10 Ways To Boost Your Sales Incentive Strategy

Sales and Marketing Management

Author: George Kriza, CEO, MTCPerformance Your organization wants to drive sales with an incentive program. Here are 10 of the most important elements in designing and deploying your next incentive campaign. Are they already in other incentive programs, or is yours the only one they’ll see? Target the right market segments: Decide which sales organizations, geographies and channels will deliver maximum performance for your incentive budget.

Sales Incentives, Awards, Lead Follow Up and Sales Effectiveness

Understanding the Sales Force

We have the sales process dialed in and we are training on it now. Dave Kurlan wrote: They should receive the incentive only if the opportunity makes it as far as 2 nd base in the sales process.

6 Ways to Make Your Sales Training Effective


If you consider sales training to be the first of several steps toward boosting profits, it’s easy to see why it’s such a crucial investment. Ready to amp up your sales training results? 1) Use data-driven tools to determine what training is needed.

Sales Incentives: What Works and What Doesn’t?

The Brooks Group

By adding in a few carefully selected sales incentives, you can capitalize on this competitive streak and really get your team to race full speed towards sales goals. Sales incentives can be broken down into three categories. Tangible Sales Incentives. Adventure Sales Incentives.

The Pipeline ? The REAL Problem with Sales Training

The Pipeline

The REAL Problem with Sales Training. Stored in Guest Post , Productivity , Sales Leadership , Sales Success , Sales Training , e-book , execution. The REAL Problem with Sales Training – The Pipeline Guest Post – Jonathan Farrington It seems that every week… [link].

Sales Reps Love Their CRM!

Smart Selling Tools

Combine sales reps not having that 360° view of customers with not having proper training, enablement, and coaching with slow response times, and you have a very frustrated customer. Sales training and enablement. Incentive compensation management. Sales reps love their CRM.

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What is Draw Against Commission in Sales?


Depending on your sales force structure and size, there are different sales commission structures that can be used in your incentive plan. These are designed to provide the rep with sustainable earnings during their training and sales ramp-up period.

MBO Examples to Kickstart Your Sales Team Engagement


Management by Objectives, aka MBOs, are goals set for employees to improve overall sales performance, as agreed up on by sales manager and rep. Have you translated an organizational goal to an employee objective? Incentive Compensation Sales Coaching and Motivation

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


Many Sales Enablement investments pay off in the course of 12 months or more; however, heads of sales departments have quarterly objectives, so they must somehow saddle and ride the horse at the same time. For example, is investing more heavily in training a better option than the introduction of a content management or CPQ tool? For instance, many would concur that a high percentage of sales training is forgotten or ignored in as little as 30 days after the workshop.

The Strategic Account Manager – How do you Compensate This Critical Role?


Their business strategy and objectives were clearly defined; however, they faced a number of challenges, including their ability to cover the market, resourcing, and “juggling” multiple products.

Sales Does Not Operate in a Vacuum

Increase Sales

Sales or selling generate a lot of discussion as well as passion especially by noted sales training coaching gurus who make their money teaching specific sales skills. Incentives/Rewards. ” Now some sales training coaching experts suggest with enough sales the other problems go away. Sales Training Coaching Tip: Business ethics are personal ethics. Credit www.sxc.hu.

Keeping Good Salespeople is Harder Than Finding Them!

Jeffrey Gitomer

Have incentives and contests to keep it competitive. Pay a larger incentive the second time. Pay a big reward for the letters that overcome objections. Have regular sales training. A weekly sales meeting should include 15 minutes of training.

Development vs. Budget Cycles

The Pipeline

They have decided that based on current numbers, they will need to cut budget for 2015, and her words, not mine, “training is on top of the cutting list”. Not training due to budget issues, is like not fueling up the truck due to the same budgetary reasons.

Selling - Do You (They) Have What It Takes?

Anthony Cole Training

dealing with objections (7). Leadership Training (2). sales management training (4). Sales Training (5). training sales (25). Tony Cole, Founder and CEO of Anthony Cole Training Group. Selling requires that you are motivated by incentives rather than effort.

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8 Sales Role Play Exercises to Prepare Your Team for the Win

Sales Hacker

Objection Island. Objection Island. It not only provides a great field for practicing rapid fire objection response, but allows team members to hear ideas, engage in peer coaching, and shake off some nerves through a shared experience. Expand Your Training Focus.

How To Maximize Your ROI At An Exhibition

MTD Sales Training

The value of face to face selling at exhibitions is well documented, so in these testing times, where we all have fewer customers with less money to spend, it is imperative that we plan ahead and train our stand personnel to work harder and smarter than our competitors. Training.

Episode 2 – How to Motivate and Empower Your Team [VIDEO]

Keith Rosen

Video Content Script: In the last video we discussed how you can tap into each person’s individuality by asking well-crafted, open-ended questions to uncover what truly motivates them so that you, as the manager, can best align your business objectives with their personal and career goals.

[Webinar Recap] How to Use Optimized Sales Planning to Drive Growth like Salesforce


Nearly 70 percent of Xactly customers use Salesforce to manage their sales force compensation plans, and Salesforce is a long-standing Xactly customer (since 2010), using Xactly Incent to manage more than 15,000 payees on compensation plans.

Dispatching sales coaching myths and best practices – A STC Classic

Sales Training Connection

As the Sales Training Connection readership grows, we decided to reprint some of our most popular posts. A lack of well-defined incentives for sales coaching usually makes the list, too. . A Classic - '63 Corvette.

Unleashing the Power of Frontline Sales Management, Part 3: Institutionalizing Sales Management

Sales and Marketing Management

They set clear objectives for manager-rep interactions, and they use a consistent set of leading indicators that drive the right activities. Provide meaningful training. Create incentives that drive the right behaviors.

Understanding the Fundamentals of Effective Sales Rep Management


Consider your sales incentive plan –it works in the same way. Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project. A little can go a long way with incentives.

Sales Leadership: 5 Steps to Exceed 2015 Quota

Your Sales Management Guru

Recruiting takes time and training new salespeople takes time, get a jump on your headcount. Does the plan match your organizations strategic objectives? In my book; Creating High Performance Sales Compensation Plans I have an entire chapter on incentive compensation.

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Mistakes to Avoid When Expanding Your Sales Department


If sales force size and business growth objectives are mismatched, the success rate of the expansion will drop like a lead balloon. Why hire someone to pitch in with Sales and then have them filling expense reports or tracking incentives instead? Offering Insufficient Training. It might seem redundant to say it, but, unless you invest in a solid training program (go through both product and sales methodology) for new reps, you’re not getting the most of their potential.

Guest Post: Top 20 Reasons Why Sales Managers Suck at Coaching

Jonathan Farrington

Skills – They have not been trained in the fine art and science of sales coaching. Motivation - They don’t have the incentive (compensation) to justify the effort. He is the founder and CEO of Objective Management Group, Inc.,

How to Build Effective Sales Compensation Plans for Any Customer Facing Role

Sales Hacker

Plan Compensation for Onboarding and Training. Know what to Include in a Sales Incentive Plan. This is what the person would be paid annually and it has two elements; a base salary and a sales incentive held against sales, also known as variable pay.

The Best Sales Managers Don’t Chase Revenue: 6 Steps to Get Goal-Setting Right

Sales Hacker

They play a lead role in determining periodic targets and creating playbooks to achieve their objectives. Integrate sales coaching, personal development, and sales training into your team goals. Training currently available. Incentives (compensation, commission, benefits, perks).

Will These 6 Tests Save 2013’s Sales Compensation Plan?

Sales Benchmark Index

But wait – this new incentive compensation plan could flop. So, he commissioned HR to design a new incentive compensation plan (IC Plan.) Will a focus on training and coaching be undermined? Suppose HR and Sales have built great training and coaching materials.

Are Sales and Sales Management Candidates Getting Worse?

Understanding the Sales Force

Companies are spending more money on sales force evaluations, sales training, consulting, sales leadership development, sales process, infrastructure and sales recruiting services than 5 years ago.

7 Critical Sales Leadership Challenges

Steven Rosen

Chances are next year’s sales objective is going up and your budget is being reduced. Ineffective Sales Coaches – Despite the proven efficacy of well-executed sales coaching, it’s likely that many of your sales managers will be insufficiently trained in how to conduct it properly.

8 TED Talks All Salespeople Should Watch

DiscoverOrg Sales

But having a strong “why” behind what you’re doing is the secret to overcoming those objections. Every salesperson is focused on reaching quotas and goals, motivated by personal agendas and incentives. At DiscoverOrg, we’re a bunch of self-proclaimed gluttons for learning.

Why You Must Understand This about Desire for Sales Success

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan One of the most frequent questions we get from clients has to do with the second most important finding on Objective Management Group''s (OMG) sales and sales management evaluations.

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Sales Leadership: Closing Summer Business

Your Sales Management Guru

Summer can be a difficult time to lock down that extra business that ensues you exceed your monthly objectives; pipelines are thinner, vacations occur and even people are less focused. If you believe you are going to have make some kind of offer, set the stage earlier in the sales process by either mentioning an “upcoming” promotion that may occur in July (example) and then offer the promotion/incentive when appropriate. Sales Leadership: Closing Summer Business.

Put a Little Personality into Selling

Your Sales Management Guru

To speed up closing, provide alternatives, handle objections by taking issue with the facts and not the person, motivate a director to close by using objectives, results and a sense of urgency. Sales Training Put a Little Personality into Selling.

KPI’s – What Are They To You?

The Pipeline

As a concept, KPI’s are great, helping sales organizations in defining and measuring progress against stated objectives or goals. ” It doesn’t help when sales leaders are incented on meeting KPI’s rather than result. By Tibor Shanto - tibor.shanto@sellbetter.ca .

Are Women in Sales Less Trainable?

Understanding the Sales Force

Objective Management Group recently evaluated a sales force of 24 women. When either of those elements is found to be lacking, the salesperson will not have enough incentive to change.

Creating the Ideal Performance Culture

Sales Benchmark Index

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. Continually develop and train on new strategies.

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Recognize Employee Recognition For What It Is: GOLD! | Jeffrey.

Jeffrey Gitomer

Online Training. There is an incentive for that person to maintain or improve his or her performance to stay at the top. KEY POINT OF UNDERSTANDING: Incentives and awards are economic stimuli of the first degree. Overcoming Objections. Store. See Jeffrey Live!

The Best Sales Managers Don’t Chase Revenue: 6 Steps to Get Goal-Setting Right

Sales Hacker

They play a lead role in determining periodic targets and creating playbooks to achieve their objectives. Integrate sales coaching, personal development, and sales training into your team goals. Training currently available. Incentives (compensation, commission, benefits, perks).

Sales Leadership: 2013 Sales Theme

Your Sales Management Guru

While every plan should include goals and objectives for training, marketing and sales incentive programs; it is also the perfect time to consider how you will maintain your sales team’s emotional focus on exceeding your goals. Sales Leadership: 2013 Sales Theme.

Sales Enablement Defined

Sales and Marketing Management

At the Sales Enablement Society conference in Dallas this past October, the Definition Working Group unveiled their definition: Sales Enablement ensures buyers are engaged at the right time and place, and with the right assets by well-trained, client-facing staff to provide a world-class experience along the customer’s journey. It also includes training, technology, predictive metrics and alignment of compensation plans to metric-based sales enablement objectives.