BuzzBoard

MARCH 29, 2023

With businesses of all sizes are struggling to survive the current shaky economic times, cutting sales and marketing budgets is often the knee-jerk reaction for many. At BuzzBoard we dig deeper to keep up with the revolving and evolving market situations. Here’s more!

Ideal Customer Profile 52

Ideal Customer Profile Data Account Based Marketing Demand Generation Targets 52

LeadFuze

JULY 7, 2023

Knowing how to set sales goals is a crucial skill for any business owner, sales manager or marketer. But setting effective sales goals involves more than just choosing an arbitrary number. So if you’re ready to increase your company’s annual revenue target by setting effective sales goals – keep reading!

Sales Goal 52

Sales Goal Churn Incentives Incentive 52

SBI Growth

AUGUST 7, 2013

Not all “A” Player sales reps were meant to be managers. If you’ve been in sales long enough, you’ve seen this mistake unfold. He neglects his skill development and sales initiatives. Frequently, the top manager gets the nod for the VP of Sales. An ill-prepared sales manager damages his region. His team flounders.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

Xactly

JANUARY 3, 2019

Sales statistics are a variety of metrics that provide insight into your sales organization’s health. Industry and planning-specific statistics also help guide sales planning and incentive compensation. We did some research and compiled some valuable sales stats that are important for all salespeople to be aware of.

Handbook 99

Handbook Territories Compensation Incentives 99

Sales and Marketing Management

OCTOBER 21, 2019

From manual CRM updates, to uninspired training programs or hard-to-find content, the more roadblocks to seamless sales, the more staff becomes demoralized. That, in turn, leads to greater sales rep churn. If you have a community of sales reps who are frustrated and unmotivated, that’s a huge barrier to achieving revenue goals.

Top of Funnel 136

Top of Funnel Hiring Commission SAP 136

Anthony Cole Training

OCTOBER 13, 2014

I was first introduced to goal setting in sales when I was an insurance agent with National Life of Vermont. I never did write 100 lives but, based on the sales activity reporting I did every week, I should have. Towards the end of my career, I contracted with a sales trainer, Tom. You do the math. You do the math.

Sales Management 204

Sales Management SME Incentives Incentive 204

OpenSymmetry

JULY 27, 2015

With the holiday season just around the corner, there is no better time to ensure your company will earn its share of the retail market pie. This begins with technology solutions that, at the foundational level, improve your operational processes and enhance your sales force. Adapt to market conditions. About the Author.

Retail 40

Retail Incentives Incentive Compensation 40

Zoominfo

MAY 12, 2020

If that sounds like marketing—you’re right!). In fact, according to a study by LinkedIn, compensation isn’t even among the top four reasons why people quit a job. Could the opportunity benefit them with more recognition, greater challenges, a better work/life balance, potential travel, or more compensation?

Hiring 278

Hiring How To Networking Salary 278