Incentive Program FAQs

Sales and Marketing Management

Q: Why not use quota as a bar to require reps to pass before they’re eligible to earn in the incentive program? 1 – they don’t have the skill, the territory or the experience to make that happen with the simple introduction of a stack-rank report.

Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of @MapAnything

Smart Selling Tools

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.

You’re Done with the Revenue Plan; What’s Next?

Sales Benchmark Index

New tools make the process easier, however the resource allocation decisions. “Hello 2019, we’ll be right with you!”. Most of my clients have been in non-stop planning meetings since mid-August and earlier. Long days of adjusting and readjusting budgets and expectations.

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. Incentive Compensation Sales Planning

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. The Effect of Bad Territory Planning on Sales Performance.

Optimal Incentive Compensation Plan Design for Successful Implementation

OpenSymmetry

In the second scenario, the organisation has a strong HR or Sales leader driving the project who wants to look at a simplified process or wants a simplified incentives landscape before they start automating. Then add onto that any charge backs or adjustments for territory changes.

Sales Reps Love Their CRM!

Smart Selling Tools

When the first sales automation tool was launched, it truly changed the way sales were managed. The early 2000’s introduced cloud-based sales automation tools, but it was little more than taking the same empty promises of the 90’s and moving them to the cloud. Sales reps love their CRM.

CRM 104

Best 150+ Sales Tools: The Complete List (2019 Update)

Sales Hacker

And then, there are sales tools…. So if technology improves your process, or helps you close more deals, add it to your arsenal of sales tools and get cracking! There’s Plenty Of Fish (I Mean Sales Tools) In The Sea. There’s a vast ocean of sales tools in the market.

Tools 111

How to Setup a Commission Plan in Six Steps

Xactly

Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project. Data is the most important and useful tool for any part of a strategic sales plan. Follow the ABCs of Incentive Planning.

The Ultimate 126 B2B Sales Tools Rankings For 2018

Nudge.ai

We sifted through B2B sales tools on Capterra , G2 Crowd , Gartner and more to pull out our top 126 picks for everything from new-age social selling tools to B2B sales automation software. Monday: Simplified the complexity of a CRM into one visual tool. Top 5 Social Selling Tools. Top 5 B2B Prospect Research Tools. Top 10 Prospect List Creation Tools. Top 8 B2B Sales Intelligence Tools. Top 15 Sales Automation Tools.

What is a Strategic Sales Plan?

Xactly

Processes: Are your sales territories balanced ? What incentives and sales commission structures will you use to motivate sales reps? Territory design. Your Territory Design Matters. Your sales territories map the playing field for your strategic sales plan.

Are You Using Your Sales Performance Data Effectively?

Xactly

It is one of the most powerful tools in the business world. However, like any tool, the value of data analytics depend on how you use it. For sales organizations, sales performance data can be a useful tool to drive strategic planning and increase performance. .

Data 108

How Engaged Accounts Can be Known and Then Treated More Effectively

Smart Selling Tools

For example, you add a cadence tool or team without looking at your sales enablement capabilities – your ability to support them. By this, I mean things like if your KPIs or incentives are driving the wrong behavior, you need to adjust them. Beware of tools that only deliver speed.

Finding the Right Sales Performance Management Vendor

OpenSymmetry

This year’s edition features organizations that expand across the broad spectrum of the SPM and Incentive Compensation Management (ICM) continuum and offers options to help provide transparency across the entire organization for sales related processes. Territory and Quota Management.

11 Sales Compensation Complaints to Address Before Next Year

Sales Benchmark Index

To get this tool, sign-up here. You will get access to more guides and tools to help sales compensation planning. Surely something is wrong besides the new incentive compensation. Incentive targets are linked in a competitive fashion, not on my own improvement.

10-Point Inspection for Top Sales Performance

Sales Benchmark Index

To make your assessment easy, SBI has created a 10-point Compensation Inspection tool. This simple, free, downloadable tool reveals the vital signs of your plan. Erik Charles is the Principal Incentive Strategist at Xactly Corp. Download the 10-Point Compensation Inspection tool.

Smart Selling Visions: Up-Close with Top Revenue Leader K.V. Rao, CEO of @AvisoInc

Smart Selling Tools

Today, this vital business process is plagued by archaic tools, namely spreadsheets or simplistic and inflexible bolt-ons in CRM applications. Sales Managers and Sales Ops are quickly abandoning their archaic forecasting tools and vigorously adopting Aviso Insights.

Sales Planning Fundamentals Part Three: Quota Planning

Xactly

A quota that is 10% too high might translate into no incentive pay at all. Balancing Territories to Ensure Fair Quota Allocation. In addition to evaluating past performance, effective quota planning depends upon appropriate territory design.

Quota 100

Are You Developing Managers Or Leaders?

The Pipeline

The previously successful contributor flounders in the new role, and you have an underperforming territory where you had a star you moved. Become one of the thousands of sales professionals receiving my latest updates on sales execution, tools, tips and more.

Sales Managers Only Have One Real Goal!

Partners in Excellence

” Actually not, unless the sales manager has a personal territory, the only way the number can be achieved is through the people on the team. These include, making sure we have the right people on board, that they are deployed in the territory most effectively.

Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

Act-On’s streamlined user interface puts first-rate marketing tools at your fingertips, making campaigns and programs easier and faster. Of course Smart Selling Tools will also be there covering the event and reporting on what we see and hear. That’s me with Sassy.

Lessons Learned for Sales and Finance Leaders in 2019

Xactly

Watch the webinar "CXO Fireside Chat: 5 Ways Data Can Elevate Sales Performance Management in 2019" to hear how Xactly has transformed sales performance beyond incentive compensation a year into the process.

How to Build a Strong Business Development Rep Commission Plan

Xactly

To help you design stronger incentive plans for BDRs, here is how to handle each of the compensation difficulties for this sales role. A handy tool to accomplish this is milestone pay. At this point, the sales incentive plan (SIP) loses its motivational traction.

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

Xactly

Are we assigning effective territories? 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.

Understanding the Fundamentals of Effective Sales Rep Management

Xactly

Sales reps may share one common goal—closing deals—but managers need to understand different personalities, adapt to unique learning styles, and provide the tools each rep needs to hit (and ideally, exceed) their quotas. Consider your sales incentive plan –it works in the same way.

The Complete Sales Professional

Partners in Excellence

The invitations come from people selling all kinds of tools — Content management systems, compensation/incentive systems, account planning, territory planning, social selling, analytics, pipeline management, research systems, prospecting tools, proposal/configuration management, pricing.

Transforming Enterprise Sales Organizations With AI/ML

Xactly

For decades, companies have gathered different tools to manage compensation. Previously, sales performance management (SPM) has typically been categorized as solely focused on incentive compensation management (ICM) and sales compensation planning.

Is Your Compensation Program Missing the SPM Boat?

Xactly

When Xactly was founded more than 13 years ago , the company had a simple vision to democratize incentive compensation management and put powerful calculation tools in the hands of every company. One often missed opportunity in the planning equation is optimizing territory planning.

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

Sales and Marketing Management

They must know how to motivate people and hold them accountable, how to coach and develop sales reps, how to structure territories and match them to a rep’s skill sets, and how to leverage data and use it to drive performance. Create incentives that drive the right behaviors.

10-Point Inspection for Top Sales Performance

Sales Benchmark Index

To make your assessment easy, SBI has created a 10-point Compensation Inspection tool. This simple, free, downloadable tool reveals the vital signs of your plan. Erik Charles is the Principal Incentive Strategist at Xactly Corp. Download the 10-Point Compensation Inspection tool.

How to Assess and Sequence Your Sales Initiatives

Sales Benchmark Index

The SBI Sales Initiative Assessment Tool has answers. No matter what initiatives your sales organization is considering, this tool carefully evaluates them. After you download the SBI Sales Initiative Assessment Tool , you’ll need to do a little customization.

How To 314

Creating the Ideal Performance Culture

Sales Benchmark Index

Reps must have the tools and support to win the big deals. By signing up for the tour , you’ll receive the " Performance Culture Assessment " tool. Those reps were covering an extensive territory and large customer base. It mapped to a proposal generating tool.

Margin 305

Q&A with Xactly: The Changing Landscape in Sales Performance Management

Xactly

In order to create a plan that delivers at every level, you need to make sure your sales and finance teams are united and provided the tools they need. And it is one of the most impactful tools used to deliver the results that you want for your company.

Sales Planning Fundamentals Part One: Driving the Right Approach

Xactly

If territories aren’t balanced , you could be missing potential sales opportunities. Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project.

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

Sales Benchmark Index

But wait – this new incentive compensation plan could flop. Also, you’ll get many tools including a list of Sales Effectiveness Drivers to test your plan against. So, he commissioned HR to design a new incentive compensation plan (IC Plan.) Is the tool ready for easy entry?

10 Ways Data and Automation are Evolving Sales Planning

Xactly

Companies in all industries are beginning to dip their toes into intelligent tools to grow their businesses. Believe it or not, territories are the basis and foundation of an organization’s sales plan, and when improperly designed, they can create a domino effect of poor sales performance.

Change The Candidate – Not The Rules!

The Pipeline

We have seen organizations change the rules, incentives, quotas or other things, mid stream, just to accommodate an underperforming rep, or asset. Become one of the thousands of sales professionals receiving my latest updates on sales execution, tools, tips and more.

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.

Why Your Sales Contest is Demotivating Your Sales Team (& How to Fix It)

Sales Hacker

If your sales quotas are already adjusted based on territory opportunity, experience, or previous sales results, then all you have to do is make qualification a percentage of quota. After all, isn’t that the whole point of your sales incentive contest in the first place?

The only kick-ass guide to sales operations you'll ever need

Close.io

5 best software and tools for sales ops. This includes generating leads, outlining sales territories, setting up incentive programs, managing sales analytics, and more. Sales ops helps teams make the most of their tools. In the past, sales reps had geographic territories.