INDUSTRY INSIGHTS YOUR PEERS ARE READING
There’s a lot of stuff written about what sales managers have to do and their key job responsibilities. There lots of ways we see managers behaving. Some seem to think they have to be super sales people–the person that comes in to close the deal. MORE
Compensation drives sales behavior, which means your sales incentive plan is a critical factor in sales performance and objective achievement. The resulting plan is your map to driving sales objective attainment for the year ahead. Redefine sales roles. MORE
Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined. MORE
Sales compensation is one of the most important components of sales planning. Sales operations and compensation professionals must compile a team to piecing together metrics and goals, which carries an incredible amount of responsibility. Time in sales compensation: 11 years. MORE
When we think of an effective sales manager we often think of someone who manages a sales team that consistently hits the sales goals and objectives set by their company. Here are six things that the best sales managers do differently. Things that you can implement to create an elite, high-performance sales team. Drive Rep Accountability for Breakthrough Sales Performance. The best sales managers do the same. MORE
Without goals, your team lacks the key elements it needs to win — a direction to follow and the encouragement to stay motivated in sales. Imagine similar spikes in your sales metrics and you’ll see the glaring imperative for setting goals. Sales velocity. MORE
Sales Leaders. Although Ibaraan was writing about business in general, we thought her message held particular insight for the world of sales. If buyers change how they buy, sellers need to change how they sell and sales leaders need to bring the insight to make that happen. MORE
Historically, sales performance incentives have been focused on individual recognition. Plans like individual sales quotas are designed to reward, recognize, and help retain high achievers, as well as motivate the average and below average performers to go above and beyond. MORE
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. MORE
Incentive Compensation Management (ICM) solutions help companies manage their sales compensation plans and calculate commission payments. SPM solutions help solve a wide range of issues companies face in sales planning and execution. MORE
Impossible-to-reach quotas, a high-pressure sales environment, and a lack of transparency throughout Wells Fargo’s sales organization. Last month, Wells Fargo CEO Jon Stumpf faced the House Financial Services Committee on Capitol Hill, where congressmen questioned the sales practices at Wells Fargo. This means that C-level executives may not have adequate visibility into the operations and practices of their sales team other than through basic reporting from sales managers. MORE
When it comes to sales compensation planning, you can never start prepping too early, right? One of the most important things to consider when designing plans are the different roles on your sales team. Constructing the Commission Plan for Sales Managers: Pay Mix and Upside. MORE
Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Sales Managers Have the Hardest Job in Sales. As a sales manager, you owe it to yourself to pay close attention to Jeb’s keen insights on leadership. Sales Managers have the hardest job in sales. No sales. sales. MORE
Q & A with Derek Wong, Geopointe Sales Development Supervisor. Many modern sales teams are implementing a Sales Management System that integrates with their CRM in order to motivate, engage, and coach their teams around the behaviors that support their business goals. MORE
Simply sending an email announcement of your next incentive to make the reps aware of the program will not maximize results. Effective incentives are more than awareness. Sales managers are wise to use incentives to improve their results. MORE
So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. First and foremost, what exactly is a sales manager? MORE
Author: Tim Houlihan The best incentives have open budgets, meaning anyone who qualifies can win. Open budgets tend to lead to improved morale due to the general ability for reps to feel like they have a chance at winning and that will lead to more sales. based sales forces. MORE
Author: Brad Wilsted Note: This is part 3 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. Hire the right sales managers. MORE
A sales management team needs to consider what the point of a sales incentive plan actually is prior to constructing one, as many leaders tend to forget why this type of system is implemented in the first place. The idea behind a sales incentive plan is that representatives may need motivation to increase their productivity and raise the number of outgoing calls that they make each day. MORE
Without goals, your team lacks the key elements it needs to win — a direction to follow and the encouragement to stay motivated in sales. Imagine similar spikes in your sales metrics and you’ll see the glaring imperative for setting goals. Sales velocity. MORE
An ideal sales incentive plan should be simple. It helps sales representatives to understand the correlation between their performance and their payout. Simple sales incentive plans are easy to administer and offer motivation. How to simplify your sales incentive plan. Here are a few tips on how to simplify your sales incentive plan: 1. Communicate these objectives to sales reps and realize viable steps towards their achievement. MORE
Author: Tim Houlihan Most incentives are paid out between 3 and 10 percent of the income earned during the incentive period. Matching Incentive to Your Corporate Culture. Track Incentive Results. The same rigor must be applied to your incentives. MORE
When that transition is from an individual contributor to manager, that adjustment can be even more jarring. Building a great sales management team is key to a sales team’s success. Research from Vantage Point Performance shows that top performing managers generate $3.5 MORE
The Sales Manager Boot Camp. Becoming a new sales leader is overwhelming. Suddenly you go from having a quota to managing the quotas of multiple people. Improving your professionalism as an experienced Sales Manager is just as hard. At the same time, sales management is one of the most rewarding jobs in business when you know what to do and how to do it. This is what New Sales Manager Boot Camp is all about. Slammed! MORE
Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team. Every sales manager is time starved. Sales Managers should be spending 75% of their time coaching their team. MORE
Improve your sales manager coaching skills in six actionable steps. As a sales manager, you aren’t just responsible for direct interactions with customers. These strategies will make you a more effective sales coach. Blog Sales Manager Effectiveness MORE
Q: Why not use quota as a bar to require reps to pass before they’re eligible to earn in the incentive program? Q: Why should I, as the sales manager, have a goal? Isn’t my objective to grow sales or meet the numbers handed down to me from senior leadership? MORE
When it comes to sales compensation planning, you can never start prepping too early, right? One of the most important things to consider when designing plans are the different roles on your sales team. Constructing Commissions in a Sales Manager Compensation Plan. MORE
Last time, we discussed why, contrary to popular belief, top sales reps can at times, make not so great sales managers. Which naturally raises the subsequent question, “When should we make a sales rep a manager?”. Talent Management Sales Management MORE
For them, it’s not enough to just have products that span the entire marketing and sales funnel. The survey uses intelligence based on what was included in the sale along with past orders and delivers questions that are specifically unique to that customer. MORE
A post for Sales and HR Leaders to find root causes of Sales Manager (SM) vacancies. The Sales Manager position is the fulcrum between sales leadership strategy and sales force execution. Weak sales strategy. MORE
I was first introduced to goal setting in sales when I was an insurance agent with National Life of Vermont. The General Agent was Dave and his manager was Bob. I never did write 100 lives but, based on the sales activity reporting I did every week, I should have. MORE
Author: Tim Houlihan Most incentives are paid out between 3 and 10 percent of the income earned during the incentive period. Matching Incentive to Your Corporate Culture. Track Incentive Results. The same rigor must be applied to your incentives. MORE
Are you prepared to succeed today in Sales, Sales Management, Business and Life? Let me take a minute to answer for myself and then I'll get on with the rest of the post: Sales - yes, Sales management - kind of, Business - yes. Did we hit our sales quota? MORE
Understanding the Sales Force by Dave Kurlan The latest interview between Jonathan Farrington, CEO of TopSalesWorld , and me is available here. We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening. MORE
It’s not uncommon for people to ask me what’s the best way to motivate sales people to sell more. If you are using money to incent sales people to sell MORE, you have a big problem. I participated in this sales webinar yesterday; Best Practices in Modern Day Selling. One of the participants asked this question: What incentives have you offered your sales teams to help motivate them to close more deals? Poor sales leadership. MORE
Whether you’re in sales, finance, marketing, or IT, it’s important that your company can rely on you to get your job done and do it well. As a sales leader it’s important that you motivate your team because nothing kills employee morale like a bad manager. Sales Sales managemen MORE
This article takes you through 5 crucial tips to efficiently manage your sales pipeline. Before we jump right in, let’s define what a sales pipeline is. A sales pipeline is a systematic and visual representation of your sales process. MORE
Sales Tips: A Brilliant Sales Management Strategy. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. A sales manager’s dream is having “A” Players that can carry a branch, district or regional office. MORE
To all those sales executives I work with, here is a topic near and dear to my heart - Managing/Leading/Motivating sales people to success by setting standards and expectations. Normally, this isn’t such a challenge for sales people to understand. MORE
You said you’ve built a lot of sales incentive programs as a manager, and, not to toot your own horn, but they have worked pretty darn well. With 20-plus years and more than 1,500 sales incentive programs under my belt, I’ve got some experience to share. Like all of us, sales managers get into ruts and here are some ideas to get you out of a rut and off to running your best sales incentive program?—?ever. MORE
Sales and Marketing Management
NOVEMBER 5, 2018
Q: Why not use quota as a bar to require reps to pass before they’re eligible to earn in the incentive program? Q: Why should I, as the sales manager, have a goal? Isn’t my objective to grow sales or meet the numbers handed down to me from senior leadership?
Sales and Marketing Management
MAY 6, 2019
Simply sending an email announcement of your next incentive to make the reps aware of the program will not maximize results. Effective incentives are more than awareness. Sales managers are wise to use incentives to improve their results.
Sales and Marketing Management
SEPTEMBER 12, 2017
Author: Tim Houlihan Most incentives are paid out between 3 and 10 percent of the income earned during the incentive period. Matching Incentive to Your Corporate Culture. Track Incentive Results. The same rigor must be applied to your incentives.
Xactly
DECEMBER 10, 2018
Compensation drives sales behavior, which means your sales incentive plan is a critical factor in sales performance and objective achievement. The resulting plan is your map to driving sales objective attainment for the year ahead. Redefine sales roles.
Sales and Marketing Management
SEPTEMBER 12, 2017
Author: Tim Houlihan Most incentives are paid out between 3 and 10 percent of the income earned during the incentive period. Matching Incentive to Your Corporate Culture. Track Incentive Results. The same rigor must be applied to your incentives.
Xactly
OCTOBER 18, 2018
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.
|
Sales and Marketing Management
JANUARY 27, 2019
Author: Brad Wilsted Note: This is part 3 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. Hire the right sales managers.
Xactly
MAY 10, 2018
Historically, sales performance incentives have been focused on individual recognition. Plans like individual sales quotas are designed to reward, recognize, and help retain high achievers, as well as motivate the average and below average performers to go above and beyond.
Xactly
NOVEMBER 15, 2018
When it comes to sales compensation planning, you can never start prepping too early, right? One of the most important things to consider when designing plans are the different roles on your sales team. Constructing Commissions in a Sales Manager Compensation Plan.
Sales and Marketing Management
OCTOBER 29, 2018
You said you’ve built a lot of sales incentive programs as a manager, and, not to toot your own horn, but they have worked pretty darn well. With 20-plus years and more than 1,500 sales incentive programs under my belt, I’ve got some experience to share. Like all of us, sales managers get into ruts and here are some ideas to get you out of a rut and off to running your best sales incentive program?—?ever.
Smart Selling Tools
MAY 18, 2015
For them, it’s not enough to just have products that span the entire marketing and sales funnel. The survey uses intelligence based on what was included in the sale along with past orders and delivers questions that are specifically unique to that customer.
|
Xactly
JUNE 7, 2018
Incentive Compensation Management (ICM) solutions help companies manage their sales compensation plans and calculate commission payments. SPM solutions help solve a wide range of issues companies face in sales planning and execution.
Your Sales Management Guru
DECEMBER 26, 2017
The Sales Manager Boot Camp. Becoming a new sales leader is overwhelming. Suddenly you go from having a quota to managing the quotas of multiple people. Improving your professionalism as an experienced Sales Manager is just as hard. At the same time, sales management is one of the most rewarding jobs in business when you know what to do and how to do it. This is what New Sales Manager Boot Camp is all about. Slammed!
Sales Benchmark Index
OCTOBER 24, 2013
A post for Sales and HR Leaders to find root causes of Sales Manager (SM) vacancies. The Sales Manager position is the fulcrum between sales leadership strategy and sales force execution. Weak sales strategy.
Partners in Excellence
OCTOBER 8, 2014
There’s a lot of stuff written about what sales managers have to do and their key job responsibilities. There lots of ways we see managers behaving. Some seem to think they have to be super sales people–the person that comes in to close the deal.
Openview
SEPTEMBER 21, 2017
When that transition is from an individual contributor to manager, that adjustment can be even more jarring. Building a great sales management team is key to a sales team’s success. Research from Vantage Point Performance shows that top performing managers generate $3.5
Understanding the Sales Force
SEPTEMBER 9, 2013
Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined.
Close.io
OCTOBER 1, 2018
So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. First and foremost, what exactly is a sales manager?
Xactly
JULY 5, 2018
When it comes to sales compensation planning, you can never start prepping too early, right? One of the most important things to consider when designing plans are the different roles on your sales team. Constructing the Commission Plan for Sales Managers: Pay Mix and Upside.
Sales Hacker
DECEMBER 13, 2018
Without goals, your team lacks the key elements it needs to win — a direction to follow and the encouragement to stay motivated in sales. Imagine similar spikes in your sales metrics and you’ll see the glaring imperative for setting goals. Sales velocity.
Sales Training Connection
APRIL 15, 2015
Sales Leaders. Although Ibaraan was writing about business in general, we thought her message held particular insight for the world of sales. If buyers change how they buy, sellers need to change how they sell and sales leaders need to bring the insight to make that happen.
MarketJoy
APRIL 13, 2018
An ideal sales incentive plan should be simple. It helps sales representatives to understand the correlation between their performance and their payout. Simple sales incentive plans are easy to administer and offer motivation. How to simplify your sales incentive plan. Here are a few tips on how to simplify your sales incentive plan: 1. Communicate these objectives to sales reps and realize viable steps towards their achievement.
LevelEleven
MAY 17, 2018
Q & A with Derek Wong, Geopointe Sales Development Supervisor. Many modern sales teams are implementing a Sales Management System that integrates with their CRM in order to motivate, engage, and coach their teams around the behaviors that support their business goals.
OpenSymmetry
OCTOBER 14, 2016
Impossible-to-reach quotas, a high-pressure sales environment, and a lack of transparency throughout Wells Fargo’s sales organization. Last month, Wells Fargo CEO Jon Stumpf faced the House Financial Services Committee on Capitol Hill, where congressmen questioned the sales practices at Wells Fargo. This means that C-level executives may not have adequate visibility into the operations and practices of their sales team other than through basic reporting from sales managers.
Pipeliner
MARCH 28, 2018
When we think of an effective sales manager we often think of someone who manages a sales team that consistently hits the sales goals and objectives set by their company. Here are six things that the best sales managers do differently. Things that you can implement to create an elite, high-performance sales team. Drive Rep Accountability for Breakthrough Sales Performance. The best sales managers do the same.
Sales Benchmark Index
JANUARY 5, 2014
Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team. Every sales manager is time starved. Sales Managers should be spending 75% of their time coaching their team.
Anthony Cole Training
OCTOBER 13, 2014
I was first introduced to goal setting in sales when I was an insurance agent with National Life of Vermont. The General Agent was Dave and his manager was Bob. I never did write 100 lives but, based on the sales activity reporting I did every week, I should have.
CommercialTribe
JULY 9, 2018
Improve your sales manager coaching skills in six actionable steps. As a sales manager, you aren’t just responsible for direct interactions with customers. These strategies will make you a more effective sales coach. Blog Sales Manager Effectiveness
Janek Performance Group
OCTOBER 29, 2018
Last time, we discussed why, contrary to popular belief, top sales reps can at times, make not so great sales managers. Which naturally raises the subsequent question, “When should we make a sales rep a manager?”. Talent Management Sales Management
Understanding the Sales Force
APRIL 4, 2013
Understanding the Sales Force by Dave Kurlan The latest interview between Jonathan Farrington, CEO of TopSalesWorld , and me is available here. We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening.
A Sales Guy
MARCH 17, 2012
It’s not uncommon for people to ask me what’s the best way to motivate sales people to sell more. If you are using money to incent sales people to sell MORE, you have a big problem. I participated in this sales webinar yesterday; Best Practices in Modern Day Selling. One of the participants asked this question: What incentives have you offered your sales teams to help motivate them to close more deals? Poor sales leadership.
Sales Hacker
AUGUST 21, 2018
Without goals, your team lacks the key elements it needs to win — a direction to follow and the encouragement to stay motivated in sales. Imagine similar spikes in your sales metrics and you’ll see the glaring imperative for setting goals. Sales velocity.
Customer Centric Selling
NOVEMBER 21, 2016
Sales Tips: A Brilliant Sales Management Strategy. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. A sales manager’s dream is having “A” Players that can carry a branch, district or regional office.
The Sales Hunter
FEBRUARY 20, 2012
Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Sales Managers Have the Hardest Job in Sales. As a sales manager, you owe it to yourself to pay close attention to Jeb’s keen insights on leadership. Sales Managers have the hardest job in sales. No sales. sales.
Anthony Cole Training
DECEMBER 17, 2012
Are you prepared to succeed today in Sales, Sales Management, Business and Life? Let me take a minute to answer for myself and then I'll get on with the rest of the post: Sales - yes, Sales management - kind of, Business - yes. Did we hit our sales quota?
Sales Tips & Techniques
JULY 10, 2012
A sales management team needs to consider what the point of a sales incentive plan actually is prior to constructing one, as many leaders tend to forget why this type of system is implemented in the first place. The idea behind a sales incentive plan is that representatives may need motivation to increase their productivity and raise the number of outgoing calls that they make each day.
Xactly
MARCH 29, 2018
Whether you’re in sales, finance, marketing, or IT, it’s important that your company can rely on you to get your job done and do it well. As a sales leader it’s important that you motivate your team because nothing kills employee morale like a bad manager. Sales Sales managemen
Anthony Cole Training
FEBRUARY 10, 2015
To all those sales executives I work with, here is a topic near and dear to my heart - Managing/Leading/Motivating sales people to success by setting standards and expectations. Normally, this isn’t such a challenge for sales people to understand.
Xactly
MAY 7, 2018
Sales compensation is one of the most important components of sales planning. Sales operations and compensation professionals must compile a team to piecing together metrics and goals, which carries an incredible amount of responsibility. Time in sales compensation: 11 years.
Sales Hacker
MARCH 6, 2018
This article takes you through 5 crucial tips to efficiently manage your sales pipeline. Before we jump right in, let’s define what a sales pipeline is. A sales pipeline is a systematic and visual representation of your sales process.
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