INDUSTRY INSIGHTS YOUR PEERS ARE READING
As is usual this time of year, I’ve been involved in lots of discussions of incentive and commission plans–both last quarter as people plan for the new year, and now as these plans are being introduced at Sales Kick Off Meetings. MORE
The resulting incentive plan must develop a compensation process that will motivates the right sales behaviors to achieve goals, all while driving growth. Sales compensation is one of the most important components of sales planning. MORE
While sales and customer service teams live inside the CRM on a daily basis, it’s the IT department that is responsible for executing a successful deployment plan, and for the vital function of integrating the CRM with other tools like email and your ERP. In short, your core CRM selection team should work closely with IT to ensure the CRM can be (and is) set up correctly. No CRM vendor has invested more heavily in new features and mechanisms to protect data privacy. MORE
Incent them correctly and you get what you want. Mis-align incentives and you get nothing. Perhaps you’ve rolled out marketing automation, a new collaboration tool like Jive or Chatter or even a new CRM. MORE
Almost always, they’ve made the investments in a CRM for effective lead and opportunity management, but Model N CPQ, CLM or Rebates solutions are a top 5 consideration for these companies. Enabling companies to maximize revenues with more effective pricing, discount and incentives programs. MORE
SPM technologies like IBM Incentive Compensation Management empower Sales Leaders by providing real time pay for performance information. Sales Leaders have the information to ensure that incentive design rewards the top performers effectively leading to higher retention. For the mighty middle, Sales Leaders have the data to design incentives that encourages an extra 5-10% performance out of a group that can get complacent. MORE
Incentive Compensation Management (ICM) solutions help companies manage their sales compensation plans and calculate commission payments. MORE
How satisfied are you with the rollout and adoption of your CRM system? In this post, we’ll discuss how developing a formal sales process drives adoption rates and creates synergies that increase the impact of your CRM investment. The Impact of Low CRM Adoption Rates. Not coincidentally, these are also some of the same targets sales leaders are looking to achieve when they invest in CRM. CRM ROI: The 4 Benefits of a Formal Sales Process. MORE
Only one vendor, CallidusCloud , through its Lead to Money approach, presents a suite of solutions which spans almost all of the Gartner definition, although the CRM aspect of sales process remains separate. MORE
The second equally disturbing data point is that 74% of sales organizations have poor CRM adoption [2]. When reps are entering data into the CRM system, they are not talking with prospects. Increasing CRM adoption through Gamification. Use your CRM more like the database it is. MORE
One of the biggest purchases a Sales Department makes is the CRM system. However, we’ve witnessed a varied success rate across CRM implementations. In many of these deployments the CRM system exists in a silo. Find out where your CRM system is optimized and where you can improve. MORE
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. Incentive Compensation Sales PlanningHappy comp planning season! MORE
In the same way, salesforce effectiveness is made up of different elements – the right go-to-market strategy, salesforce organisation design, role definition and candidate selection, the right incentive design, and the right sales processes. New Concepts Driving Greater Performance . MORE
Incentive Compensation: Sales people are “coin-operated.” These include recognition, incentives, interpersonal support, and clear goals. Each of these providers offer solutions that are integrated into the CRM platform. Bonus Points: CRM Adoption. MORE
It’s an enormous process to enter into an agreement with a new CRM software vendor. But signing contracts and deploying a CRM is just the start of the journey. Getting return on investment from CRM isn’t as easy as just flipping the switch. To help, we are launching a new blog series that addresses the primary hurdles we hear from customers as they embark on getting the most out of that shiny, new CRM system. CRM Success MORE
This year’s edition features organizations that expand across the broad spectrum of the SPM and Incentive Compensation Management (ICM) continuum and offers options to help provide transparency across the entire organization for sales related processes. MORE
Whether it’s your email client, CRM, ERP or other business systems, seamless integration, native to your existing solutions are key. Regardless of the pricing model, which will likely be out of your control, take the time to learn about what incentives might be available? MORE
The Sales Incentive for Prioritizing Customer Needs. CRM Sales Sales Automation Technology churn rate customer Customer Success customer-first growth Inside sales sales sales process sales strategy sales success MORE
Sales reps love their CRM. Not only that, sales reps see tremendous value in the information reported back to them from the CRM. Sales reps do not love their CRM and see little value in it. The CRM we know today doesn’t actually help sales reps sell more. MORE
Wish 1: On-demand CRM Solutions For many businesses looking to turbo-charge their sales and marketing growth, having a managed sales process is important. Implementing the right CRM solution can make or break these initiatives. The hottest news in CRM, are for on-demand solutions from companies such as salesforce.com, Right Now and Up Shot (Siebel on-demand). At the core of this initiative was on-demand CRM. MORE
How likely is your sales incentive plan going to be dead on arrival, riddled with holes caused by requests for changes and exceptions? At least three months prior to the new year, finance teams slave over intricate details and policies for sales incentive plans to make for a smoother payroll cycle next year. Many tools today will integrate directly with your CRM product of choice. MORE
New technologies combine CRM data, location data, routing, and scheduling optimization and business goals to build intelligent territories that consider three things: location, prioritization of customers and prospects, and routing and scheduling constraints. MORE
Too often we see CRM systems completely misused by Sales Organizations. Instead, he embedded a “Buyer Behavior” sheet on the opportunity within the CRM system. He removed incentives based on win rate. Think back to the investment you made in your CRM system. MORE
As discussed, traditional incentives between departments are polarizing. Answer the following questions: What type of incentives and performance metrics are currently being used to measure employee success? Implement a CRM system that tracks the entire customer experience. Again, a CRM system is an excellent automated way to do this. The customer experience today is more relational and less transactional than ever before. MORE
Many sales reps are apprehensive about learning and using a CRM, and some organizations are therefore reluctant to invest in a platform that their reps “won’t use.”. A lot of CRM apprehension stems from misunderstandings. CRM Usage Myths. CRM vendors are no different. MORE
In a previous job, my strong aversion to learning a new and seemingly complicated CRM system was a much higher barrier than keeping track of all my accounts on post-it notes, meticulously arranged in rows on my desk. After a couple weeks of using this makeshift post-it system, I was called into a meeting with my manager who told me that, whether or not I liked it, I had to get trained in the CRM system and the post-its needed to be gone. I was once a post-it junkie. MORE
Instead, there might be a period when two salespeople ride tandem, both working with the customer with shared goals and incentives. Of course, a well-populated customer relationship management (CRM) system can also help with this process. MORE
When Xactly was founded more than 13 years ago , the company had a simple vision to democratize incentive compensation management and put powerful calculation tools in the hands of every company. MORE
I’m reacting to a cumulative build up of a number of conversations about compensation planning, incentives, and “motivating” sales people. So many of the discussions focus on rewards and incentives for behaviors that should be conditions of continued employment. MORE
As I listened to all the presenters and discussions yesterday, it struck me that CRM is becoming a lot like oysters. It seems to me that CRM has become a lot like oysters. At one time there was a lot of excitement about CRM, but really there’s not a lot exciting about CRM. MORE
One of the most common sales leadership complaints is sales people don’t use the CRM. Getting sales people to use the CRM has been an on going challenge for sales leaders for far too many years. To get sales people to use the CRM, I’ve seen sales leaders try all types of cohersion; everything from withholding commissions, not providing credit for a sale to threatening to fire offenders. Having sales people use the CRM to improve their selling is ideal. MORE
Chris has served as editor-in-chief or senior editor with Meeting News, Corporate & Incentive Travel, and Life Extension. ” Convergence: Technology, CRM & Social Media. Today's PowerViews guest is Christopher Hosford. MORE
The best case may be that you get the business but have to incent the buyer with a discount or concession, which means leaving money on the table. Sales Tips: Don't Scare Buyers into Making "No Decision". By John Holland, Chief Content Officer, CustomerCentric Selling®. MORE
It remains a question despite the millions of dollars spent on CRM, sales force automation, training and hype. I read the white paper, and it clearly identified common problems with CRM tools such as SalesForce.com, ACT and other pipeline management tools. MORE
CRM systems provide a place for contact, customer and activity reporting. Sales reps that don’t use CRM need to understand that this is not acceptable any more. More companies are adopting a policy that if something isn’t in CRM, it isn’t real. If a sales manager sees a month of no CRM activity posted by a sales rep, they need to place that individual on an improvement program or show them the door. CRM and CPQ systems remember things exactly the way they were entered. MORE
When we look at a new CRM system (I refuse to use the one we have because it is so time consuming), can you have some of the users look at it first, and can we have some say in how it is set up, etc.? Why does Marketing or Operations get to choose the CRM but Sales has to live with it?”. MORE
How satisfied are you with the rollout and adoption of your CRM system? In this post, we’ll discuss how developing a formal sales process drives adoption rates and creates synergies that increase the impact of your CRM investment. The Impact of Low CRM Adoption Rates. Not coincidentally, these are also some of the same targets sales leaders are looking to achieve when they invest in CRM. CRM ROI: The 4 Benefits of a Formal Sales Process. MORE
Using the new Interactive Content Connectors, this rich intelligence is captured and integrated centrally within the CRM / Marketing Automation solution, enriching the lead nurturing and sales engagement process. MORE
The incentive for your reps to meet their quota? So what’s the incentive for meeting these smaller goals? Don’t have the budget to offer monetary incentive? Provide an incentive that’s only awarded when everyone meets the goal. Sales Goals. Monthly sales goals. MORE
So by the end of the contest, there’s only a small handful of reps even focused on the incentive (and of course a large portion of your team no longer motivated by it at all). Your top reps are self-motivated and don’t usually need an extra incentive to perform. MORE
Christopher has served as editor-in-chief or senior editor with Meeting News, Corporate & Incentive Travel, and Life Extension. ” Convergence: Technology, CRM & Social Media. Today's PowerViews guest is Christopher Hosford. MORE
Smart Selling Tools
JULY 24, 2018
Sales reps love their CRM. Not only that, sales reps see tremendous value in the information reported back to them from the CRM. Sales reps do not love their CRM and see little value in it. The CRM we know today doesn’t actually help sales reps sell more.
Accent Technologies
NOVEMBER 10, 2018
Many sales reps are apprehensive about learning and using a CRM, and some organizations are therefore reluctant to invest in a platform that their reps “won’t use.”. A lot of CRM apprehension stems from misunderstandings. CRM Usage Myths. CRM vendors are no different.
Sales Benchmark Index
SEPTEMBER 30, 2013
One of the biggest purchases a Sales Department makes is the CRM system. However, we’ve witnessed a varied success rate across CRM implementations. In many of these deployments the CRM system exists in a silo. Find out where your CRM system is optimized and where you can improve.
Xactly
JUNE 7, 2018
Incentive Compensation Management (ICM) solutions help companies manage their sales compensation plans and calculate commission payments.
Miller Heiman Group
JULY 18, 2018
How satisfied are you with the rollout and adoption of your CRM system? In this post, we’ll discuss how developing a formal sales process drives adoption rates and creates synergies that increase the impact of your CRM investment. The Impact of Low CRM Adoption Rates. Not coincidentally, these are also some of the same targets sales leaders are looking to achieve when they invest in CRM. CRM ROI: The 4 Benefits of a Formal Sales Process.
Partners in Excellence
APRIL 9, 2013
As I listened to all the presenters and discussions yesterday, it struck me that CRM is becoming a lot like oysters. It seems to me that CRM has become a lot like oysters. At one time there was a lot of excitement about CRM, but really there’s not a lot exciting about CRM.
|
Miller Heiman Group
JULY 18, 2018
How satisfied are you with the rollout and adoption of your CRM system? In this post, we’ll discuss how developing a formal sales process drives adoption rates and creates synergies that increase the impact of your CRM investment. The Impact of Low CRM Adoption Rates. Not coincidentally, these are also some of the same targets sales leaders are looking to achieve when they invest in CRM. CRM ROI: The 4 Benefits of a Formal Sales Process.
SugarCRM
APRIL 13, 2018
While sales and customer service teams live inside the CRM on a daily basis, it’s the IT department that is responsible for executing a successful deployment plan, and for the vital function of integrating the CRM with other tools like email and your ERP. In short, your core CRM selection team should work closely with IT to ensure the CRM can be (and is) set up correctly. No CRM vendor has invested more heavily in new features and mechanisms to protect data privacy.
Pointclear
MAY 10, 2012
Christopher has served as editor-in-chief or senior editor with Meeting News, Corporate & Incentive Travel, and Life Extension. ” Convergence: Technology, CRM & Social Media. Today's PowerViews guest is Christopher Hosford.
Pointclear
MAY 10, 2012
Chris has served as editor-in-chief or senior editor with Meeting News, Corporate & Incentive Travel, and Life Extension. ” Convergence: Technology, CRM & Social Media. Today's PowerViews guest is Christopher Hosford.
A Sales Guy
AUGUST 13, 2012
One of the most common sales leadership complaints is sales people don’t use the CRM. Getting sales people to use the CRM has been an on going challenge for sales leaders for far too many years. To get sales people to use the CRM, I’ve seen sales leaders try all types of cohersion; everything from withholding commissions, not providing credit for a sale to threatening to fire offenders. Having sales people use the CRM to improve their selling is ideal.
|
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Smart Selling Tools
NOVEMBER 27, 2012
The second equally disturbing data point is that 74% of sales organizations have poor CRM adoption [2]. When reps are entering data into the CRM system, they are not talking with prospects. Increasing CRM adoption through Gamification. Use your CRM more like the database it is.
Cincom Smart Selling
FEBRUARY 23, 2016
CRM systems provide a place for contact, customer and activity reporting. Sales reps that don’t use CRM need to understand that this is not acceptable any more. More companies are adopting a policy that if something isn’t in CRM, it isn’t real. If a sales manager sees a month of no CRM activity posted by a sales rep, they need to place that individual on an improvement program or show them the door. CRM and CPQ systems remember things exactly the way they were entered.
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. Incentive Compensation Sales PlanningHappy comp planning season!
The ROI Guy
OCTOBER 21, 2011
Using the new Interactive Content Connectors, this rich intelligence is captured and integrated centrally within the CRM / Marketing Automation solution, enriching the lead nurturing and sales engagement process.
OpenSymmetry
OCTOBER 30, 2017
SPM technologies like IBM Incentive Compensation Management empower Sales Leaders by providing real time pay for performance information. Sales Leaders have the information to ensure that incentive design rewards the top performers effectively leading to higher retention. For the mighty middle, Sales Leaders have the data to design incentives that encourages an extra 5-10% performance out of a group that can get complacent.
OpenSymmetry
NOVEMBER 22, 2016
How likely is your sales incentive plan going to be dead on arrival, riddled with holes caused by requests for changes and exceptions? At least three months prior to the new year, finance teams slave over intricate details and policies for sales incentive plans to make for a smoother payroll cycle next year. Many tools today will integrate directly with your CRM product of choice.
OpenSymmetry
JANUARY 27, 2016
In the same way, salesforce effectiveness is made up of different elements – the right go-to-market strategy, salesforce organisation design, role definition and candidate selection, the right incentive design, and the right sales processes. New Concepts Driving Greater Performance .
OpenSymmetry
JUNE 22, 2017
In a previous job, my strong aversion to learning a new and seemingly complicated CRM system was a much higher barrier than keeping track of all my accounts on post-it notes, meticulously arranged in rows on my desk. After a couple weeks of using this makeshift post-it system, I was called into a meeting with my manager who told me that, whether or not I liked it, I had to get trained in the CRM system and the post-its needed to be gone. I was once a post-it junkie.
Smart Selling Tools
NOVEMBER 2, 2017
Almost always, they’ve made the investments in a CRM for effective lead and opportunity management, but Model N CPQ, CLM or Rebates solutions are a top 5 consideration for these companies. Enabling companies to maximize revenues with more effective pricing, discount and incentives programs.
OpenSymmetry
DECEMBER 4, 2015
Only one vendor, CallidusCloud , through its Lead to Money approach, presents a suite of solutions which spans almost all of the Gartner definition, although the CRM aspect of sales process remains separate.
LevelEleven
JUNE 21, 2018
Whether it’s your email client, CRM, ERP or other business systems, seamless integration, native to your existing solutions are key. Regardless of the pricing model, which will likely be out of your control, take the time to learn about what incentives might be available?
The ROI Guy
DECEMBER 13, 2005
Wish 1: On-demand CRM Solutions For many businesses looking to turbo-charge their sales and marketing growth, having a managed sales process is important. Implementing the right CRM solution can make or break these initiatives. The hottest news in CRM, are for on-demand solutions from companies such as salesforce.com, Right Now and Up Shot (Siebel on-demand). At the core of this initiative was on-demand CRM.
SugarCRM
MAY 1, 2018
It’s an enormous process to enter into an agreement with a new CRM software vendor. But signing contracts and deploying a CRM is just the start of the journey. Getting return on investment from CRM isn’t as easy as just flipping the switch. To help, we are launching a new blog series that addresses the primary hurdles we hear from customers as they embark on getting the most out of that shiny, new CRM system. CRM Success
Customer Centric Selling
JUNE 15, 2016
The best case may be that you get the business but have to incent the buyer with a discount or concession, which means leaving money on the table. Sales Tips: Don't Scare Buyers into Making "No Decision". By John Holland, Chief Content Officer, CustomerCentric Selling®.
Velocify
MAY 30, 2017
The Sales Incentive for Prioritizing Customer Needs. CRM Sales Sales Automation Technology churn rate customer Customer Success customer-first growth Inside sales sales sales process sales strategy sales success
OpenSymmetry
JULY 15, 2015
This year’s edition features organizations that expand across the broad spectrum of the SPM and Incentive Compensation Management (ICM) continuum and offers options to help provide transparency across the entire organization for sales related processes.
Sales Benchmark Index
JUNE 29, 2013
Incentive Compensation: Sales people are “coin-operated.” These include recognition, incentives, interpersonal support, and clear goals. Each of these providers offer solutions that are integrated into the CRM platform. Bonus Points: CRM Adoption.
Partners in Excellence
JANUARY 17, 2014
As is usual this time of year, I’ve been involved in lots of discussions of incentive and commission plans–both last quarter as people plan for the new year, and now as these plans are being introduced at Sales Kick Off Meetings.
Xactly
AUGUST 29, 2018
When Xactly was founded more than 13 years ago , the company had a simple vision to democratize incentive compensation management and put powerful calculation tools in the hands of every company.
Smart Selling Tools
FEBRUARY 7, 2019
New technologies combine CRM data, location data, routing, and scheduling optimization and business goals to build intelligent territories that consider three things: location, prioritization of customers and prospects, and routing and scheduling constraints.
Anthony Cole Training
JANUARY 13, 2014
It remains a question despite the millions of dollars spent on CRM, sales force automation, training and hype. I read the white paper, and it clearly identified common problems with CRM tools such as SalesForce.com, ACT and other pipeline management tools.
Pointclear
NOVEMBER 29, 2012
When we look at a new CRM system (I refuse to use the one we have because it is so time consuming), can you have some of the users look at it first, and can we have some say in how it is set up, etc.? Why does Marketing or Operations get to choose the CRM but Sales has to live with it?”.
Hubspot Sales
MAY 18, 2018
The incentive for your reps to meet their quota? So what’s the incentive for meeting these smaller goals? Don’t have the budget to offer monetary incentive? Provide an incentive that’s only awarded when everyone meets the goal. Sales Goals. Monthly sales goals.
Sales Benchmark Index
MAY 27, 2013
Too often we see CRM systems completely misused by Sales Organizations. Instead, he embedded a “Buyer Behavior” sheet on the opportunity within the CRM system. He removed incentives based on win rate. Think back to the investment you made in your CRM system.
Partners in Excellence
MAY 30, 2013
I’m reacting to a cumulative build up of a number of conversations about compensation planning, incentives, and “motivating” sales people. So many of the discussions focus on rewards and incentives for behaviors that should be conditions of continued employment.
Smart Selling Tools
JANUARY 13, 2015
So by the end of the contest, there’s only a small handful of reps even focused on the incentive (and of course a large portion of your team no longer motivated by it at all). Your top reps are self-motivated and don’t usually need an extra incentive to perform.
Openview
JANUARY 14, 2019
Instead, there might be a period when two salespeople ride tandem, both working with the customer with shared goals and incentives. Of course, a well-populated customer relationship management (CRM) system can also help with this process.
Sales Benchmark Index
NOVEMBER 15, 2013
Incent them correctly and you get what you want. Mis-align incentives and you get nothing. Perhaps you’ve rolled out marketing automation, a new collaboration tool like Jive or Chatter or even a new CRM.
Base CRM
DECEMBER 4, 2018
As discussed, traditional incentives between departments are polarizing. Answer the following questions: What type of incentives and performance metrics are currently being used to measure employee success? Implement a CRM system that tracks the entire customer experience. Again, a CRM system is an excellent automated way to do this. The customer experience today is more relational and less transactional than ever before.
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