Rethinking Sales Incentives

The Pipeline

As part of a series of posts dealing with areas you should consider, better yet reconsider, going in to the New Year, today we look at incentive. While there are other expenses, commissions/incentives, are the most direct “payment” you pay for bringing in revenue.

How to Increase ROI of Sales Incentive Compensation with Automation

Xactly

Discover how automating incentive compensation management (ICM) can improve the ROI of sales compensation. Incentive Compensation Sales Performance Management

How to Design an Incentive Compensation Plan That Works

Sales Benchmark Index

Article Sales Strategy SBI for SMB comp planning compensation plan plan sales comp sales compensation

Juuust right incentives

Sales and Marketing Management

Author: Tim Houlihan Sales leaders are always trying to figure out how to get the most out of their reps at the lowest cost, and incentives are excellent at revealing that sweet spot. But there are some important nuances to consider: Match your company culture.

X Factor Compensation Leaders: How to Be Incredible at Incentive Planning (Nuance Communications)

Xactly

The sales planning process can become quite complex, especially when it comes to designing sales compensation plans. From building a team to analyze metrics and company goals, the job carries a large amount of responsibility. How did you get your start?

Juuust right incentives

Sales and Marketing Management

Author: Tim Houlihan Sales leaders are always trying to figure out how to get the most out of their reps at the lowest cost, and incentives are excellent at revealing that sweet spot. Researchers have confirmed that paying too little is insulting and paying too much can cause reps to choke. Finding the sweet spot for an incentive is like how Mama Bear’s porridge was juuust right. The best duration of an incentive is no longer than 90 days.

Maximizing Motivation: Why Well-Intentioned Incentive Programs Don’t Work and How to Improve Them

Sales and Marketing Management

Author: Rick Garlick and Bob Nelson Several years ago, a company came up with a creative way to recognize its top performing employees. Through a nomination process, a select group of high achievers would be given a couple of days off from their normal jobs, flown to a nice venue, and asked to participate in a series of “think tank” exercises with senior management on how the company could operate more effectively. This usually leads to a couple of different scenarios.

16 Sales Incentives to Keep Your Team Engaged and Motivated

Xactly

As a sales leader, you should always be thinking of new ways to motivate your sales team, focus on closing deals, and keep reps’ eyes on the prize…literally and figuratively. Sales incentives are a great way to motivate your team and keep morale high. Sales Incentive Ideas.

Sales Team Roles and Responsibilities: How to Compensate Accordingly

Xactly

Learn everything you need to know about designing incentive compensation plans for different sales roles on your team. Incentive Compensation

How to Run a Killer Sales Incentive Contest

Understanding the Sales Force

Also yesterday, in my article on the importance of rallying cries , I promised to discuss incentive programs. Incentive programs are still very powerful as long as you make sure they don''t last for more than 90 days. Let''s begin with how you get them to believe they can win.

Calculating the ‘Just Right’ Value for Incentives

Sales and Marketing Management

Author: Tim Houlihan Most incentives are paid out between 3 and 10 percent of the income earned during the incentive period. To figure out what the best amount of the award should be, consider starting with the midpoint of the average (7 percent) and make minor adjustments from there.

Sales Incentive Optimization

OpenSymmetry

The Journey to Sales Incentive Optimization. Compensation and benefits professionals are under pressure to provide guidance to achieve great plan design. Payout will continue to be late and inaccurate because the SPM technology has not been fixed.

How to Rollout and Analyze Sales Compensation Plans Year Round

Xactly

Learn how to create successful sales compensation plans with the right planning team and setting up a process for continuous analysis. Incentive Compensation

X-Factor Compensation Leaders: How to Be Incredible at Incentive Planning (CoreSite)

Xactly

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. Luckily, it doesn’t have to be time-consuming. How did you get your start?

How to Make Sure You Aren’t Paying 10 People for One Deal

Sales Benchmark Index

Article Corporate Strategy Private Equity and Activist Investor Sales Strategy SBI on Demand compensation compensation planning incentive plan pay too many sales sales comp sales compensation sales incentive sales reps

The ABCs of Compensation Planning: How to Build Better Incentive Plans

Xactly

Luckily, with the right tools, sales operations can reduce the stress and time it takes to design, test, and implement a new compensation plan, and they can work to maintain and tweak the plan throughout the year. C – Constructed to Drive the Right Sales Behaviors.

X-Factor Compensation Leaders: How to Be Incredible at Incentive Planning (XO Group)

Xactly

Learn about XO Group's sales compensation process and how Xactly has helped them improve performance

Game the Plan – With Chris Cabrera

The Pipeline

Almost everyone in sales will tell you that incentives drive behaviour, but beyond that there is often little agreement among the pundits as to what the right incentive plan is. He also discussed that managing activity is the role of management not the incentive plan.

X-Factor Compensation Leaders: How to Be Incredible at Incentive Planning (Wolters Kluwer)

Xactly

Those tasked with creating a plan must develop a process and incentive plan that will motivate and encourage the right sales behaviors to achieve goals, all while driving growth. Prior to Wolters Kluwer, she was the director of sales compensation for Garter for 15 years.

How to Setup a Commission Plan in Six Steps

Xactly

In most sales organizations, the sales commission plan is the best way to do this. Ultimately, your sales commission plan motivates reps to close deals and perform specific sales behaviors that align with your company goals. This, in turn, informs how much each rep needs to sell (i.e.,

How to use a Non-Recoverable Draw Against Commission in Sales Compensation

Xactly

Discover everything you need to know about using a non-recoverable draw against commission in your sales compensation plan. Incentive Compensation

How to Get Sales and Customer Service Teams Working Together

Base CRM

This is a great thing for customers, and it’s a great thing for businesses that want to build long-term relationships with those customers. But this shift towards relationships and away from mere transactions has also revealed one of the fundamental problems in how we think about sales and customer service. The customer service team’s priority, on the other hand, is usually to reduce the number of conversations they have every day. Time to resolution.

X-Factor Compensation Leaders: How to Be Incredible at Incentive Planning (Allergan)

Xactly

From compiling a team to piecing together metrics and goals, the job carries an incredible amount of responsibility. Finding the right mixture of compensation requirements is a balancing act, but luckily, it doesn’t have to be a stressful, time-consuming task.

X-Factor Compensation Leaders: How to Be Incredible at Incentive Planning (Palo Alto Networks)

Xactly

Sales operations and compensation professionals must compile a team to piecing together metrics and goals, which carries an incredible amount of responsibility. How did you get your start? How did you end up where you are today?, Sales comp is a crazy space to be in.

X-Factor Compensation Leaders: How to Be Incredible at Incentive Planning (Infoblox)

Xactly

A strong incentive plan drives sales behaviors that help companies grow and achieve their goals. As a sales operations and compensation professional, compiling a team and analyzing metrics to create a compensation plan carries an incredible amount of responsibility.

Got sales goals for next year? Here's how to achieve them.

Jeffrey Gitomer

How will you get there? Wishing you were someplace else, without the direction or drive to get there. The three main reasons people don't achieve their goals are: They fail to write them down and post them in plain view. They fail to make a plan to achieve their goal.

X-Factor Compensation Leaders: How to Be Incredible at Incentive Planning (Allergen)

Xactly

From compiling a team to piecing together metrics and goals, the job carries an incredible amount of responsibility. Finding the right mixture of compensation requirements is a balancing act, but luckily, it doesn’t have to be a stressful, time-consuming task.

How to Design a Sales Manager Compensation Plan (With Examples)

Xactly

When it comes to sales compensation planning, you can never start prepping too early, right? One of the most important things to consider when designing plans are the different roles on your sales team. Also, it is not unusual for top sales reps to earn more than their managers.

How to Overcome Inconsistent Sales Rep Performance

Sales Benchmark Index

Most sales teams are composed of three groups: The Superstars – These gifted few need little oversight or incentive. Until you close 100% of your deals, your reps must consistently generate new opportunities. If they don’t, you will miss the number.

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Sales Incentive Program Management as a Profit Center for CFO’s of Large Channel Members and Distributors

Sales and Marketing Management

Author: George Kriza, CEO, MTCPerformance For most large resellers or distributors, sales incentive programs for internal sales teams get little attention from top financial executives inside their organizations. That’s probably because they don’t realize a huge opportunity to drive millions of net profit dollars straight to the bottom line, while at the same time underwriting compensation for the sales team. Currently attracts $5mm of incentive programs annually.

Optimize Incentive Compensation With Integrated Sales Performance Data

Xactly

Incentive Compensation Management (ICM) solutions help companies manage their sales compensation plans and calculate commission payments. Today’s ICM solutions are aimed at optimizing more than just sales compensation, focusing on end-to-end sales performance management (SPM).

The complete introduction to Incentive Compensation for Sales

Anaplan

For companies that employ salespeople, figuring out how to compensate them is an ongoing challenge. There are a host of variables that need to be taken into account—products, customers, geography, competitors, and performance history, among others—all of which can change rapidly, and all of which can be complicated.

Sales Velocity: What It Is & How to Measure It

Hubspot Sales

If you answered " Yes " again, you already know how important this calculation is to understand the growth mindset and overall health of a sales organization. Sales velocity is the measurement of how quickly deals move through your pipeline and generate revenue.

Insufficient Leads? How to Boost Campaign Effectiveness

Sales Benchmark Index

There is a skill gap in knowing how to build & execute marketing campaigns. If you cannot run effective campaigns, you will be hard-pressed to generate leads. There are two steps to effective campaign execution: Planning and Execution. Are you compelled to act?

5 Steps to Simplify Your Sales Incentive Plan

MarketJoy

An ideal sales incentive plan should be simple. It helps sales representatives to understand the correlation between their performance and their payout. Simple sales incentive plans are easy to administer and offer motivation. How to simplify your sales incentive plan. Here are a few tips on how to simplify your sales incentive plan: 1. A focused target is easier to understand and attain. Sales IncentiveShare.

Sales Leaders – You Get What You Ask For – Sales eXchange 237

The Pipeline

Price is a ‘big’ subject for all in sales, right from those developing product, to marketing, all in the sales organisation, and as important as any, the customer. I think in some terms, it is the mixed messages they send that confuses and leads to undesired results.

Over hiring is the startup kiss of death. Here’s how to avoid it.

Openview

Growing a business can often create a complicated conundrum for entrepreneurs: How do we get the people who have what it takes to help us believe in our mission enough to take a risk and join the cause? Making promises you won’t realistically be able to keep.

Your Quotas are Awful: How to Improve Sales Performance with Comp Plan Design

Xactly

If sales reps aren’t motivated to close, renew, and upsell deals, revenue doesn’t just appear. When compensation plans aren’t well designed, it can become a race between sales, sales operations, and finance to point the blame. Get the reps to accept less frequent pay periods.”

Quota 66

Channel Sales for SaaS: What It Is, When it Works, and How to Build Your Own

Openview

Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy. For the uninitiated, channel sales refers to the process of partnering with third parties to get your product into the end user’s hands. Commitment to partnering.

How to Assess and Sequence Your Sales Initiatives

Sales Benchmark Index

A few weeks ago, I was talking to an SVP of sales. To say he was concerned about hitting the number would be a huge understatement. My boss gave in to the CFO. I am way behind where I need to be to make this happen. But how do I decide which ones to execute on?”.

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