SBI Growth

NOVEMBER 5, 2013

If you’re caught totally unprepared, the territories are vacant for months. Replant these seedlings in a ripe territory when necessary. Check references. They don’t want to burn a possible reference. Lack of Compensation: Great talent doesn’t give substantial effort in exchange for status quo pay. Stealing credit?

How To 296

How To Territories Hiring Quota 296

SBI Growth

OCTOBER 24, 2013

Poor compensation. Part of the poor compensation may be the inability/difficulty to achieve incentives. Symptoms: Few candidates apply; low-quality candidates apply; short tenure of new hire SMs; Comp below Market Reference Points; filled by mostly internal candidates only. Poor territory. Weak sales strategy.

Hiring 292

Hiring Positioning Sales Management Compensation 292

SBI Growth

JANUARY 6, 2013

Are you changing the compensation plan? Are you changing account or territory assignments ? The Mothership” “The Ivory Tower” “MT Doom” “The Evil Lair” These were all acronyms I heard last year referring to Sales Operations and Corporate headquarters from field sales. One basic example of a tool is the compensation worksheet.

Compensation 317

Compensation Survey Field Sales Quota 317

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. SPM refers to sales planning, comp management, performance optimization—and everything in between.

Enterprise 73

Enterprise Enterprise Compensation Territories 73

The Pipeline

JULY 16, 2012

The specific comment was that the rep was reluctant to ask prospects/clients for referrals “because what if the person or company they refer are out of my territory?” They are able to stay focused on their territory, while earning some incentive for asking one extra question.

Referrals 324

Referrals Lead Rank Lead Scoring Territories 324

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. Focus on top buyers.

Territories 108

Territories Incentives Incentive Sales Qualified Lead 108

SBI Growth

AUGUST 27, 2012

Others focus on the importance of a rewarding and competitive compensation package. Every top performer has experienced the dreaded year-end “opportunity drop,” which from the rep’s point of view includes: The most rewarding territories are “re-balanced’ (split up). Do they give positive references? These are obvious.

Compensation 244

Compensation Commission Territories Quota 244

The Pipeline

SEPTEMBER 9, 2011

If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. Copiers as an example, you may refer to document management at one end, and sell copiers to the other end. Sales Compensation. Territory Alignment.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

Sales Hacker

DECEMBER 21, 2017

Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. Sales Territory Assignment and Growth Forecasting. Implementation of Recommended Compensation and Incentives Program. Operations.

Sales Operations 87

Sales Operations Top of Funnel Hiring Scale 87

Hubspot Sales

NOVEMBER 28, 2017

In most cases, you should expect to pay 15-25% gross profit back into sales compensation -- but for many small companies, this is a cash flow and investment issue. Compensation: Allocate an appropriate salary and include variable compensation based on their performance metrics. Step 6: Check references on your final candidate.

Hiring 102

Hiring Salary Compensation Social Media 102

Xactly

OCTOBER 1, 2018

Are we assigning effective territories? Having a “heads up” on performance dips and issues helps sales leaders retain top talent and improve their sales planning, whether that means reassessing territories , adjusting training and career development, providing more enablement opportunities, or offering additional incentives.

Analysis 90

Analysis Data Incentives Incentive 90

SBI Growth

AUGUST 31, 2013

Modified the sales compensation and quotas. Revised sales territories. Refer to it often, in meetings, emails, conversations. Dani, the VP of North America Sales, is frustrated. Working with Hank, her HR Business Partner, she has tried various ideas. She''s tweaked the hiring profile. Shifted around Sales Managers.

Hiring 310

Hiring Transportation Follow-up Lead Rank 310

SBI Growth

AUGUST 19, 2013

Designing a new compensation plan. Territory redesign. This creates the urgency Kotter refers to. Virtually every program or project you undertake will benefit from involving an EP. Some examples include: Ideal Customer Profiling. New Product / Service Roll-out. Revising dashboards / scorecards. Designing a new sales role.

Ideal Customer Profile 257

Ideal Customer Profile Construction Follow-up Sales Operations 257

The Pipeline

APRIL 30, 2011

A friend of mine affectionately refers to Starbuck as Fivebucks, as he never seems to leave the place spending less than that, but hey it’s coffee, so I get it. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. Proactive Triggers. Proactivity. Productivity. Prospecting. qualifying.

Pipeline 223

Pipeline Conference Webinar Metrics Cold Calling 223

The Pipeline

OCTOBER 31, 2011

They usually refer to this a “soft skills”, which is the first clue they have not sold). Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. While this is often skewed to product knowledge, it does allow for sales improvement. Why not adopt that within sales organizations. Proactive Triggers.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

Highspot

APRIL 2, 2020

This includes everything from implementing key sales technology to administering compensation. Growth forecasts of sales territories. Formulation and evaluation of sales incentive and compensation plans. Creating development, compensation, and incentive plans. Essentially, sales operations makes a sales team operational.

Sales Operations 75

Sales Operations Top of Funnel Forecasting Sales Enablement 75

Pipeliner

FEBRUARY 28, 2018

Do each of your salespeople have an up to date plan for their territory? ?Do Do your sellers uncover referrals and ask for references? ?Can Is there alignment in compensation from company priorities to sales compensation to Sales Manager compensation? ?Are Sales Fitness Assessment. Sales Process. ?Is

Compensation 45

Compensation Referrals Guarantee Territories 45

Hubspot Sales

AUGUST 26, 2018

For instance, if you notice that a company is hiring an HR benefits analyst and you provide compensation services, this is a good organization to reach out to. Here are some Twitter lists you might want to create: Prospects within your territory that you want to keep tabs on. Where Do Salespeople Find Prospects? Job Boards.

Prospecting 78

Prospecting Hiring Journal Territories 78

Emissary

JUNE 26, 2023

Tweak compensation plans, as needed, to drive desired Q4 behaviors. What frame of reference will they have for previous deal terms? Do all the analysis and modeling needed to kick off the following year with clean territories, rational quotas, and clear compensation plans. Are there “off-limits” segments? Prep for BOY.

Ideal Customer Profile 52

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

The Pipeline

OCTOBER 17, 2011

Because of their points of reference, their view of specific attribute are different, after all there is a reason why these two individuals followed different paths. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. By extension it impacts the choices one makes. Proactive Triggers. qualifying.

Pipeline 220

Pipeline Hiring Exercises Twitter 220

BrainShark

MAY 31, 2023

Competency refers to the skills, knowledge, or processes that sales reps need to master to meet the expectations of their job” (source). Using a more holistic or arbitrary metric such as time to competency naturally compensates for variables across organizations such as territory, products, and customer base (enterprise vs. mid-market,etc.).

Hiring 62

Hiring Sales Talent Scale Sales Enablement 62

The Pipeline

APRIL 29, 2011

Of course, activity is still important, but what really matters is that you feed the right people into the funnel in the first place and nurture those prospects who have been referred to you. When you’re referred, you get a new client more than 50 percent of the time. Sales Compensation. Territory Alignment.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

The Pipeline

AUGUST 16, 2011

A couple of months ago in the Pipeline, I published a piece called Long Live The Status Quo , which challenged the way most people look at buyers commonly referred to as being in Status Quo Zone. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. Proactive Triggers. Proactivity. Productivity.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

OpenSymmetry

FEBRUARY 15, 2018

More specifically, territory opportunity will give you a good indication of what portion of the total goal should be allocated to each territory. Over-allocation refers to the practice of taking the sales goal for the business overall and, as it is allocated down to the next level of management, adding a little extra.

Quota 59

Quota Transportation Telecommunications Territories 59

SalesLoft

OCTOBER 26, 2012

It must be tied to the compensation as a percentage of gross margin. I would recommend you have a ‘walk away margin’ and a ‘marketshare growth margin’ and you train your sales force to understand the importance of both and their effects on compensation. In general sales management are compensated on PNL.

Margin 52

Margin Discount Compensation Guidelines 52

Sales Hacker

MAY 9, 2019

A great sales compensation plan needs to accomplish quite a lot. It needs to provide fair compensation to employees in customer-facing roles. The Process for Creating a Sales Compensation Plan. Plan Compensation for Onboarding and Training. Example Compensation Plans. Establish Role Levels. Keep it Simple.

Face-to-face 102

Face-to-face Compensation Commission Lead Rank 102

Salesmate

OCTOBER 22, 2021

A model that fairly compensates your sales heroes for their hard work. It is important to note that sales commission is a part of sales compensation plan. In this section, you can also add the specific territory that you want your sales rep to cover, or restrict certain areas that don’t come under your target location.

Commission 52

Commission Motivation Tools Salary 52

The Pipeline

JULY 4, 2011

This means using their jargon, their reference points, their metrics, in the scenery that they live in. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. Deliver the meat they crave, and deliver it flavoured in a way they like and are willing to pay for. Proactive Triggers. Proactivity.

Cold Calling 256

Cold Calling Pipeline Hiring Twitter 256

LeadFuze

DECEMBER 31, 2021

A sales department structure refers to the design of a company’s entire team. There is also a four-way division which can be grouped by: Geography/ territory. Geography & Territory Structure. Reps were hired, trained and compensated to perform as an individual to hit a quota. Maximizes employee performance.

Hiring 52

Hiring Lead Rank Scale How To 52

The Pipeline

SEPTEMBER 23, 2011

It was about having successful conversations with people that could make a decision or refer me to someone who could. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. I’ve done a lot of cold calling in my day and it was never about numbers for me. Proactive Triggers. Proactivity.

Cold Calling 266

Cold Calling Pipeline Twitter Webinar Metrics 266

Customer Centric Selling

SEPTEMBER 9, 2013

Modified the sales compensation and quotas. Revised sales territories. Refer to it often, in meetings, emails, conversations. Dani, the VP of North America Sales, is frustrated. Working with Hank, her HR Business Partner, she has tried various ideas. She''s tweaked the hiring profile. Shifted around Sales Managers.

Training 53

Training Hiring Transportation Territories 53

SBI Growth

DECEMBER 19, 2012

The sales managers are yelling for updated dashboards and territories. HR is on my back about finalizing the updated compensation plan. Alex paused for a second as he motioned to the bartender for another round then said, ”We benchmarked compensation two years ago. I am spent!”. Sound familiar? Same goes for sales organizations.

Sales Operations 303

Sales Operations Compensation Territories Segment 303

SBI Growth

FEBRUARY 28, 2013

Another mentioned ‘superior installation references’. Compensation Plan : Did they change their compensation plan incenting more new business vs. account development? Compensation Plan : Did they change their compensation plan incenting more new business vs. account development? Not one thing stood out.

Outsourcing Services 300

Outsourcing Services Ideal Customer Profile Territories Compensation 300

Hubspot Sales

MARCH 27, 2019

A salesperson’s quota is often directly tied to their compensation plan, including commission and bonuses. Forecast quotas are generally assigned to specific sales territories or teams. A commonly referred to rule of thumb is that 80% of your sales team should be able to meet their quota most of the time. Forecast Quota.

Quota 123

Quota Territories Commission Forecasting 123

The Spiff Blog

MAY 18, 2023

Despite significant innovation in the worlds of compensation management and financial modeling, sales commission remains one of the most difficult processes to solve for in modern business. Each of these team units and subunits is compensated for different behaviors and activities. Let’s get into it! You get the point.

Commission 73

Commission Scale Compensation Hiring 73

Crunchbase

JULY 27, 2022

To set up your company to scale in any meaningful way, sales operations—sometimes referred to as business operations or sales support—need to be in full swing, laying the groundwork for and supporting your sales team’s efforts. Parsing out territories. Sales team structure. Enhance communications.

Sales Operations 52

Sales Operations Company Territories Sales Qualified Lead 52

Hubspot Sales

SEPTEMBER 8, 2020

Store notes about prospects that other reps and internal team members can refer to and update. Or, walk them through setting up the appropriate views by territory or vertical during training so they’re not thrown into the deep end.). Here are some rep-centric benefits of CRM software: Track prospect interaction in one location.

Software 122

Software Software CRM Hiring 122