Incentives Objections Territories Travel 
Xactly
JUNE 13, 2018
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.
The Pipeline
AUGUST 27, 2019
If you are a full-cycle rep, with a demanding client base in a defined territory, 23% is not bad. Consider travel, time understanding the clients and market, generating leads, and more. Buyers know they will be offered price incentives to bring a deal in sooner, like “end of the quarter.”
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SBI Growth
OCTOBER 21, 2013
Those reps were covering an extensive territory and large customer base. This reduced the time spent traveling by more expensive sellers. Incentive Programs. Does your comp plan incent behaviors that will get you to your number? Consider the metrics that will drive your top 3 sales objectives for the year.
Hubspot Sales
JANUARY 9, 2018
A sales plan lays out your objectives, high-level tactics, target audience, and potential obstacles. Make sure your objective is realistic, otherwise your entire sales plan will be largely useless. If you have territories, assign a sub-goal to each. Here are a few examples: Objective: Increase referral rates by 30% this quarter.
Xactly
AUGUST 20, 2018
To obtain and manage this data properly, sales organizations need automated sales performance management (SPM) solutions to help facilitate their planning strategically, from territories and quota allocation, to compensation planning and management. Design Fair, Balanced Territories. Drive the Right Sales Behaviors with Incentives.
Apptivo
OCTOBER 7, 2022
A proper sales plan helps businesses achieve their goals and objectives. Sales plan is a periodic forecast that is based on the overall objective of the organization, arrived at by analyzing trends, and predicting opportunities. It plans for various tasks to be carried out over the period to achieve the above objective.
Xactly
APRIL 2, 2018
Since sales is tasked with increasing revenues, incentives are an important part of achieving those goals. It’s important to structure your compensation plan with your end objective in mind. Good salespeople don’t usually mind pure commission because they know they can make a killing if incentives are uncapped.
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