Remove Incentives Remove Motivation 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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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 Your Go-To-Market Strategy Is the Secret Sauce of Sales

Sales and Marketing Management

In a competitive market, what pushes companies ahead isn’t just what they sell – it’s also how they sell. Rather, success today comes from the methods sales leaders use to set up their team and take down a market. It comes from the way sales teams set up territories and quotas, measure their effectiveness, and adapt to changes.

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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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3 Reasons to Drop Manual Sales Territory Planning for Good

Xactly

Sure, you know you need ICM to handle accurate and timely payments, but do you really need automated sales territory planning as well? Although automating technology for territory design can increase your sales up to 20 percent, territory planning is often categorized as a luxury in SPM—instead of as the necessity it is.

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Building a Winning Sales Organization Following an Acquisition

Sales and Marketing Management

In general, the challenge of any merger or acquisition is ensuring that the companies coming together end up as a unified team of people all working toward the same goals. You just have to be able to find out what motivates your salespeople. More than ever, that scenario calls for strong leadership and effective communication.

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