Compensation Cookbook: Designing Comp & Territory Plans from Scratch
Sales Hacker
OCTOBER 8, 2020
The post Compensation Cookbook: Designing Comp & Territory Plans from Scratch appeared first on Sales Hacker.
5 Steps for Designing Territories for your Top Talent
SBI Growth
APRIL 6, 2013
These strong reps may not be in the right territories calling on the right accounts. It may be time to assess whether your territories are optimally designed. When Sales Operations decides to take on a territory analysis , we care about 3 things: Determining the number of accounts, prospects and total potential for each rep.
Territories 
323
323 Join 390,000+
Insiders
Sign Up for our Newsletter
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
How to be Indispensable as an Incentive Compensation Manager
The Spiff Blog
NOVEMBER 17, 2023
As an incentive compensation manager, you hold a critical role that keeps your organization running. In this day and age, no one doubts the importance of sales compensation when it comes to driving growth for a business. What does an incentive compensation manager do? Design compensation plans.
Incentives 81
81 
Sales Enablement vs. Sales Operations
Showpad
MARCH 3, 2020
Sales operations (sales ops) and sales enablement are terms used often within an organization. But how do they contribute to sales productivity and overall business performance? Sales Enablement versus Sales Operations. So, what roles do operations and enablement play in the process?
Sales Operations 100
100 
How to Optimize Inside Sales Territories
SBI Growth
OCTOBER 8, 2012
(To learn the latest on why insides sales is on the rise sign up for our Making the Number Tour here.). Over the last two months I have had several in depth conversations with Sales Operations leaders who have been asking, “How do I optimize my inside sales team?” 4 Lenses to Optimize for Inside Sales Territories.
Territories 257
257 
2022 Sales Compensation Trends: Notes from the WorldatWork Conference
Sales Hacker
OCTOBER 7, 2022
Scott Barton, Varicent’s VP of Industry Solutions & 20-year sales compensation industry pro, attended WorldatWork’s 2022 Sales Compensation Conference. Despite these advances, few industry pros currently use predictive or prescriptive analytics for determining sales compensation plan effectiveness.
Compensation 76
76 
The Ultimate Guide to Sales Operations in 2019
Hubspot Sales
JUNE 28, 2019
The sales operations professional is like the coxswain for salespeople. Patrick Kelly, who led Xerox’s first Sales Operations group, describes the role as “all the nasty number things that you don’t want to do but need to do to make a great sales force.”. Sales Operations vs. Sales Enablement.
A Holistic Approach to Compensation Structuring with Scott Barton
Sales Hacker
SEPTEMBER 27, 2022
He’s an expert in the sales world, particularly in revenue operations and incentive compensation. Join us for a great conversation about driving the right behaviors within your sales team. Building a compensation structure that works for both salespeople and the company. Subscribe to the Sales Hacker Podcast.
Compensation 80
80 New Product? Don’t Forget to Update the Sales Compensation Plan
SBI Growth
SEPTEMBER 20, 2012
As the leader of sales operations, I am sure you are working on: Updating CRM systems with new product information. Revising or building a new sales process to enable sales reps. Modifying sales reports and dashboards to enable sales managers to track new product sales. Determine Sales Expectations.
Compensation 244
244 
Is a Sales Operations Career Right for You?
Sales Hacker
MAY 26, 2021
If you know that you love strategizing to increase sales but don’t want to be an account executive, sales operations may be the right place for you. What is Sales Operations? Any customer-facing rep who’s worked at a midsize or enterprise company is familiar with sales operations.
How to Build Your Sales Operations Team from Scratch
InsightSquared
MARCH 6, 2018
Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. Start building out your sales operations department by hiring someone to own your CRM.
Sales Operations 119
119 
Holistic revenue performance series IV: Sales operations
Mereo
APRIL 2, 2020
At Mereo, we have developed a unique approach to revenue performance that leverages the inherently interdependent operational disciplines of demand progress, solution marketing, solution management, sales operations and sales enablement. Common Sales Operations Pitfalls.
Sales Planning Fundamentals Part Four: Territory Planning
Xactly
DECEMBER 12, 2018
In today’s post, I’ll talk about territory planning. Territory planning represents the foundation of sales performance management (SPM). You must have the right territory design in place to accurately allocate quotas. Is Your Territory Planning Still Stuck in the Dark Ages? A Personal Story about Territory Balance.
Territories 67
67 
Sales Operations Demystified: What It Is, Why It Matters, and How To Do It Right
Sales Hacker
DECEMBER 21, 2017
What is Sales Operations? 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. But perhaps more than anything else, sales operations brings a system to selling.
The Ultimate Guide to Sales Operations: What It Is and How to Implement It
Highspot
APRIL 2, 2020
When implemented alongside strategic training, tools, and engagement techniques, sales operations can help sales teams become more productive and efficient and have a positive impact on both top- and bottom-line performance. Why is sales operations important? Why is sales operations important?
The 12 Step Compensation Plan Design Process
Xactly
OCTOBER 10, 2018
You need to start pulling together internal data from your incentive compensation management system, data from your CRM, and finally, information from financial teams on profitability and product revenues. Are you an Xactly Insights customer using empirical data to benchmark your incentive compensation? Watch Webinar.
Compensation 79
79 
New Study: Finding the Growth Potential for Sales Operations and Technology
Miller Heiman Group
JANUARY 14, 2020
In “ Finding an Extra Gear: The 2 nd Annual CSO Insights Sales Operations and Technology Study ,” researchers from Miller Heiman Group lay out the sales operations best practices that companies need to pursue to grow this critical sales function. The Broad and Diverse Focus of Sales Operations.
Sales Operations Roles in Startups: The Model Team Structure
LeadFuze
NOVEMBER 30, 2021
How to Utilize Sales Operations Roles in Startups. If you’ve ever wondered why your head of sales is struggling to give an accurate forecast, or if the new reps that were brought in from a high flying SaaS company aren’t selling already, then it might be time for you to start managing operations roles in startups.
Part II The Territory & Quota Management Revolution
OpenSymmetry
MARCH 16, 2016
The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. Gone are the simplistic days of sales reps simply “having a patch” to cover for selling their goods and services. The importance of crediting transactions in the Incentive Compensation process.
Territories 40
40 Director of Sales Operations Job Description
InsightSquared
NOVEMBER 29, 2017
The director of sales operations position is one of the most critical hires a company can make. It’s their job to help sales executives make sense of results and pinpoint the reasons why they fell short of or hit their goals. Click here to get a free director of sales operations job description template. ).
If Technology is Not the Answer to Solving Sales Problems, What Is?
SBI Growth
SEPTEMBER 11, 2012
The Sales organization isn’t short on data, it is short on knowledge. Every Sales Leader needs innovative recommendations right now. As the Sales Operations Leader , you are the solution that will provide those recommendations. The ability to identify and define problems is a skill unique to the Sales Operations role.
Territories 306
306 
Sales Operations Data: CRM or It Didn’t Happen
SalesLoft
JULY 18, 2016
It’s safe to say that sales operations leaders are the true masters of the sales universe in the modern age. So, the tech-savvy sales development organizations may be sales operations’ biggest and baddest allies: eager to use new tools, refine their own process and become more efficient through sales operations data.
Why Technology Can't Solve Sales Problems All By Itself
SBI Growth
SEPTEMBER 11, 2012
The Sales organization isn’t short on data, it is short on knowledge. Every Sales Leader needs innovative recommendations right now. As the Sales Operations Leader , you are the solution that will provide those recommendations. The ability to identify and define problems is a skill unique to the Sales Operations role.
Territories 264
264 
Hiring for Sales Ops? The 5 Job Descriptions You Need
Hubspot Sales
JULY 11, 2019
Enter, the sales operations manager. Sales operations exists to help the team use technology effectively, implement training exercises, align sales and marketing, set territories, evaluate compensation plans, and more. Sales Operations Administrator Job Description.
Hiring 108
108 
X-Factor Compensation Leaders: How to Be Incredible at Incentive Planning (CoreSite)
Xactly
SEPTEMBER 20, 2018
Sales planning entails many important factors. From territory planning to sales team organization, to sales coaching and leadership strategies to sales compensation planning, each element helps to create a strong sales plan. Finding the right mixture of compensation requirements is a balancing act.
Compensation 40
40 
3 Keys to Navigating Change Management in Sales
SBI Growth
JANUARY 6, 2013
How many changes do you have lined up for your sales organization to start 2013? Are you changing the compensation plan? Are you changing account or territory assignments ? Are you changing the sales process ? As a Sales Operations leader part of your role is enabling field sales to adopt change.
Compensation 317
317 
Why Your Sales Ops Plan for Next Year May Already Be Obsolete
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? The new reality for sales ops planning is buyer alignment. help our buyers buy from us?
Buyer Persona 310
310 Another New Sales VP - Now What?
SBI Growth
JUNE 26, 2013
That means roughly one-half of B2B sales VP’s last less than 18 months. Today''s post provides ways sales operations can deliver value quickly to a new sales VP. Here''s part of the dialog from a recent call with a sales operations leader. How do they view sales operations? Who will they hire?
Hiring 319
319 
What is Draw Against Commission in Sales?
Xactly
JULY 19, 2018
Commissions play a key role in your sales compensation plans, driving sales behaviors and motivating reps to hit their quota. Depending on your sales force structure and size, there are different sales commission structures that can be used in your incentive plan. Research shows that it takes an average of 9.1
Commission 83
83 
A Get-Well Plan for Sales Ops in the New Year
SBI Growth
DECEMBER 5, 2013
The sales organization is into the final run for the year. How has Sales Operations done this year? Did you directly enable the sales organization to close more business? Did you help keep sales expenses in check? With focus, Sales Ops leaders can positively impact sales revenue and costs.
Top of Funnel 296
296 
5 Sales Quota Setting Methodologies Proven to Generate Revenue
The Spiff Blog
FEBRUARY 9, 2023
Here’s why: the sales quota is a key variable in many of the equations that dictate core business functions. These functions include territory management, goal setting, capacity modeling, forecasting, sales performance improvement, seller experience, and countless other exercises that set a business up for success– or failure.
Quota 70
70 
4 Reasons to Automate Your Sales Commission Process
The Spiff Blog
NOVEMBER 10, 2022
Think about it this way: If you’re using a spreadsheet to manage commission, every time you restructure your sales team, make territory changes, or revamp how commission is calculated, you have to start from scratch. The post 4 Reasons to Automate Your Sales Commission Process appeared first on Spiff. See Spiff in action!
Commission 75
75 
2023 Sales Comp Planning: A Conversation with The Alexander Group
The Spiff Blog
SEPTEMBER 22, 2022
With a new year around the corner, it’s time to start thinking about your sales compensation plans for 2023. We recently sat down with Chris Semain, Principal and Tech Practice Leader at the Alexander Group to discuss the future of sales comp. If you’re feeling overwhelmed, we don’t blame you. Let’s dive right in!
Groups 67
67 
Sales commission structures explained
PandaDoc
APRIL 26, 2023
However, since sales activities have been notoriously hard to measure in terms of performance, many business owners have adopted various commission structures to keep their sales reps motivated. So how do you strike a perfect balance between business goals and the compensation needs of employees? Let’s dig in.
Commission 52
52 Build a Bold, Data Infused Sales Strategy for 2013
SBI Growth
AUGUST 15, 2012
To be a world class Sales Operations leader, pick up the pace. Quantifying the potential impact for their sales leader. Register for one of our strategy sessions here to get in-depth knowledge on what the brightest Sales Operations leaders are doing today. Sales Operations Success = Insight + Execution.
Infusion 244
244 The Key for Sales Ops in Driving Change
SBI Growth
AUGUST 19, 2013
As a Sales Operations leader, your success depends on getting change initiatives to stick. Change initiatives in Sales Operations take many forms. Designing a new compensation plan. Rolling out a new Sales Process or CRM tool. Rolling out a new Sales Process or CRM tool. Designing a new sales role.
Four Opportunities to Use Artificial Intelligence to Master Sales Success
Miller Heiman Group
JANUARY 16, 2020
The 2 nd Annual Sales Operations and Technology Study from Miller Heiman Group found that just more than 5% of sales organizations deploy AI in their sales technology stack, and the majority—66.2% of sales organizations—have not used the technology at all.
Opportunity 53
53 Sales Reps Love Their CRM!
SBI
JULY 24, 2018
Heads of Sales Operations: What can you do to assist sales leaders with re-evaluating your current processes? Look at all of your sales processes: Territory & quota planning. Sales training and enablement. Sales training and enablement. Incentive compensation management.
CRM 95
95 
How Sales Ops Can Add Value to the Sales Team
InsightSquared
NOVEMBER 10, 2017
If you work in sales operations, it may seem like the sales reps at your company don’t always see the value you are adding to their daily lives. It sometimes feels like the only thing you have in common is both of your job titles beginning with the word “sales”. Sales will like the sound of that! Reporting on KPIs.
Lead Rank 78
78 Hit the Road to Improve the Stick-Rate of Your Initiatives
SBI Growth
MARCH 28, 2013
Download the Sales Ops Field Kit Here. Think about the last big effort you drove for sales. Rolling out a new CRM tool or territory structure. Redesigning compensation or quotas. You might be the leader of Sales Operations but sometimes you need to sell. Step 3 – Bring Back the Goods.
Face-to-face 276
276 
Read Your CSO's Mind and Increase Sales Ops Value
SBI Growth
MAY 21, 2013
Does your Chief Sales Officer rely heavily on you for their success? As the sales operations leader, you focus on helping your sales leaders shine. Is the comp plan or territory design pushing reps out the door? Know about competitive products, pricing, after sale support and market share.
Hiring 300
300 
What is the Best Commission Strategy to Motivate Sales Reps?
Xactly
APRIL 16, 2018
That’s putting it very simply, but a smart sales operations leader will recognize this dilemma instantly. The company (the Principal) wants profits, but the sales rep (the Agent) wants an income. Variables in Sales Commission Strategies. Or, keep reading for more sales plan ideas.
Commission 58
58 If Hunter-Farmer Fails: What Next?
SBI Growth
OCTOBER 2, 2012
Turnover is a fierce headwind for leaders of Sales and HR. It is impossible to outrun the drag of vacant territories. a provider of software to simplify and improve business operations and customer communications. Builders are comfortable in the role and may not yet be highly compensated. Take the Next Step.
Hiring 306
306 
Five Essential Strategies for Setting Aggressive but Attainable Sales Targets
Miller Heiman Group
FEBRUARY 26, 2019
For instance, the top-down approach may miss the potential of each individual sales rep’s opportunities in their territory or accounts (e.g. knowing that a new regulation is going to impact a particular seller’s territory). Allocate More Time Than Anticipated To Setting Quota.
Strategy 71
71 
Let's personalize your content