Xactly

OCTOBER 18, 2018

Few leading indicators are more predictive of a company’s future sales performance than its incentive compensation plans. As former Reliance Electric CEO Chuck Ames once said according to General Electric CEO Jack Welch, “Show me a company’s various compensation plans, and I’ll show you how its employees behave.”. View Webinar.

Incentives 78

Incentives Incentive Compensation Webinar Metrics 78

Xactly

NOVEMBER 15, 2018

When it comes to sales compensation planning, you can never start prepping too early, right? Sales managers and their reporting reps will have responsibilities in their roles, which means your compensation plans should be tailored to different roles. Constructing Commissions in a Sales Manager Compensation Plan. Build a Plan.

Compensation 87

Compensation Examples Sales Management Incentives 87

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

Compensation Incentives Incentive Webinar Metrics 79

Xactly

JULY 5, 2018

When it comes to sales compensation planning, you can never start prepping too early, right? Sales managers and their reporting reps will have responsibilities unique to their roles, which means your compensation plans should be tailored to different roles. Things to Consider in Compensation for Sales Management: Find your Leaders.

Compensation 69

Compensation Sales Management Examples Commission 69

The Spiff Blog

FEBRUARY 9, 2023

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 planning impacts nearly every aspect of a business’s GTM motion and revenue function. Let’s start with the pros.

Quota 70

Quota Revenue Lead Rank Territories 70

Xactly

OCTOBER 29, 2018

This ultimately allows for better sales, territory, and compensation planning; thus, a stronger sales organization as a whole. . When planned effectively, sales teams understand their true capacity needs, can align and create balanced territories, and build incentive plans that are cost-efficient and boost sales performance.

Data 85

Data Top of Funnel Territories Compensation 85

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.

Compensation 40

Compensation Incentives Incentive Lead Rank 40

Hubspot Sales

OCTOBER 2, 2019

Helps predict future sales trends. Sales performance management tracking can provide valuable data enabling your organization to forecast future sales trends and employee compensation rates — particularly for commission-based compensation structures. Performance-based compensation. Here are some recommendations.

SAP 119

SAP Oracle Compensation Territories 119

Xactly

SEPTEMBER 10, 2018

Sales performance management (SPM) and incentive compensation management (ICM) are often used interchangeably. While at one time, these two terms did essentially mean the same thing, SPM now encompasses far more than just compensation. Fact #4: SPM can reduce territory planning time up to 75%. So what’s the takeaway?

Enterprise 73

Enterprise Enterprise Compensation Territories 73

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 came away with six key considerations to keep in mind while preparing your compensation plans and processes for 2023. They should cover things like account ownership, territories, SLA’s, and who gets credit for opportunities.

Groups 67

Groups Conversion Commission Lead Rank 67

Xactly

OCTOBER 22, 2018

He may have a tough territory to work in, or he could be a poor hire. Watch the webinar, "Put the Darts Away: The Importance of Benchmarking Data in Sales Planning," to discover the importance of current benchmarking data for effective compensation plan design. Scenario #3: Timothy is in year two and struggling. Watch Webinar.

Hiring 93

Hiring Compensation Webinar Metrics Territories 93

SBI Growth

JANUARY 27, 2013

Can’t change the Compensation plan until HR’s partner does a 90-day benchmark. How should compensation/rewards change for the different generations involved? Here is what she learned (and what SBI research confirms): Sales recruiting – Sales leaders do not want open territories. Compensation Benchmark - Waste of Money?

Hiring 308

Hiring Compensation Commence Sales Talent 308

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

Xactly

DECEMBER 10, 2018

Compensation drives sales behavior, which means your sales incentive plan is a critical factor in sales performance and objective achievement. The incentive compensation planning team faces the challenge of balancing executive priorities and designing incentives that motivate reps. Set the Foundation. Gather your previous and YTD data.

Incentives 79

Incentives Incentive Competition Compensation 79

The Pipeline

AUGUST 8, 2011

Last week I wrote about the follies of having a shorter sales cycle , beyond the points highlighted, I think it raises another trend in sales these days. One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Sales Compensation. Proactivity.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

Score More Sales

JULY 22, 2014

As you notice trends or learn more about them, you can be of more help to them. If I have prospects and customers in the banking industry, I’m going to track banks by name and if I have a geographic territory, by location. Use a social monitoring tool for efficiency. Also set up alerts for key words in your industry, region, or sector.

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

Xactly

AUGUST 20, 2018

To obtain and manage this data properly, sales organizations need automated sales performance management (SPM) solutions to help facilitate their planning strategically, from territories and quota allocation, to compensation planning and management. Design Fair, Balanced Territories. Take Sales Planning from Reactive to Active.

Data 45

Data Territories Compensation Incentives 45

Xactly

OCTOBER 1, 2018

Are we assigning effective territories? By enabling Insights for ourselves, we quickly discovered a handful of important trends and leading indicators for rep attrition and how tenure affects performance. In a world so focused on incentive compensation, Xactly Insights gives us a lot to think about.

Analysis 90

Analysis Data Incentives Incentive 90

Mereo

NOVEMBER 15, 2023

Do they align to a market program or a selling territory? Is a business development representative an apprentice salesperson and compensated as such, or are they simply appointment setters? Are the client success teams compensated on retention only or on account growth as well? COVID-19 further accelerated this trend.

Lead Rank 41

Lead Rank Marketing Commission Retention 41

The Bridge Group

FEBRUARY 8, 2024

The visual below shows a 10 person team and models 2024 attrition returning to the long-term trend of ~50%. Even with all of those applicants, the time to fill still often sits around 25-30 days. Each white box is the month a rep turns over and the seat is filled while the green gradient shows their performance during the ramp period.

Hiring 49

Hiring Lead Rank Promotion Churn 49

The Pipeline

OCTOBER 31, 2011

Recently I have seen a trend that has warmed my heart a wee bit, companies who are actually creating sales libraries for their sales teams. The trend I am seeing at a number of companies goes beyond that. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. Proactive Triggers. qualifying.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

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

Sales Training Connection

JUNE 13, 2012

These sales reps are looking to maximize the productivity of their territory. The real problem occurs when status quo is not the trend of the times. This not to lose mentality can often slowly invade a sales team over time due to a dysfunctional compensation system, non-engaged front-line management and/or poor leadership.

Strategy 121

Strategy Territories Compensation Maximizer 121

Xactly

SEPTEMBER 24, 2018

As the forerunner in cloud-based incentive compensation management (ICM), Xactly identified data as a key performance driver from the very start. With AlignStar , we provide the industry-leading territory design and planning software.

Commission 95

Commission Lead Rank Incentives Incentive 95

Sales Training Connection

MAY 7, 2012

Although estimates vary widely, a commonly talked about number relative to the direct momentary impact is 200% of the annual compensation package. Compensation package. How fair is the sales goal setting process and does it take into account territorial differences? How appropriate is the base pay and commission structure?

Hiring 122

Hiring Compensation Commission Territories 122

SBI Growth

AUGUST 15, 2012

Typically the focus is on blocking and tackling: basic execution of a compensation plan, sales dashboards, sales crediting, and territory/customer assignments. What qualitative field data should I capture to authenticate the story? Too often these questions are not being answered. All of these are basic necessities.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

The Pipeline

APRIL 27, 2011

This can be an overview of new research, feedback from a recent customer briefing, review of new market trends or analyst data, or even a quick presentation or interview (live or recorded) with an actual customer. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. We’re not selling in a vacuum.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

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. Stay up to date on industry trends and strategies.

Prospecting 78

Prospecting Hiring Journal Territories 78

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

Customer Centric Selling

DECEMBER 20, 2016

I remember my first year as a salesperson, the only thing that changed for me on January 1 st was the date, my sales compensation plan, and the amount of revenue I was being asked to generate over the next twelve months. The time to begin developing your 2017 Territory Sales Plan is NOW. Step 1: Timing. Here it is, New Years.

Revenue 40

Revenue Territories How To InsideView 40

Customer Centric Selling

OCTOBER 20, 2014

The time to begin developing your Territory Sales Plan is now ! 2015 Compensation Plan - what will your sales revenue requirement be in 2015? In addition to your individual lead generation efforts and responding to inbound inquiries, do you have any particular growth strategies for your territory? Prospecting a pain?

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

Miller Heiman Group

JANUARY 16, 2020

For the past few years, when the sales industry discusses sales technology trends, artificial intelligence (AI) rises to the top, although it has yet to take a foothold in the industry. Again, implementing AI to improve these processes requires a strategic approach to data strategy, open communication and executive support.

Opportunity 53

Opportunity Sales Operations Lead Rank Lead Scoring 53

The Pipeline

DECEMBER 12, 2011

The other two, allow you to spot changing trends and help you avoid the tunnel vision created when you look only at the wins. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions. Simply stated, understanding the wins will help you understand what to look for and repeat. Proactive Triggers.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

Closer's Coffee

MAY 28, 2019

Now it involves technology, talent assessments, hiring and developing, consulting sales performance, competency design, compensation design, and territory realignment. Have there been any trends that you’re noticing in sales recently? I would tell you that social selling is a huge growth area. Who is the economic buyer?

Sports 72

Sports Hiring Trends Decision Maker 72

BrainShark

MAY 31, 2023

Market conditions change, sales methodologies go in and out of style, but sales competencies like written communication, active listening, negotiation, and research, to name a few, are evergreen and transferable, regardless of trends and circumstances.

Hiring 62

Hiring Sales Talent Scale Sales Enablement 62

The Pipeline

AUGUST 26, 2011

Her company’s sales training had focused on helping customers find emerging markets, gaps in an industry’s solutions to challenges and areas where IT should be entering in order to take advantage of the latest and most sustainable trends. Sales Compensation. Territory Alignment. TopLine Sales Compensation Solutions.

Pipeline 227

Pipeline Top of Funnel Hiring Webinar Metrics 227

Mindtickle

OCTOBER 15, 2017

Within each of these groups, there is often further segmentation – based on account size, industry, and territory. We have also seen companies take this to the next level by tying sales compensation to reps corresponding “sales readiness” levels. The larger your sales team, the more specialized your roles are likely to be.

Hiring 52

Hiring Training Scale Segment 52