Pointclear

MAY 14, 2018

Compensation Adjustments. Changes in compensation, especially done mid-year, often lead to disruption. In some instances, the change may be welcome, and momentum may increase. This usually produces a temporary blip in sales as the changes are digested. If coupled with some of the following items, however, it can be serious.

Territories 124

Territories Quota Sports Compensation 124

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

Pointclear

AUGUST 8, 2011

The 2011 Lenskold Group / Pedowitz Group Lead Generation ROI Study has found that key metrics reported, forecasted, and used to compensate marketing differ for high growth companies as well as for those using integrated marketing automation. Here are select highlights from this study.

Lead Generation 200

Lead Generation Marketing Qualified Lead Lead Rank Sales Qualified Lead 200

Pointclear

OCTOBER 27, 2016

Business development reps in marketing were compensated based on quantity, not quality of leads passed. This led to informal agreements with sales reps to accept almost all leads with little inspection in order to keep the business development rep focused on spending more time on the sales rep’s territory.

Sales Qualified Lead 100

Sales Qualified Lead Pipeline Territories Compensation 100

Pointclear

FEBRUARY 18, 2014

It has the year’s sales forecast, changes in compensation programs, quotas, travel goals by rep, business objectives for the team, and key factors for success. he asked, as he pushed his marketing plan toward me. Isn’t this it?”. “A A sales plan is usually submitted by the sales manager.

Margin 203

Margin Marketing Hiring Lead Rank 203

Pointclear

AUGUST 11, 2016

Depending on a marketing resource’s role and level, parts of compensation can be tied to performance metrics like overall revenue and deeper-in-the-funnel outcomes. Some trends in the industry: Marketing’s mission includes direct responsibility for a higher portion of revenue.

Cost per Lead 100

Cost per Lead Sales Qualified Lead Lead Generation Lead Rank 100

Pointclear

SEPTEMBER 21, 2016

Yes, some companies have figured out the magic formula for aligning marketing and sales--often through shared goals and variable compensation dependent on meeting those shared goals. They only area in which alignment can be expected is in the messaging, the systems and the processes. Ginger Conlon: If only.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead B2B 100

Pointclear

JANUARY 17, 2012

Management rightfully motivates and compensates sales people to focus on making the immediate numbers, not on building a pipeline of prospects. Even if leads are pre-qualified, sales people are notoriously poor in following up on all but the hottest of leads.

Lead Qualification 133

Lead Qualification Lead Nurturing Sales Qualified Lead Leads 133

Pointclear

JUNE 26, 2012

While I respect the need for specialization in a sales force, I simply don't understand why the "inside guy" can't be given more freedom to quarterback big deals and get compensated appropriately. This strikes me as an issue of convention and territoriality over talent and profit maximization. Are we measuring stuff that doesn't matter?

Inside Sales 162

Inside Sales Hiring Conference Field Sales 162

Pointclear

OCTOBER 11, 2012

He adds, “We’re mapping those back to the systems to send alerts and—lo and behold—sales is actually making that part of their compensation plan.” He describes an engagement with a current client in which they jointly built the SLAs and the business rules. Marketing, too, is tied in on some of their bonus objectives.

Outbound 169

Outbound Inbound Telemarketing Education 169

Pointclear

MAY 3, 2012

Depending on a marketing resource’s role and level, parts of compensation can be tied to performance metrics like overall revenue and deeper-in-the-funnel outcomes. Their observations on trends include the following: Marketing’s mission includes direct responsibility for a higher portion of revenue.

Cost per Lead 162

Cost per Lead Sales Qualified Lead Lead Generation Lead Rank 162

Pointclear

FEBRUARY 14, 2012

Common compensation/objectives. Why shouldn’t marketing be similarly compensated? All other inputs, opportunities and distractions are triaged based on those goals, metrics and definitions. This one is controversial, but is a natural next step if both sales and marketing have common objectives and definitions of success.

Marketing 176

Marketing Lead Rank Sales Qualified Lead Scale 176

Pointclear

FEBRUARY 21, 2013

With pay and compensation packages rising because of the challenge of recruiting talent, more field sales reps feel comfortable trading their traditional commissions for the relative stability of inside sales positions. work from home options and telecommuting flexibility.

Inside Sales 240

Inside Sales Skype Face-to-face Field Sales 240

Pointclear

AUGUST 6, 2013

With pay and compensation packages rising because of the challenge of recruiting talent, more field sales reps feel comfortable trading their traditional commissions for the relative stability of inside sales positions. work from home options and telecommuting flexibility.

Inside Sales 176

Inside Sales SAP Trends Sales Qualified Lead 176

Pointclear

JUNE 15, 2018

Second, sales people are driven by the three C’s: control, credit and compensation. Management’s philosophy regarding win percentages and the reward system for following procedure on leads are two important ways to overcome this pervasive and debilitating problem. Having to report is not part of sales people’s nature.

Revenue 113

Revenue Forecasting Commission Telecommunications 113

PandaDoc

SEPTEMBER 2, 2020

The PointClear founder invites interaction with B2B sales, marketing, and c-level execs through his (and guest bloggers) frequent posts. What to check out: Building Agility into Your Sales Compensation Plan. What to check out: Is it Fraudulent to Spend Money on Lead Gen Without an ROI? The Ambition Blog.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98