“Incentives Drive Behavior” Cracking the Code with Predictive Analytics #CALDC3

Smart Selling Tools

They aim to offer tightly integrated solutions that, when used together, not only feed information to each other but also provide added value by way of true automation. CallidusCloud held their Connections conference last week at the Wynn in Las Vegas.

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. Sales incentives can be like square pegs. Incentive compensation is intended to reward specific behaviors of the sales force. Here are some real-life examples of poorly designed incentives. If asked, the customer would not pay for any of these activities: Margin Incentive. Product Launch Incentive. Customer Satisfaction Incentive.

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[Webinar Wrap-Up] Incentive Compensation in Retail: 5 Bottom-Line Benefits


Your organization cannot let a record-breaking retail holiday season go by without maximizing the benefits of incentive compensation to: Motivate sales teams. For more information about this topic and other information provided in the webinar, watch the webinar recording.

Wells Fargo: The True Cost of “Unchecked Incentives”


Richard Cordray, director of the Consumer Financial Protection Bureau, suggests “unchecked incentives” were the root cause of the fraudulent accounts, further elaborating, “Incentive compensation structures are common in businesses and they can motivate positive behavior. What kind of behavior do current incentive compensation plans promote? The post Wells Fargo: The True Cost of “Unchecked Incentives” appeared first on OS Blog.

Sales Incentives, Awards, Lead Follow Up and Sales Effectiveness

Understanding the Sales Force

Dave Kurlan wrote: They should receive the incentive only if the opportunity makes it as far as 2 nd base in the sales process. Understanding the Sales Force by Dave Kurlan Today I had the following email exchange: Subject: Question on Comp. Dave, I have a question on comp and I need help.

OpenSymmetry Releases 2016 SPM Vendor Guide


The 2016 SPM Vendor Guide is an information resource that provides organizations an introduction to the leading suppliers of Sales Performance Management systems and solutions.

A Forthcoming Shift of Pharmaceutical Sales Compensation Plans?


In some cases, incentive compensation (IC) methods have evolved to align with new regulations regarding specific sales metrics. Bowe claims this could be a source of the overdose crisis and a case of crossing the fine line between sales incentives and public health.

A Forthcoming Shift of Pharmaceutical Sales Compensation Plans?


In some cases, incentive compensation (IC) methods have evolved to align with new regulations regarding specific sales metrics. For example, Corporate Integrity Agreements (CIAs) were implemented by the DoJ as a way to curtail off-label drug promotion which forced companies to ensure their sales incentives encouraged proper compliance. Bowe claims this could be a source of the overdose crisis and a case of crossing the fine line between sales incentives and public health.

The Criticality of SPM Technology


While, incentive compensation administration is still a main piece, the broader SPM technology concept is expanding more holistically to include other key aspects which directly impacts how a sales team might perform, including talent development, sales enablement, and territory and quota management.

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Mo’ Adjustments, Mo’ Problems – and Mo’ Sales Comp Admins Won’t Solve Them


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. For some companies, the majority of their adjustments are caused by faulty information coming through.

Improving the Sales Organization’s Change Readiness


Many companies underestimate the change challenge and respond only tactically with the emphasis being on a quick response to a challenge often seen through rushed amendments to the incentive plan or hiring new people. Meeting the Change Readiness Challenge.

OpenSymmetry Named in the First-Ever Inc. Best Workplaces Awards


For more information, please visit www.opensymmetry.com. For more information, visit www.inc.com. For more information, visit www.quantumworkplace.com. Magazine Incentive Compensation Management sales performance management SPMMagazine Introduces the Inc.

Outstanding in the Field: ICM Self-Service Enablement for Field Reps


As mentioned in my previous blog , Incentive Compensation Management (ICM) solutions have moved far beyond being an automated calculator for determining commission and bonus incentives. This frees field personnel to take the desired actions and have the information needed, even with routing completely controlled by the current management hierarchy in place for initial field management approvals. Evaluate your current system for incentive compensation management.

[VIDEO] Top Qualities of High-Growth Companies: A Conversation with Henry Schuck

DiscoverOrg Sales

What we wanted to do as part of the study is to go out and identify, what are the things that are driving growth at high growth companies and what are things that are inhibiting growth at low growth companies because that would really inform the way that we work with our customers to help them see the growth that they expect to see when they invest in DiscoverOrg.

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Part II The Territory & Quota Management Revolution


The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. Fast forward 20 – 30 years to the age of enlightenment for Incentive Compensation Management solutions.

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


How we capture data and information. Uncategorized Commission ICM Incentive Compensation Incentive Compensation Management Plan Design sales performance management“Moving the needle” in terms of overall sales force performance is no mean feat.

[Webinar wrap-up] 5 Keys to Accelerated Lead to Money


Peter O’Neill, Vice President, Research Director, Forrester Research and Laura Roach, Senior VP Marketing and Customer Success, OpenSymmetry shared valuable information on aligning the customer buyer journey for a holistic approach to accelerate Lead to Money in a recent live webinar.

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The 13 Least Known Sales Technologies


Sales teams can make faster and better-informed decisions with software that helps present complex business analytics into easy-to-digest, actionable insights. 6) Incentives and Commissions.

Smart Selling Visions: Up-Close with Top Revenue Leader Leslie Stretch of @CallidusCloud

Smart Selling Tools

To align with the needs of sales CallidusCloud’s Lead to Money suite automates lead generation, mobile learning, sales coaching, sales enablement, configure price quote, sales gamification, incentive compensation, and channel management to generate more deals, for more money, in record time.

Competition: The Invisible Enemy of Compensation Planning

Sales Benchmark Index

For many, the information is the nearly the same each time. Discover tactical solutions to get the most out your incentive comp dollars. In today’s environment, “A” player sales talent is more informed than ever. How do competitors structure incentive payouts?

Sales Tech Simplified: How to Turn Relationships Into Revenues with @ModelN

Smart Selling Tools

We found that the top 3 activities negatively impacting a sales person’s selling time includes both preparing proposals and finding accurate pricing and configuration information. Enabling companies to maximize revenues with more effective pricing, discount and incentives programs.

Inside the Mindset of Users and Non-users of Incentive Travel

Sales and Marketing

Teaser: When Sales & Marketing Management magazine and the SITE Foundation initiated a comprehensive survey on the use of incentive travel, they knew that some of the most illuminating information would come from non-users of this motivational tool. Issue Date: 2014-09-01.

Smart Selling Visions: Up-Close with Top Revenue Leader Adam Hollander, CEO of @FST_Games

Smart Selling Tools

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.

Smart Selling Visions: Up-Close with Top Revenue Leader K.V. Rao, CEO of @AvisoInc

Smart Selling Tools

Business leaders are inundated with information, including a plethora of reports and dashboards that claim to automate decision making. Sellers/marketers have access to a lot of information, and they know they need to be smarter leveraging that information.

7 Critical Sales Leadership Challenges

Steven Rosen

Data Overload – With the advent of the internet and big data, potential customers have an unprecedented level of information at their disposal. Create incentive structures and a company culture that will motivate your managers and your reps to stay with the company.

Lead Generation and Accountability: Increasing the Quality of Prospects


Numbers, incentives, and change. Sales is all about numbers, but these incentives can skew the real goals. When your best salesperson is struggling, then they may be the person to single out for information to see how prospects are reacting.

10 Questions Every Sales VP Candidate Should Ask the CEO

Sales Benchmark Index

Research has shown that asking someone to self-assess gives you unreliable information. If you can’t hit it, you’re not getting the incentive pay promised. Get the necessary information by asking the right questions. Interviewing for the VP of Sales requires a lot of preparation.

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Sales Team Gamification and the Virtual #SalesSummit

Smart Selling Tools

SPIFs (Sales Performance Incentive Funds) are commonly used to incentivize salespeople to sell more of a particular product in a given period of time. After-all, incentive-based compensation (commissions) is just a form of Gamification.

3 Key Insights Management Can Learn from an Inside Sales Team

Sales and Marketing

Teaser: In my 20-plus years of managing inside sales teams, I am still amazed at the amount of critical information they can provide to management. In my 20-plus years of managing inside sales teams, I am still amazed at the amount of critical information they can provide to management.

Sales Managers – Why Isn’t Goal Setting Easy?

Anthony Cole Training

Or, if you want to use incentive travel/excursions to motivate people to higher levels of performance, you raise the bar required for people to qualify for the “President’s Club” trip. I have inquired about incentives and changes in overall production of a sales team.

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Put a Little Personality into Selling

Your Sales Management Guru

Approach a persuader informally — go with a first name, listen for personal information and use it as you work to develop a relationship. Offer incentives for a willingness to take a risk, avoid too many details, speak to the persuader’s dreams and make the person a hero.

Is Your Sales Team on the Brink of Disaster?

No More Cold Calling

These prospects come into the sales process at different stages and go bouncing around, collecting new information and shifting their focus back and forth. The result: Salespeople aren’t providing accurate information about prospects.

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Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

Avention gives you the most up-to-date, most accessible, and most comprehensive information. InsideView delivers the most accurate company and contact information, including business insights, and professional connections to increase sales and marketing productivity.

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10-Point Inspection for Top Sales Performance

Sales Benchmark Index

Erik Charles is the Principal Incentive Strategist at Xactly Corp. In a recent webinar , Erik noted that: "The total outlay for Incentive Compensation in the U.S. January is over. The first monthly commission statements will soon be in your sales reps'' hands.

Build or Buy? A Vendor-Agnostic Evaluation for ICM


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. Incentive Compensation Management (ICM) systems are faced with many of the same complexities as an ERP implementation.

Are Sales and Sales Management Candidates Getting Worse?

Understanding the Sales Force

They tend to pay more than smaller and larger businesses and their recruiting efforts, compensation and incentive plans are designed to attract stronger salespeople. Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before.

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51 Ways to Fund Your Sales Improvement Effort

Sales Benchmark Index

Through an informal or formal assessment, you’ve found sales improvement needs. But, the SPIFF incentive didn’t completely go to the sales rep. A percent of SPIFF incentive was held back for funding the SFE effort.

We forgot to pay $200k in commissions (and how to make sure it doesn’t happen to you)


Can I get a list of all plan participants, including their base and target incentive information?” Instead, I was met with the following response: “We have the base salaries from payroll, but we don’t have a way to log incentive comp. ” When asked why they couldn’t have housed the information i their existing payroll software, they replied, “There’s no field for that in our system, so we are unable to capture that information.”

Renew Your Vows with The CRM System

Sales Benchmark Index

Names of companies and contact information are non-existent. The Rolodex tool: Customer contact information is entered, but opportunities are sparse. Nobody uses it or enters information in it. They ask for information irrelevant to the opportunity.

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Drive sales innovation by bottom up entrepreneurialism

Sales Training Connection

The lesson is your sales team cannot only sell value ; they can be used to inform you how to create value. Pull: Implement clear incentive policies that offer appropriate rewards for idea generation, not just successful implementation. Drive sales innovation.