SBI Growth
JULY 7, 2014
This is most obvious in sports but can be said for all professions. Territory Design Sales Performance Management Talent Management Compensation' In all professions, talent is a key element to success. Put the most talented team on the field and you’ll often win. Notice I didn’t say always.
SBI Growth
JULY 14, 2013
Territories : The field of play. Are territories designed to maximize growth balanced with efficiency? Are you holding back performance based on territory design and assignment? Compensation : Akin to a pro athlete’s salary. I’ll illustrate the importance of these conditions using a sports analogy with the NFL.
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Pointclear
MAY 14, 2018
Momentum in sales and sports is a strange phenomenon. In sports, all sorts of issues are blamed when teams suddenly stop winning. Compensation Adjustments. Changes in compensation, especially done mid-year, often lead to disruption. Territory Adjustments. Expect a downturn. See item 5.
Xactly
SEPTEMBER 20, 2018
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. Sales Compensation is one of the most important steps because it drives sales behaviors and ultimately helps your company reach its goals.
Sales and Marketing Management
SEPTEMBER 7, 2018
If your compensation plan rewards on units, focus the incentive on revenue or margin as long as those measures contribute to the business objectives you’re trying to accomplish. The (BIG) bad news about a minimum qualifier is that it may exclude certain territories or reps. It’s easy to measure.
Zoominfo
OCTOBER 6, 2020
From a management perspective, sales is a team sport, but a higher performer just might want to stay in his or her own lane and just focus on their own numbers. For instance, they may be selected to support a specific territory with higher potential. Diving into the deep end of the pool will always go back to compensation.
Zoominfo
OCTOBER 6, 2020
From a management perspective, sales is a team sport, but a higher performer just might want to stay in his or her own lane and just focus on their own numbers. For instance, they may be selected to support a specific territory with higher potential. However, peerless performance is not the first criteria I would focus on.
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