The Center for Sales Strategy

APRIL 28, 2021

One study even found that it surpasses the obstacles of recruiting, hiring, and onboarding. Sales managers try various things to hit their targets: hiring more reps, reassigning territories, changing compensation plans… and more. Increasing sales productivity and performance is a top challenge for any sales leader.

Hiring 85

Hiring Revenue Maximizer Territories 85

Sales and Marketing Management

OCTOBER 22, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. In this study, top managers brought in an average $3.5 Author: Brad Wilsted Companies pour enormous resources into growth.

Sales Management 218

Sales Management Hiring Compensation Scale 218

Sales Hacker

DECEMBER 9, 2022

According to a study by Cascade Insights , more than 75% of sales leaders agree their planning efforts are problematic — and 90% of sales ops leaders confessed on LinkedIn they need to do sales planning faster and more frequently. Consider new territory rules that reflect changes in the market (and your business). Territory profiles .

Lead Rank 98

Lead Rank Territories Lead Scoring Quota 98

Xactly

JANUARY 3, 2019

Industry and planning-specific statistics also help guide sales planning and incentive compensation. Companies that set cookie-cutter quotas across similar roles see 14% lower quota attainment than those that assign quotas based on territory-specific opportunities ( Complete Sales Planning Handbook. ).

Handbook 99

Handbook Territories Compensation Incentives 99

OpenSymmetry

JULY 20, 2016

Tactics may have changed, but for the most part these sales teams still run on a commission or quota based metric determined by well-planned territories. In some cases, incentive compensation (IC) methods have evolved to align with new regulations regarding specific sales metrics.

Pharmaceuticals 40

Pharmaceuticals Compensation Incentives Incentive 40

OpenSymmetry

JULY 20, 2016

Tactics may have changed, but for the most part these sales teams still run on a commission or quota based metric determined by well-planned territories. In some cases, incentive compensation (IC) methods have evolved to align with new regulations regarding specific sales metrics.

Pharmaceuticals 40

Pharmaceuticals Compensation Incentives Incentive 40

SBI Growth

FEBRUARY 5, 2014

Are the compensation mechanisms driving the right behaviors?" To make your assessment easy, SBI has created a 10-point Compensation Inspection tool. Read on to understand the mechanics of effective sales compensation. How Important is Compensation? Too many companies treat sales compensation as a once-a-year review.

Compensation 120

Compensation Territories Hiring Commission 120

Score More Sales

JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. They need to track their buyers and clients through social platforms or by aggregated content specific to their industry niche, geographic territory, or through named accounts. Do you have a well thought out process?

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

SBI Growth

MARCH 18, 2013

It was a management change that eventually resulted in account and a compensation change. Account Assignments: Current customers were reassigned due to the new structure and territories. Compensation : Comp plans were revised from HR and Finance. We studied 9 months of actions. The second most popular reason: more money.

Compensation 323

Compensation Quota Commission Territories 323

SBI Growth

AUGUST 7, 2013

He’s looking at compensation analysis, territory design, and sales structure. He studies the skills needed to execute in the field. However, he can’t spend time with every customer. Instead, he’s working on current projects. He builds tools and systems to ensure his managers execute these projects.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

SBI Growth

AUGUST 4, 2013

In a recent study , 57% of employees either "never had a performance review or rated their most recent performance review as neutral to not useful.". The biggest drivers include: Changes to compensation payouts. Changes to Territory coverage. The addition or subtraction of a key account from the territory will do likewise.

Territories 282

Territories Lead Rank Lead Scoring Demand Generation 282

The ROI Guy

JULY 29, 2015

These are the findings of a recent Smart Selling Tools research study of sales and sales enablement executives, investigating B2B Sales Tools to determine which delivered the biggest benefits. A whopping 88% of study participants reported a positive impact on revenue from Sales Tools.

ROI 83

ROI Tools Compensation Territories 83

Miller Heiman Group

FEBRUARY 25, 2020

Though sales organizations hire more sellers than ever to grow their business and compensate for losing salespeople, studies show that they may not be following hiring best practices: 84% of sales leaders say they lack the sales talent they need to succeed in the future. Instead, they focus on differentiators such as learning agility.

Hiring 97

Hiring Sales Management SAP Sales Talent 97

Understanding the Sales Force

MAY 28, 2014

It''s just not that unusual to discover that the top salespeople in some companies aren''t at the top because of their skills, but because of the accounts or territory they were assigned or their expertise or tenure in the industry. It''s important to note that studies show you will get the best bang for your buck when you train your B''s!

Training 246

Training Coaching Comparison Territories 246

SBI Growth

AUGUST 19, 2013

Register for SBI’s 7 th Annual Research Study “How to Make Your Number in 2014” and find out. Designing a new compensation plan. Territory redesign. Register for SBI’s 7 th Annual Research Study “How to Make Your Number in 2014”. If you identify changes needed for future success you’re a visionary.

Ideal Customer Profile 257

Ideal Customer Profile Construction Follow-up Sales Operations 257

Score More Sales

APRIL 30, 2014

Recently we posted about a study that showed the power and necessity of follow up in building relationships with buyers who ultimately do business with you. The same is true for companies in your geographic territory who fit one of your buyer profiles.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

Miller Heiman Group

FEBRUARY 26, 2019

According to CSO Insights’ 2018-2019 Sales Performance Study , only 54 percent of salespeople are making or exceeding quota. For instance, the top-down approach may miss the potential of each individual sales rep’s opportunities in their territory or accounts (e.g. Organizations aren’t setting quotas effectively.

Strategy 71

Strategy Territories Quota Proposal 71

Growbots

SEPTEMBER 19, 2018

This situation can be financially devastating considering a recent DePaul University study that found that the average turnover cost of a salesperson is $97,690. That same study found that half of the salespeople that leave a company voluntarily resign while 33% are involuntary dismissals and 22% are due to retirement. Company culture.

Compensation 55

Compensation Salary Incentives Incentive 55

Sales Training Connection

APRIL 11, 2014

The issues can vary from travel policies and territory designs to compensation structures and bonuses. The cost associated with replacing one sales rep – particularly top performers – is 35% to 200% of annual total cash compensation.” Sales Team Turnover. An issue that is receiving increased attention is the cost of turnover.

Sales Leadership 110

Sales Leadership Compensation Report Pivotal 110

Hubspot Sales

JUNE 28, 2019

As you'll read below, sales operations includes everything from lead management, sales strategy, and territory structuring and alignment to process optimization, compensation plans, sales automation, training, and data analytics and reporting. Sales Operations manages sales representative compensation plans and incentives.

Sales Operations 95

Sales Operations Hiring Lead Rank Territories 95

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% Download the 2 nd Annual Sales Operations and Technology Study. of sales organizations—have not used the technology at all.

Opportunity 53

Opportunity Sales Operations Lead Rank Lead Scoring 53

Xactly

AUGUST 30, 2018

Download the "2018 Sales Compensation Administration Best Practices Executive Guide," for incentive compensation trends, best practices, and tips to drive the right sales behaviors to kickoff your sales compensation planning. One major stimulating factor in any sales reps’ career is compensation.

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

Score More Sales

APRIL 30, 2014

Recently we posted about a study that showed the power and necessity of follow up in building relationships with buyers who ultimately do business with you. The same is true for companies in your geographic territory who fit one of your buyer profiles.

Follow-up 144

Follow-up Ideal Customer Profile Decision Maker Buyer 144

Hubspot Sales

OCTOBER 11, 2017

Next, we moved to a team-based compensation model. Once they saw how compensation was calculated -- and that they could game it -- they felt like they could slack off. In fact, a meta-analysis of 92 quantitative studies involving 15,000 people shows the link between salary and job satisfaction is very weak.

Quota 83

Quota Hiring Compensation Motivation 83

Hubspot Sales

AUGUST 25, 2018

Wayshak's study also showed company culture and management effectiveness matter a lot to salespeople. They're so important the average rep rated these two factors as more important than base compensation, commission, job role, and job flexibility. Sales stereotypes are alive and well. Reps know they aren't liked.

Hiring 111

Hiring Churn Survey Promotion 111

Pipeliner

FEBRUARY 2, 2020

Of the 12 organizational behaviors of world-class sales organizations identified by CSO Insights in their 2019 Sales Best Practices Study , (SBPS) three of them belong in this domain. Compensation plans may include a profit component, but there is no formal system in place for sellers to be capable of consistently selling value.

Hiring 67

Hiring Discount Forecasting Compensation 67

OpenSymmetry

APRIL 8, 2016

To achieve this vision businesses need to be systematic about understanding their current Sales Performance Management (SPM) or Incentive Compensation Management (ICM) capability and developing a realistic definition of the desired future state capability. TQM – High modeling capability to deliver new territory alignment and quotas.

Incentives 40

Incentives Incentive Scale Territories 40

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

OpenSymmetry

JUNE 9, 2016

The recent e-Reward conference in London (May 12 2016) had a number of important messages for the Compensation and Benefits community. The delegates were HR Directors, as well as Compensation and Benefits Managers representing a wide range of leading businesses all with challenges around sales compensation.

Incentives 40

Incentives Incentive Compensation SalesForce 40

Hubspot Sales

MARCH 21, 2018

Let’s explore the inside sales vs. outside sales equation and study how each fits into modern sales teams. Sales Compensation is Relatively the Same For Inside vs. Outside Sellers. Our study revealed the average base salary for inside sales account executives in the US is $42,833 with average on-target earnings (OTE) of $96,299.

Outside Sales 126

Outside Sales Hiring Face-to-face Inside Sales 126

OpenSymmetry

AUGUST 19, 2016

How the right mix of personality, behavior, and compensation drives success. Having a clear understanding of both their personal and organizational goals and how those goals coincide with compensation is an essential piece of this attribute. It’s hard to believe that the 2016 Rio Olympic Games are coming to an end. Self-perception.

Compensation 40

Compensation Incentives Incentive Hiring 40

Pointclear

JUNE 26, 2012

While I respect the need for specialization in a sales force, I simply don't understand why the "inside guy" can't be given more freedom to quarterback big deals and get compensated appropriately. This strikes me as an issue of convention and territoriality over talent and profit maximization.

Inside Sales 162

Inside Sales Hiring Conference Field Sales 162

Velocify

JUNE 28, 2017

See full study for more. 4) Territory and Quota Management Solutions. Territory and quota management solutions assign leads to reps based on geographic areas. The compensation process for incentives and commissions can be automated with software to reduce overpayment errors. 1) Sales Gamification. 5) Predictive Analytics.

Sales Technology 53

Sales Technology Top of Funnel Hiring Software 53

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. But, in a profession that feels like a 24/7 commitment, there’s this mentality that long hours just come with the territory. Perceived lack of control.

Commission 78

Commission Lead Rank Lead Scoring Hiring 78

Sales Hacker

DECEMBER 3, 2019

Show ‘em the Money – Sales reps are incentivized by variable compensation, so use data to drive peak performance. Inaccurate sales commissions paid in arrears, along with unfair territories, drive attrition — but replacing sales reps is disruptive and expensive. Keep in mind, these are not long, drawn-out case studies.

Sales Enablement 85

Sales Enablement Data Hiring Decision Maker 85

The Pipeline

OCTOBER 5, 2011

In fact studies have shown that next to referrals, it is the most effective, time and cost efficient way to engage with potential buyers, especially those who have not declared themselves as being in the market. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. Proactive Triggers. Proactivity.

Cold Calling 201

Cold Calling Pipeline Twitter Call-back 201

The Pipeline

JANUARY 16, 2012

For that fact neither you or I are that different when looked at specifically from a sales standpoint, what you might sell can be a little different from the alternatives, but studies have shown that most products in the market place share many of the same features and attributes. Sales Compensation. Territory Alignment.

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214