6 Marketing Strategies for B2B Customer Retention

Sales and Marketing Management

To promote customer retention and strengthen your B2B marketing scheme, we’ve assembled this list of six key strategies you can use. In every B2B industry, the quality of customer service is closely connected to customer retention.

5 Steps to a Competitive Sales Incentive Plan


Compensation drives sales behavior, which means your sales incentive plan is a critical factor in sales performance and objective achievement. The incentive compensation planning team faces the challenge of balancing executive priorities and designing incentives that motivate reps.

Five Bottom-Line Benefits for Incentive Compensation for Retailers


With retailers making a shift to omnichannel structures, organizations must find solutions and develop strategies that help drive the desired behavior, improve customer service, and increase customer retention. The Retail Industry is one of the most quickly-changing environments.

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


Improving customer loyalty and retention is essential for long-term success and profitability. Your organization cannot let a record-breaking retail holiday season go by without maximizing the benefits of incentive compensation to: Motivate sales teams.

Capturing the Yeti: Calculating and Optimizing the ROI of Your Sales Incentive Plan


Much like the elusive yeti, the identification of Return On Investment (ROI) for a sales incentive plan is believed to exist by enthusiasts from the sales compensation design team, but met with much skepticism by others, namely the Finance department. So how do you prove the existence of ROI in your sales incentive plan proposal? So how do you measure the mysterious ROI of a sales incentive plan? Incentive design clearly has a major influence. Customer retention.

[Webinar Recap] Enhance Your Workforce Culture and Sales Performance through Incentive Compensation


In the recent 2018 mid-market sales incentive study, CFO Alliance reviewed the relationship between Sales and Finance departments—and how this partnership can positively impact a company’s revenue potential. Incentive Compensation.

Sales Performance Management 101 for Sales Leaders: Maximising Performance of Your Sales Team Using the Right Technology


SPM technologies like IBM Incentive Compensation Management empower Sales Leaders by providing real time pay for performance information. Sales Leaders have the information to ensure that incentive design rewards the top performers effectively leading to higher retention. For the mighty middle, Sales Leaders have the data to design incentives that encourages an extra 5-10% performance out of a group that can get complacent.

How Do You Incentivise SaaS Sales?


Software-as-a-Service (SaaS) is generally thought to be a challenge for incentive plan designers – but is this true – why is it important and what are some of the key considerations in getting the design right? The third is above target incentive structure.

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Top Performers - May-June 2019

Sales and Marketing Management

The country’s biggest trade show for the incentive travel, meetings and events industry returns to Las Vegas for its ninth year Sept. For more information, contact Seiko Corporate Sales & Incentives at 201.252.8978 or specialmarkets@seikousa.com.

10 Sales Statistics You Should Know in 2019


Industry and planning-specific statistics also help guide sales planning and incentive compensation. Nearly 50% of companies fail to measure and adjust financial forecasts and plans to account for the residual impact caused by sales force attrition ( 2018 Mid-Market Sales Incentive Study ).

How to Prevent Turnover on Your Sales Team

Sales and Marketing Management

It’s no wonder employee retention is a priority for 87 percent of companies. If your team struggles with retention, you’re not alone — but you don't have to keep operating like this. People like incentives, even small ones, that give them something to work for.

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. Top Sales reps become a retention risk when they recognize that the plan will not support achievement of their income goals.

Drinking Our Own Champagne: How Xactly Insights Data Improves Sales Performance Analysis


Despite the fact that we live and breathe incentive comp, we are not immune to the factors that affect every sales organization. In a world so focused on incentive compensation, Xactly Insights gives us a lot to think about.

Is Your Sales Compensation Driving the Right Behaviors?

Sales Benchmark Index

Retention - Top performers who are failing to achieve their expected income are at risk. A compensation problem may soon morph into a retention problem. Did it incent the right behavior? How do you know if comp-incented behaviors can move the needle?

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.

Pay For Performance

Partners in Excellence

As is usual this time of year, I’ve been involved in lots of discussions of incentive and commission plans–both last quarter as people plan for the new year, and now as these plans are being introduced at Sales Kick Off Meetings.

The Beginner’s Guide to Referral Marketing


Referrals increase customer retention rates. Referred customers have a 37% higher customer retention rate than other customers ( source ). Choose the right incentives. But, we recommend you give more thought to your referral incentives.

Is Your Sales Rep Compensation Plan Pushing You Up or Out?

Sales Benchmark Index

Does executive leadership refer to key annual sales goals (customer retention, new product sales targets) that are not part of your compensation plan? In addition to your specific pay plan, consider this: Does your company have an incentive pay plan for those that directly support, and are focused on sales outcomes? Marketing and lead development reps that are paid incentives if they meet high levels of quality and quantity for you will help you make your number.

How to Get Sales and Customer Service Teams Working Together

Base CRM

Most companies would probably agree that customer retention is an important goal. When conversations are not followed up on or the customer keeps having to explain an issue from one rep to the next, customer retention is unlikely. As discussed, traditional incentives between departments are polarizing. Answer the following questions: What type of incentives and performance metrics are currently being used to measure employee success?

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

Sales and Marketing Management

When sales managers’ targets are lower than those of their reps, it creates a disincentive for growth, reduces manager accountability and encourages retention of underperforming reps. Create incentives that drive the right behaviors.

With a transient workforce is there still team spirit?

Sales and Marketing Management

Rymax delivers memorable, on-site events that properly convey appreciation, fuel loyalty and encourage retention by giving your meeting participants the opportunity to select gift items in-person, in an exclusive setting. It’s critical that the rewards offered in incentive programs are highly desirable. We have truly mastered the art of creating an incentive event within an existing event, guaranteed to connect with your attendees.

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. Top Sales reps become a retention risk when they recognize that the plan will not support achievement of their income goals.

7 Critical Sales Leadership Challenges

Steven Rosen

Sales Rep Retention – While retaining reps is more in line with the responsibilities of a sales manager, ultimately, sales teams with high rep turnover tend to perform poorly and overall sales performance is a jurisdiction that lies squarely with you, the sales executive.

Sales Planning Fundamentals Part One: Driving the Right Approach


Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project. This blog is the first in a series on sales planning fundamentals being written by Xactly Chief Sales Officer Marc Gemassmer.

How to Adapt Your Sales Organization in the Subscription-Based World


When one salesperson handles both account acquisition and retention, the customer can develop a deep relationship with that individual. Instead, there might be a period when two salespeople ride tandem, both working with the customer with shared goals and incentives.

7 Strategies to Motivate Your Contact Center Agents (Aside from Free Food)


You need some better incentives if you want to increase performance and customer satisfaction. Incentive programs are meant to drive motivation and work ethic with your employees. However, incentives that don’t keep people engaged become an expected part of work. Guidelines for Choosing an Incentive Strategy. You want to set your agents up for success; otherwise, your incentives could hurt morale and affect the customer experience.

A Sales Leader’s Blueprint for 2014

Sales Benchmark Index

Change the compensation plan to incent new logo growth by adding an accelerator. Increase base pay by 7-9% across the board to help with retention. Your Sales Strategy. It is one thing to have a sales strategy. It is entirely different to have one you and your team can execute.

7 Tips for Retaining Your Best Salesperson


Building a retention strategy that hits some of these key pain points can help ensure that you are retaining your best salesperson. Most salespeople are driven by financial incentives. Offer non-monetary incentives as well. If your budget is tight, consider offering other incentives such as bonus PTO, free gym memberships or public transit passes. The same is true for retention of salespeople and across your organization.

Engaging B2B Customers Through Immersive Experiences

Sales and Marketing Management

After all, brands that succeed in connecting with customers on an emotional level are rewarded with greater retention and bottom-line growth when compared with competitors. has nearly 20 years of experience in the event, incentive and recognition arenas. ITA Group creates and manages recognition and incentive programs that align and motivate people Author: Maura McCarthy, Vice President, Communication Solutions, ITA Group, Inc.

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8 Steps to Setting Smarter Sales Goals

Hubspot Sales

The incentive for your reps to meet their quota? So what’s the incentive for meeting these smaller goals? Don’t have the budget to offer monetary incentive? Provide an incentive that’s only awarded when everyone meets the goal. Sales Goals. Monthly sales goals.

7 ways to create a successful sales team


Provide Incentives. You can give your sales team that motivation by offering incentives for meeting and beating goals, going above and beyond, and finding new lead sources for their pipelines. Treat your salesperson like you would treat your most important customer—because he is!

No Product Differentiation? No Problem. A CEO Who Found Another Way to Grow

Sales Benchmark Index

Delivering customer satisfaction drives policy retention for carriers. We partnered with a consulting firm to help us identify the right sales resources, define the sales processes, and determine the proper metrics and sales incentives.”. We built a Key Account Sales organization that focused on customer retention first, penetration second and customer conversions third.”.

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

Sales Hacker

They use these resources to drive sales growth, improve lead generation, prolong customer retention rates, and hike after-sales business. Incentives (compensation, commission, benefits, perks). Success begins with setting goals.

How to Be a Leader that Inspires Your Sales Team


Align incentives with company goals. This means incorporating client-fit and retention metrics into goals and compensating accordingly. You should include your team in the conversation when determining incentives and let them help choose their rewards.

How One Company Uses Benchmarking Data to Drive Sales Planning


Download "The Impact of Tenure on the Retention of Top Performers," to see data pulled straight from the Xactly Insights application and discover how tenure affects performance and rep retention. When it comes to sales planning, there are a lot of moving parts to consider.

Is the Commission – Quota Sales Model Dead?

Adaptive Business Services

Salespeople need and want incentives and a company needs salespeople. Commissioned salespeople, the good ones, have always focused on customer retention because it means more commissions. Now, the author does suggest that incentives could be based on customer retention and satisfaction. I get that salespeople these days want, and expect, a base salary in addition to incentives. It had a generous salary as well as generous incentives.

6 Ways to Make Your Sales Training Effective


Sitting your team down for hours of lectures won’t be nearly as effective for learning or retention as active participation. Include sales incentives and recognition as part of an ongoing sales program.

Sales Planning Fundamentals Part Four: Territory Planning


Accurate quota allocation impacts your team’s ability to achieve their anticipated incentive compensation. This, in turn, affects rep satisfaction and—ultimately—the retention of your top performers.

5 Call Center Pain Points Solved with Gamification and Coaching


Starting off strong with new employees is key to retention in the long run. Try giving employees incentives to meet and surpass goals through contests. Call centers have it rough.

3 Ways to Cut Churn and Increase Sales Motivation While You Scale

Hubspot Sales

By paying over time, software companies are incented to keep customers happy, rather than extract as much money upfront as possible. Churn and retention are the best indicators of customer lifetime, but they take too long to tie to your sales comp.

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