LinkedIn Study Women In Sales

Score More Sales

This week, LinkedIn shared some statistics in its study women in sales. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

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Mobile Tools to Sell More

Score More Sales

Software Advice surveyed nearly 2000 sales professionals who use a mobile version of a CRM tool and found the following: Nearly all salespeople using mobile CRM (82 percent) say that accessing their system on smartphones and tablets greatly or moderately improves the quality of their CRM data.

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[Infographic] 2018 Mid-Market Study on Sales and Incentives

Xactly

Compensation and incentive pay plays a big role in the success of a sales organization. And many continue to use spreadsheets to manage their compensation, 80 percent of which have errors.

How to Avoid Wasting Money on a Compensation Assessment

Sales Benchmark Index

HR leaders, get ready for the 2013 Sales Kickoff by fixing the flaws in your compensation plan today. Read this post to reframe what may be disguised as a compensation problem. And get your hands on a Competency Grader for compensation assesement providers as part of SBI's "Make The Number 2013.". Rinse and Repeat: The Annual Comp Study. The standard comp study may be dangerously inadequate. Is the compensation model to blame? Compensation Study ?

How to Use Sales Compensation to Motivate Middle Performers

Xactly

Most of the time when I speak about the middle performers, it is because I am trying to convince a sales leader that there is value in focusing on the middle performers rather than explaining the sales incentive tools available to increase their performance.

Smart Selling Tools: Value Selling & ROI Tools Key Characteristic for Innovative Organizations

The ROI Guy

Value Selling & ROI Tools are a key characteristic of innovative organizations, and as with other Sales Tools, the majority indicates that Value Selling & ROI Tools can contribute to significant revenue growth.

Tools 89

Software Tools Every CFO Wishes They Had

Xactly

Given the wide range of job responsibilities, CFOs also need the best CFO tools at their disposal. With the right CFO tools, CFOs are better equipped to focus on and accomplish their priorities this year. With the right CFO tools, changing direction is much easier.

Evaluating sales compensation processes to avoid automated chaos

OpenSymmetry

Getting into the swing of 2017, your company is ready to be liberated from the ancient tools handicapping your sales efforts to a mindbendingly slow pace. However, automation is not necessarily the answer to all sales compensation problems – in fact, a new shiny tool could be a huge investment that only helps the company make the same mistakes faster. Take a fresh look at your sales compensation processes before considering the investment of a new tool.

MBO Examples to Kickstart Your Sales Team Engagement

Xactly

MBOs can be an extremely useful tool in addition to your sales commission structure because they give each rep individual goals to strengthen the overall sales organization. Download our "Guide to Sales Team Compensation" to learn how to compensate each sales role.

Sales Performance Management 101 for Sales Reps: Getting the Sales Numbers You Need with the Right Technology

OpenSymmetry

Without adequate tools in place, you may not know how your commissions or bonuses are calculated or how much you can earn in a quarter. Even if you understand your compensation structure, it might be unclear how close you are to meeting your targets and how this will affect your income. According to a recent study by SalesForce only 36% of the average salesperson’s time is spent selling.

Speed-to-Lead is a Critical Need

Smart Selling Tools

Despite knowing this, many studies show that we’re doing anything but responding quickly. Several studies indicate that sales reps only spend approximately 35% of their time selling, which means 65% of their time is not dedicated to following-up leads. Speed-to-lead.

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10-Point Inspection for Top Sales Performance

Sales Benchmark Index

Are the compensation mechanisms driving the right behaviors?" To make your assessment easy, SBI has created a 10-point Compensation Inspection tool. This simple, free, downloadable tool reveals the vital signs of your plan. How Important is Compensation?

12 Free Sales Excel Templates For Tracking Your Pipeline, Activities & Performance

Sales Hacker

Use these tried and true templates for tracking your sales pipeline, activities, forecasting, creating compensation plans, managing sales rep performance, and more. True sales leaders are constantly improving themselves through training, studying, and practicing.

Does Your Sales Incentive Plan Drive Customers Away?

Sales Benchmark Index

The purpose of every incentive compensation plan is to influence the actions of sales reps. The post offers tools to make longer-lasting corrections, too. HR leaders should act now to align the compensation plan with the customer's interests. Incentive compensation is intended to reward specific behaviors of the sales force. However, these studies focus on customer attitudes. Two discovery tools are essential to pinpoint these activities: Customer Interviews.

Unleashing the Power of Frontline Sales Management

Sales and Marketing Management

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

Commission Expense Accounting under ASC 606: What Are Your Options?

Xactly

These include (1) an ERP system, (2) subscription billing and revenue management software, (3) spreadsheets, or a (4) sales compensation management system. More often than not, ERP systems are not designed to track all of the tiny (and critical) details of sales compensation.

10-Point Inspection for Top Sales Performance

Sales Benchmark Index

Are the compensation mechanisms driving the right behaviors?" To make your assessment easy, SBI has created a 10-point Compensation Inspection tool. This simple, free, downloadable tool reveals the vital signs of your plan. How Important is Compensation?

Sell Against the Big Guys and Win

Score More Sales

This is the feeling potential buyers are getting when visiting many large companies’ websites according to a survey done by Velocify called The Fortune 100 Online Buyer Experience Study. Click here to download the study.

Retail 293

Unleashing the power of frontline sales management

Sales and Marketing Management

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 one study, Wilson Learning Worldwide found “high-skill” sales managers drove 29 percent higher revenue performance and 16 percent higher customer satisfaction than managers with low-skill ratings. In this study, top managers brought in an average $3.5

Personalize B2B Mobile Site to Grow Revenues

Score More Sales

94% of digital marketing professionals surveyed agreed that personalization is “critical to current and future success” according to an eConsultancy study. Many of our clients don’t take advantage of these tools yet though. Finally, start measuring this information (see tools above).

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The C-Suite Prepares for the Future

Score More Sales

On October 7, IBM released their annual CxO study identifying opportunities for C-level executives in companies of all sizes. Since we talk about midmarket companies here, I’ll focus on the results from the midmarket portion of the study. See the whole study here.

Study 268

Sales Forecasting Accuracy: How to Put Your Data to Work

Xactly

Most companies have an abundance of it floating around—performance data, compensation data, financial data. Using automated sales performance management (SPM) and sales forecasting tools, organizations can have a central center for ALL sales performance data. Sales data.

A Career in Inside Sales – Survey Says Yes

Score More Sales

Calendaring and CRM tools are the most widely adopted, while training and calendaring tools have the highest percentage saying they plan to adopt them in the future. Tools that make it Possible. It is a pleasure to work in a field where research continues to grow and improve.

Survey 293

The Sales Manager’s Success Checklist

Steven Rosen

If not, get a copy of my FREE Goal Planning Guide for each of your sales people to use as a tool to build their goals/sales development plan. Do Your Reps Know and Understand Their Compensation Plan? I hope by now you or the head of sales has rolled out the compensation plan.

When Is The Best Time to Contact a Prospect? Answer Here

Fill the Funnel

A new web tool is providing an answer to the question “When is the best time to connect with my prospect?” ” There have been countless eBooks, blog posts, speeches, presentations and studies that attempt to answer that question.

Jigsaw 116

Gamification: The Secret to Accelerate Onboarding

Sales Benchmark Index

Incentive Compensation: Sales people are “coin-operated.” See below for links to case studies.) Compare their integrated CRM tools. Read the case studies and watch the video demos of their solutions in action. Badgeville: Supercharge Your Sales Team case study.

2 Biggest Mistakes Companies Make with Sales Candidates

Understanding the Sales Force

That makes it much more difficult to land the candidate you want, for the role you have in mind, and with your ideal compensation plan. WEBINAR - How to Get the Most from OMG''s Sales Candidate Analyzer Tool February 26, 11 AM ET Register.

The Sales Book Your Intellectual Uncle Loves

Sales Benchmark Index

Download this tool to see the top 5 books we recommend to Sales VPs. It denounces the concept that motivation is driven solely by compensation. Pink cites studies and experiments that seem to have little in common with the sales profession.

Midsize Business Optimistic

Score More Sales

So says the study done by The Hartford, in September of this year, called the 2014 Midsize Business Monitor. You can see more about the study here.

Smarter Commerce Global Summit 6 Tips for Midmarket Companies

Score More Sales

For midsize companies there was no shortage of ideas, examples, and tools to help any company improve marketing, sales, and procurement. Marketing Study Update. Procurement Study. The study clearly shows that the top officers drive 22 percent higher profit margins.

8 Data-Backed Ways to Boost Performance in a Sales Development Team

Hubspot Sales

In an effort to understand the sales development function and its role in the sales process, InsideSales.com Labs conducted a study of over 1,000 companies showing how companies build, scale, and execute strong sales development teams. Best Tools For a Sales Development Rep.

Data 97

The Biggest 2013 HR Challenge for Sales is 2014

Sales Benchmark Index

This post includes one tool to think more strategically about a part of the business. Traditional HR leaders would see this as a motivation, compensation or retention problem. The tool shown below shows a quick assessment of Return on Investment.

Three Ways to Increase Sales Training Adoption

Sales Benchmark Index

The tool employs three dimensions to compare certified to non-certified salespeople. Higher compensation. Second, the non-certified salespeople will study harder to become certified. Salespeople loathe sales training. It takes them out of the field and away from closing deals.

Sell Against the Big Guys and Win

Score More Sales

This is the feeling potential buyers are getting when visiting many large companies’ websites according to a survey done by Velocify called The Fortune 100 Online Buyer Experience Study. Click here to download the study.

Retail 158

22 Things We Learned About the Sales Industry in 2017

Hubspot Sales

Read on for our specific discoveries about salespeople, processes, systems, compensation, and winning strategies. Reps Use Around 5 Tools. categories of sales tools per rep. The top categories of sales tools were: CRM. Be Prepared for Variable Compensation.

3 Ways to Increase Sales Training Adoption

Sales Benchmark Index

The tool employs three dimensions to compare certified to non-certified salespeople. Higher compensation. Second, the non-certified salespeople will study harder to become certified. Salespeople loathe sales training. It takes them out of the field and away from closing deals.

The ultimate guide to sales development

Close.io

Other great tools and software to use. Data source tools. CRM tools. Standalone email tools. Standalone calling tools. According to a study by HBR, companies that respond to leads within an hour are 7 times more likely to convert leads to sales. CRM tools.

The Case for Smarter CRM in 2013

Score More Sales

Mid-sized companies need better tools to help understand what customers need and want. An Experian study found that 23% of data in a company’s database is incomplete or inaccurate.

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3 Ways for Better Follow Up in Sales

Score More Sales

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.

What is the State of Marketing in 2013

Score More Sales

IBM’s study shows that companies who are considered “Top Marketers” enjoy 1.8 The study identified five areas marketers need to be thinking about: Understanding and engaging with customers. It is time to review how a customer experiences your brand says IBM.