Why Automate Sales Compensation Management

OpenSymmetry

On November 19 th , 30 organisations gathered in London at the e-reward conference to discuss the benefits of compensation management software. What are some of the challenges your organization faces as it relates to sales compensation automation?

Is Your Compensation Plan Driving Sales to the Wrong Finish Line?

OpenSymmetry

For instance, many would concur that a high percentage of sales training is forgotten or ignored in as little as 30 days after the workshop. This is where effective compensation plans come into play, as they can make a big impact on driving behaviors through the “Why.” However, a new compensation plan that helps reps achieve their objectives faster or more easily will get reps on board, answering the basic question of, “What’s in it for me?”

Evaluating sales compensation processes to avoid automated chaos

OpenSymmetry

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. According to a study from WorldatWork , best-in-class companies have three or fewer measures for sales compensation calculations.

The Pipeline ? Contest ? Enter To Win!

The Pipeline

Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. As you may have noticed over to the right, we are presenting the Proactive Prospecting Workshop in Toronto/Markham, scheduled for April 13.

Sales Tips: Latent Need of CEOs

Customer Centric Selling

Senior executives of fledgling companies recruit “A” Players, luring them with stock options, aggressive compensation plans, minimal administrative red tape and built-in promotions if things go well. Sales Tips: The CEO's Need to Exert Control Over Sales.

Sales Tips: How to Determine WHERE Your 2017 Revenue Will Come From

Customer Centric Selling

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. Sales Tips: How to Plan Your 2017 for Success.

Rio Olympic Games – The Road to Gold

OpenSymmetry

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. Implementing a training module for on-boarding and career development workshops gives sales reps the opportunity to work on these personal traits and a clear vision of how they can supplement their individual selling characteristics.

Build or Buy? A Vendor-Agnostic Evaluation for ICM

OpenSymmetry

Whether it involves sun-setting a legacy incentive compensation management (ICM) system or upgrading from loosely-structured spreadsheet systems, there comes a critical point in any IT modernization process where a decision must be made to refactor an aging system, move towards full replacement, or purchase an off-the-shelf solution to meet the needs of the business. This complexity is only exacerbated as new iterations are added in the form on unique compensation plans.

The Importance of Sales Management in a Recovering Economy

Your Sales Management Guru

We have met with Sales Leaders from around the world, lead workshops, presented keynotes and developed new long term relationships with our client base. 4) Retool your sales compensation to ensure it is in alignment with your corporate objectives or if you have already rolled out 2011 compensation plans, create an aggressive sales contest or special incentives to win Net-New clients or upgrade existing clients or hit higher levels of revenues/margin.

3 Ways to improve Your Customer Retention Scorecard

Babette Ten Haken

After all, they are hired, and compensated, to go out there and hunt prospective clients. Engage me to speak or conduct an interactive workshop at your next corporate or association event. Do you have a customer retention scorecard? You know what I am talking about.

Sales Managers – Why Isn’t Goal Setting Easy?

Anthony Cole Training

Or, if you want to leverage our compensation model, you need to exceed this year’s goal by x.” Just for the sake of simplicity, lets’ assume that all of your sales people have the same situational factors (market conditions, competitive issues, compensation, and tenure).

Transparent Negotiations: The Counterintuitive Way to Negotiate More Valuable and Predictable Deals

Sales and Marketing Management

You’re not a charity - and given these levers are all things your company and your compensation plan care about, they are also things you are likely willing to pay them for in the form of a discount. .

Why Your Post Sale Teams really own Customer Retention

Babette Ten Haken

After all, that is what sales people are compensated to do: bring in new customers. Looking for a dynamic speaker and workshops for your next program, meeting or event? It just could be that you continue to hire – and compensate – sales people to compete and sell.

Why Collaborative Storytelling is Profitable Storytelling

Babette Ten Haken

As managers, we are not compensated to be collaborative, let alone storytellers. And besides, our compensation and bonuses often are based on, you guessed it, our employees hitting their numbers. I will be honored to customize my keynotes and workshops to your next event.

SME 103

When Customer Retention becomes a Sales Spectator Sport

Babette Ten Haken

After all, sales professionals are compensated for acquiring customers, not baby-sitting them, right? Sales reps are handsomely compensated for winning new accounts and compensated at only a fraction of this amount for retaining them.

How do Clients rate Your Post Sale Customer Retention Performance?

Babette Ten Haken

As long as sales professionals continue to be hired – and compensated – to hunt up new business and acquire new customers, they fulfill their performance criteria. Isn’t it time to put my speaking programs and workshops into play, real-time, in your organization?

A Potent Human Capital Strategy needs a Potent Client Retention Strategy

Babette Ten Haken

One of the most potent stories I tell in my One Millimeter Mindset workshops and keynotes concerns the profitability resulting from moving past limitations imposed by organizational naysayers. Not just transactional and compensation-focused, after all is said and done.

Are you outsourcing or insourcing company storytelling?

Babette Ten Haken

As a result, they are compensated by quantity of output, rather than quality. When you outsource, instead of insourcing company storytelling, you put yourself in the hands of others. To tell your stories. Often, the people telling your stories are employees of outside agencies.

3 Common Scenarios scream for Innovative Customer Retention

Babette Ten Haken

The only constant is that employees often compensate for gaps in service quality delivery by their colleagues. I will be honored to customize my keynotes and workshops to your next event. Innovative customer retention should not be a rare occurrence.

11 Traits of a High Performance Sales Culture

Sales Benchmark Index

Modified the sales compensation and quotas. Hold a vision creation workshop over 2 half days. During this workshop, work through defining these four areas, using results from step 2: a. Run the team through a common vision creation workshop.

A Do-It-Yourself Process to Hire ‘A’ Player Sales Reps

Sales Benchmark Index

I’m conducting a workshop on SBI’s Topgrading for Sales methodology. You’re likely to find a sales mis-hire costs you 6-7x that person’s compensation. This week’s workshop is focused on developing ‘A’ player scorecards for sales talent.

Short Lesson on a Giving Attitude

Increase Sales

Sure, he could have recycled them or placed them into his deep dark hole of a workshop or even stuck them under the kitchen sink. Just a simple, giving behavior without any thought of acknowledgement or compensation. Yesterday my husband placed a small brown paper bag on the kitchen table as he was preparing to run some Saturday morning errands. I asked him out of curiosity because I am very curious what was in the bag?

Four Ways the Cloud Helps Sales Grow

Score More Sales

They have two offerings that help sellers – an onboarding “just in time” mobile tool called Knowledge Boost, which is an interactive workbook and on-demand training aid for post-workshop or post-new rep training.

How a Siloed Departmental Culture impedes Service Quality Delivery

Babette Ten Haken

My workshops and speaking programs offer outside the box, innovative strategies and tactics for your next organization or association meeting. It matters not whether you are part of a sales culture where you are compensated for competing against one another and external competitors.

SME 74

Social Selling Success Stories

Score More Sales

Just four years ago, I had a different target market and was giving workshops around the U.S. I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions.

Discovery, Demo, or Disconnect?

DiscoverOrg Sales

The hypothesis above is based on the research and conclusions of four leading sales trainers who shared their findings at the 2015 PipelineDeals Accelerate Sales Conference and Sales Hacker Workshop with Microsoft in Seattle, WA. Sales people have been giving tech demos for a long time.

Some of the Best Professional Wins are People Wins

Babette Ten Haken

These people may not be responsible for compensating us financially. Engage me to speak or conduct a workshop at your next corporate or association event. What are some of the greatest professional wins from this year?

SME 91

4 Keys to a Fatter Wallet in 2014

Sales Benchmark Index

You hear great ways to improve your skills, but have limited time to workshop. Your manager is compensated on your success – let them help you win more! Any ‘A’ Player will tell you that success is built around 3 main concepts: Possessing the right skills. Having a solid plan.

The 23 Best Sales Training Programs for Every Budget and Team

Hubspot Sales

Your SalesMBA™ Workshops. Price: $395-$595 per attendee (depending on the workshop). Jeff Hoffman’s workshops span the entire sales cycle, from getting your prospect’s attention to successfully winning their business. This workshop might offer the strategies you need.

Vendor 114

Sales Training Advice with Where to Find the Great Sales Jobs

Customer Centric Selling

Salespeople in this industry earn average yearly compensation of around $100,000. However, there''s a huge difference in compensation between brokers, who are licensed to own a brokerage, and agents, who must work with a broker. Sales Training Article: Where Are the Great Sales Jobs?

The Rise of the Agile Performance Review

Sales Benchmark Index

The biggest drivers include: Changes to compensation payouts. Training classes and workshops won''t get it done. The traditional annual review process is a waste of time. Most HR and Sales leaders who just completed this mid-year chore would agree.

The Pipeline ? In Conversation ? How to Shorten the Sales Cycle

The Pipeline

Sales Compensation. Workshops. TopLine Sales Compensation Solutions. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter.

The Pipeline ? Goal Achievers Radio Interview

The Pipeline

Sales Compensation. Workshops. TopLine Sales Compensation Solutions. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter.

How to Determine Which Sales Problem is Worth Solving?

Sales Benchmark Index

For example, your sales team will almost always lead with two solutions: Sales compensation. The workshop was attended by the CEO and his team. Sales “ problems ” make it on to your agenda in many ways. As CEO, sometimes the board feels there is a sales problem that needs attention.

How To 291

The Pipeline ? Meaning of Value?

The Pipeline

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The Pipeline ? Intrepid Radio

The Pipeline

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The Pipeline ? Preparing for Sales Success ? Part 1

The Pipeline

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The Pipeline ? Sales Force (Mis)Alignment

The Pipeline

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The Pipeline ? Tactical use of Voice Mail

The Pipeline

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The Pipeline ? Long Live The Status Quo!

The Pipeline

Sales Compensation. Workshops. TopLine Sales Compensation Solutions. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter.