Remove Incentives Remove Marketing Remove Territories Remove Up-Sell
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The power of incentive programs lies in their structure

Sales and Marketing Management

Author: Tim Houlihan The best incentives have open budgets, meaning anyone who qualifies can win. Here are a few incentive structures to consider for open budgets : Do This Get That – Rewarding reps on every increment of units, sales dollars or gross margin dollars they write up during the incentive period is a great way to increase sales.

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How Your Go-To-Market Strategy Is the Secret Sauce of Sales

Sales and Marketing Management

For some it’s an actual product: a unique amalgam of ingredients no other chef has yet discovered or marketed. In a competitive market, what pushes companies ahead isn’t just what they sell – it’s also how they sell. Today, winning in the market isn’t just about having the best product. The key ingredients.

Strategy 149
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5 Tips for Designing Successful Sales Incentive Compensation Plans

Xactly

Few leading indicators are more predictive of a company’s future sales performance than its incentive compensation plans. While multiple factors influence the effectiveness of your sales incentive compensation plans, 5 tips stand out: 1. Creating incentive programs that work require balancing multiple design choices.

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Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of @MapAnything

SBI

Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of MapAnything. Following the recent acquisition of TerrAlign by MapAnything, I asked MapAnything CEO John Stewart to explain the relationship between map-based geo-productivity and territory optimization. So, I asked John to tell me more.

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How to Optimize Sale Territories for a Strategic Advantage

Xactly

Effective territory design is the basis of strategic sales planning. Balanced territories allow you to set fair quotas, which have a huge impact on your incentive compensation and success of your salesforce. Ultimately, if your sales territories aren’t optimized, you hinder sales reps’ motivation and performance.

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11 Sales Compensation Complaints to Address Before Next Year

SBI Growth

To get this tool, sign-up here. This also gets you access to SBI’s Annual Sales & Marketing Research. Surely something is wrong besides the new incentive compensation. Reps give up and learn to live off of base salary. If it’s been the same year after year, it might be time to shake things up.

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Part II The Territory & Quota Management Revolution

OpenSymmetry

The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. Gone are the simplistic days of sales reps simply “having a patch” to cover for selling their goods and services. The importance of crediting transactions in the Incentive Compensation process.