Understanding the Sales Force

APRIL 26, 2012

In some sectors, fewer than 25% of all salespeople will make quota in 2012. Even best-in-class companies are lucky when fewer than 80% of their salespeople make quota. Are you OK with it when your own salespeople fail to make quota? Sales Strategies can play a role in salespeople failing to make quota.

Quota 216

Quota Territories Compensation Sales Cycle 216

Sales Hacker

DECEMBER 9, 2022

Sales leaders often evaluate prospects and existing customers based on readily available information — order history, and firmographic data (company location, size, industry, etc). Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas.

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

Xactly

MAY 23, 2018

By adopting advanced territory planning software, Xactly’s sales operations team shortened the time spent designing territories from a month to a week – shaving hundreds of hours off the process. That was just one of the findings from the recent Sales Management Association (SMA) research update “Optimizing Sales Territory Design.”

Territories 53

Territories Research Distribution Case Study 53

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

Sales and Marketing Management

SEPTEMBER 14, 2020

It was a common practice pre-pandemic to measure each business area with different KPIs, metrics and compensation models designed to optimize each area of operation. They were also able to use analytical and predictive tools to determine which clients or prospects were most at risk and better develop mitigation plans.

SAP 207

SAP Compensation Face-to-face Analytics 207

Xactly

JUNE 18, 2018

Download our executive guide, "Optimizing Sales Territories for Strategic Advantage," to see how optimized territory planning can help companies maximize return on sales resources, shorten the planning process, and reduce travel inefficiencies. Quota allocation. Optimizing Territory Design with Data Intelligence.

Territories 54

Territories Data Hiring Quota 54

SBI Growth

OCTOBER 18, 2012

Total compensation, benefits, company financials and market position, for example. You might also get a bombshell: an even bigger jump in your quota for next year. The company is making significant changes to your compensation plan. You’ve had average results recently because your territory is a real dog.

Territories 300

Territories Real Estate Compensation Quota 300

The Pipeline

AUGUST 27, 2019

If you are a full-cycle rep, with a demanding client base in a defined territory, 23% is not bad. They not only give away their time; they pay the prospect for the privilege of doing so. In the process telegraphing to the buyer that despite everything you said to this point, the real object here is your quota. Giving It Away.

Wireless 264

Wireless Discount Face-to-face Scale 264

Hubspot Sales

OCTOBER 11, 2017

Imagine your company without sales quotas. According to an informal poll we took of sales reps, managers, and leaders, most sales professionals like quotas. In fact, less than 7% of the participants said they would eliminate quotas. In fact, less than 7% of the participants said they would eliminate quotas.

Quota 83

Quota Hiring Compensation Motivation 83

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

LeadFuze

MAY 17, 2021

Why are Sales Compensation Plans Important. Building sales compensation plans for them can be a difficult task. Who are you selling to, C-level prospects, vendor managers, or small, one-man shops? There are several factors to consider when putting a sales compensation plan together. 4 Types of Sales Compensation Plans.

Compensation 52

Compensation Hiring Incentives Incentive 52

Pointclear

MAY 14, 2018

Salespeople only know that forecasted deals have been delayed, customers aren’t returning calls, and new prospects are slow in coming, or at least it appears that way. Compensation Adjustments. Changes in compensation, especially done mid-year, often lead to disruption. Quota Changes. Territory Adjustments.

Territories 124

Territories Quota Sports Compensation 124

SalesLoft

OCTOBER 30, 2018

This is dollars left on the table due to ineffective processes for “defining, assigning, and managing territories, quotas, and incentives and compensation plans.”. Compensation plans need to evolve with organizational objectives and sales strategy. Allow 70% of associates to meet or exceed quota.

Compensation 52

Compensation Sales Qualified Lead Salary Quota 52

SBI Growth

OCTOBER 12, 2013

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Your compensation plan must align to your strategy. Are your territories designed to maximize time with customers and prospects? Are your quotas based on your ideal customer spend and ideal prospect opportunity?

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

Xactly

OCTOBER 29, 2018

This ultimately allows for better sales, territory, and compensation planning; thus, a stronger sales organization as a whole. . But to start, consider the following metrics in your sales performance analysis: Quota attainment: In 2017, the average quota attainment was 55 percent and this number is continuing to fall (yikes!).

Data 85

Data Top of Funnel Territories Compensation 85

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. This data can be helpful for benchmarking.

SAP 119

SAP Oracle Compensation Territories 119

SBI Growth

DECEMBER 5, 2013

Don’t do a territory redesign project without knowing exactly who you’re targeting. Having a clear understanding of your ideal customers and prospects is essential to success. Routes to market must align with how your customers and prospects want to be served. A bad comp plan with good quotas will drag you down.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

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

MAY 7, 2014

How badly do you want your team to blow away their quota? Performance and Compensation. Power Prospecting. Territory & Account Planning. Pretty badly right? What are you willing to do differently? Hope, afterall, is not a strategy. Something, in otherwords, will have to change. Marketing automation. Mobile Selling.

Sales Tools 139

Sales Tools Tools Revenue InsideSales 139

Janek Performance Group

OCTOBER 11, 2021

Other times, one rep might have a better territory which is contributing to the sales numbers. For example, a new hire may have achieved 100% of their quota his first year and all indicators point to him being a top producer. Did the sales rep get comfortable because this one account put them over quota?

Hiring 117

Hiring Compensation Sales Talent Account 117

PandaDoc

APRIL 26, 2023

So how do you strike a perfect balance between business goals and the compensation needs of employees? How your compensation package (including commission structure) works tells a great deal about your organization. As such, your prospective employees will judge whether your company can be a good fit. Let’s dig in.

Commission 52

Commission Salary Margin Scale 52

Hubspot Sales

JULY 11, 2019

Reps need to prospect, sell, and close -- and that doesn’t always leave a lot of time for administrative or big-picture work. 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: PayPal.

Hiring 108

Hiring Salary Commission Sales Operations 108

Partners in Excellence

AUGUST 11, 2020

High percentages of the sales teams were making their quotas, but they were working their asses off winning deals that were smaller than they thought they should be winning. We are busy prospecting and doing the deals we can qualify. Each sales person, had about 1000 customers in their territories.

Ideal Customer Profile 91

Ideal Customer Profile Territories Compensation Account 91

Hubspot Sales

JULY 22, 2020

But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. When your email arrives at the top of your prospect's inbox at a time that aligns with their schedule, you increase your email success rate. HubSpot Email Scheduling. Pricing: Free.

Tools 108

Tools Closing Territories Hubspot 108

SBI Growth

SEPTEMBER 23, 2013

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. Why are reps not being taught how to generate demand in the new prospects? Too many, you erode profitability. Launch a new product.

Compensation 325

Compensation Social Media Incentives Incentive 325

Score More Sales

JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. For a perfectly cooked main dish of deals that hit quota, keep things simple to understand and easy for sellers to sell. Keep it Tasty – your offers to prospects must be enticing.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

Zoominfo

OCTOBER 6, 2020

Reps can take on too much, too fast and burn out — suddenly, not only do you find yourself drowning in work, but one of your top performers is reconsidering long-term prospects at your company, or at the very least, they’ve lost confidence. For instance, they may be selected to support a specific territory with higher potential.

Lead Rank 169

Lead Rank Lead Scoring Leads Marketing Qualified Lead 169

Mindtickle

DECEMBER 7, 2023

Today I’m here to talk to you about something that we are hearing a lot from our customers and prospects. And then you also have pricing territory compensation management, the list simply goes on. My name is Parth Mukherjee, and I’m the Vice President of Product Marketing at Mindtickle.

Revenue 52

Revenue Hiring Analytics Vendor 52

Crunchbase

NOVEMBER 18, 2021

Further affecting turnover is the fact that more than 40 percent of salespeople never make quota 2. To assemble this type of virtual sales force you will need to recruit, find, contract, train, incentivize and compensate them appropriately. To sell is human.

Trends 105

Trends Hiring Scale Compensation 105

SBI

JULY 24, 2018

In fact, every year we see a drop in the number of sales reps hitting quota, even while quota targets are lower than ever. Selling is similar to dating, except every encounter with a customer or prospect is like a first date. Look at all of your sales processes: Territory & quota planning.

CRM 95

CRM SAP Forecasting Incentives 95

Zoominfo

OCTOBER 6, 2020

Reps can take on too much, too fast and burn out — suddenly, not only do you find yourself drowning in work, but one of your top performers is reconsidering long-term prospects at your company, or at the very least, they’ve lost confidence. For instance, they may be selected to support a specific territory with higher potential.

Lead Rank 130

Lead Rank Lead Scoring Leads Marketing Qualified Lead 130

Hubspot Sales

SEPTEMBER 8, 2020

Today’s the day you begin tracking prospect interactions, logging deal data, and leveraging that information to sell more, better, and faster. In fact, the CRM is one of the most popular sales tools today (among social prospecting, data and list services, email engagement, phone, and sales cadence tools).

Software 122

Software Software CRM Hiring 122

SBI Growth

NOVEMBER 17, 2013

Territories and quotas that maximize output. Compensation that drives performance. Conducting predictive analysis to find better prospects. Impact : Sales Ops directly influences performance of the sales team. Well-designed sales dashboards for reps and leaders. Efficient allocation of personnel.

Company 296

Company Hiring Buyer Persona Maximizer 296

Sales Hacker

DECEMBER 21, 2017

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. Compensation plan. Operations. Deals desk.

Sales Operations 87

Sales Operations Top of Funnel Hiring Scale 87

The Spiff Blog

OCTOBER 28, 2022

Salespeople in particular are more susceptible to burnout for a few reasons: Performance-based compensation : In sales, a rep’s paycheck fluctuates based on their performance. Unattainable or irrelevant goals: In sales, reps live and die by their quotas. Perceived lack of control. This poses a huge issue in sales departments.

Commission 78

Commission Lead Rank Lead Scoring Hiring 78

Sales Hacker

APRIL 11, 2019

Her close rate and average revenue per sale are high, but she doesn’t prospect enough. She admitted she didn’t enjoy prospecting and had a hard time sitting down to do it. To solve this problem, we removed prospecting from her role and gave it to someone who loves it. They like “having something to show for their hard work.”

Motivation 85

Motivation Compensation Lead Rank Lead Scoring 85

Score More Sales

DECEMBER 27, 2013

If this is your new quota, or new list of contacts or achievements you must accomplish in your position, we’d just encourage you do to one step at a time, with forward motion going every day. If it is a new plan, or new territory – find the upside to it and see how you can make it work for you.

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255