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Taking sales to the next level

Sales 2.0

New technology like AI may help in better prospect identification and referral selling approaches that leverage social networks have been shown to increase conversion rates. Territories : Sales territories need to be designed to support these goals and strategies. as this channel has become saturated.

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The Value of Cross Referrals – Sales eXchange 158

The Pipeline

Last week I was working with a group, we were looking at more effective prospecting, when we got around to discussing referrals, I got back some familiar comments. 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?

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“Fixing The Compensation Problem….”

Partners in Excellence

I always worry when a conversation with a sales executive starts with, “We need to fix our compensation problem.” ” The ensuing discussion usually focuses on, “We aren’t meeting our numbers, we need to fix the compensation/commission system in order to make our numbers.”

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Hiring New Salespeople (While Keeping Up With Business as Usual)

Sales Hacker

Essentially, achieving your goals is only possible with a full roster of sales reps who know their territories and are ramped to full productivity. Examine what factors are causing open territories in the first place. Is the territory just not capable of achieving that quota? Is compensation too low?

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Why Your Sales Ops Plan for Next Year May Already Be Obsolete

SBI Growth

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Click here for an example of building a referral program maintained in your CRM. Your compensation plan must align to your strategy. Are your territories designed to maximize time with customers and prospects?

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The Pipeline ? 3 Lead Generation Myths That Will Clog Your Sales.

The Pipeline

They’re not business referrals. Now that’s a qualified business referral. The best leads are those you receive through a referral. When you receive a qualified referral, you are pre-sold. Get more referrals and get these results. Sales Compensation. Everyone likes free stuff. These people are just prospects.

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How to Motivate a Sales Team to Improve Each Rep’s Performance (3 “Types” and 12 Tips)

Sales Hacker

This sales rep talks about money, commissions, bonuses, comp plans, incentives, and their numbers start to drop when they feel like something may affect their compensation negatively. When interviewing extrinsics, they may ask about compensation early and negotiate heavily to ensure the compensation matches their expensive lifestyle.