Is Margin Based Compensation Right for Your Organization?

Sales Benchmark Index

Article Sales Strategy 2018 2019 app store Ben Durst big companies budgets CFO comp comp plans companies compensation compensation season corporate corporate objectives crunched current systems download firms gross margins leader make your number margin based comp margin based compensation numbers on the go Product Strategy profitability realigned sales sales leader sales strategy sbi SBI App SBI Content small companies solution territory level the app store time of year tool

Margin 179

Inventory Clearance B2B Style

The Pipeline

In the process the can also open up shelf and storage space, again to make way for newer more salable goods; not so much out with the old in with the new, more like out with lower potential goods and in with better margin and turnover potential. Territory Plan Tibor Shanto

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The Pipeline ? Win The Sale Without Compromising on Price

The Pipeline

In these times of shrinking margins and diminishing returns, Mark’s insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search.

The Pipeline ? Shrink Your Way To Success

The Pipeline

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. Sales Success , Territory Alignment.

Sales Data Or Insight Driven?

The Pipeline

He is right, the proper use of the valuable data in a typical CRM, processed by a sales savvy analyst with the right mandate from leadership can produce more margin, quicker and for a longer term, than hiring another rep. By Tibor Shanto – .

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How to Fix a Sales Forecast Killer


Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. He had 10 sales territories in his domestic North American sales force. Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. Of course, they faced a six-month ramp-up for each territory, but each started to produce something. Increase qualified leads for existing territories.

The Three Waves of Sales Enablement

Corporate Visions

But, just as the first wave of agricultural society gave way to the second wave of industrial society, so too Learning Paths transitioned to more situational, Territory Plan-based learning and enablement. The Second Wave: Territory Plans.

Creating the Ideal Performance Culture

Sales Benchmark Index

Those reps were covering an extensive territory and large customer base. If they went after new business, it would surely be at lower margins. High margin deals only come after a relationship has been built. Success is based 50% on talent and 50% on performance conditions.

Margin 305

A Get-Well Plan for Sales Ops in the New Year

Sales Benchmark Index

Don’t do a territory redesign project without knowing exactly who you’re targeting. Without that, virtually all else below is drastically marginalized. Territory Design – Like structure and sizing, efficient territory design improves revenue and cuts costs.

Turn Pains Into Priorities

The Pipeline

So will the number of time reps can spend time developing their skills and territories when they stop chasing marginal things. By Tibor Shanto. While some may argue, salespeople are people, with all the pluses and minuses that come with that.

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The power of incentive programs lies in their structure

Sales and Marketing Management

Here are a few incentive structures to consider for open budgets : Do This Get That – Rewarding reps on every increment of units, sales dollars or gross margin dollars they write up during the incentive period is a great way to increase sales.

One Easy Tool to Improve Sales Efficiency Now

Sales Benchmark Index

Profit Margin (%). Examples include optimized territory structures and off-loading non-essential tasks. Revenue, margin % and $’s, Opportunity $’s, Time Spent, Strategic Fit, etc. This time of year, Sales Ops leaders are often faced with a pressing question.

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The Power of Stop Talking, Listening and Reflecting


People are afraid that by taking some time out, they will be left out or marginalized. The circumstances we are in are the unknown territory for all of us. Today’s guest in the Expert Insight Interview is Paul McGee, the speaker, and the best-selling author known as The SUMO Guy.

The Ultimate Guide to Setting Sales Quotas

Hubspot Sales

This type of quota is based on the gross profit or margin of a dedicated sales team, product/service grouping, or salesperson. If you’re held to a gross margin quota, your number would be calculated by subtracting the cost of goods you sell from the overall revenue.

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Can You Switch Hit For Sales Success?

The Pipeline

I remember when I first started working for a company back in the early 1990’s (before we had web mail), the company had two main product lines, and had the usual territories across the continent, primarily driven by geography. By Tibor Shanto –

3 Emerging Metrics for Today’s Sales Manager

Sales Benchmark Index

A’ player SMs today use Linked-In and Intra-personal connections ensuring no open territories. Do you realize that for every open territory, team quota attainment drops by 13%? Ensuing margin erosion occurs due to the frantic need to shorten the sales cycle.

Sales Management in Times of Crisis: A COVID-19 Management Plan


Frontline managers who spend the majority of their time focused on low and high performers will make a marginal impact at best. Where: Focus on Early Stage Pipeline, Account Re-Qualification, and Territory Re-Classification. Account Re-Qualification and Territory Re-Classification demand sales leader attention in the current environment.

Which sales commission structure results in the best performance?

Combined with revenue or volume tiers, this is a flexible, nuanced structure that works for large, B2B businesses that have a strong sales focus or are expanding into new territories. Marginal (tax-rate) commissions. The short answer is it depends on you, your business, and your goals.

How to Design a Sales Manager Compensation Plan (With Examples)


In these cases, it makes sense to measure reps on a revenue plan component, while the sales manager compensation plan should be measured on a margin or pricing component (learn more about different sales commission structures ).

Not All Revenue Is “Good Revenue”

Partners in Excellence

Surely there were product line B possibilities in his territory, he just didn’t bother to chase them. In reality, had he looked for all the opportunity in his territory, he might have sold much more than $10M.

More Accurate Sales Capacity Plans Require a Data-Driven Approach


Your team needs to be able to set and customize hiring profiles across territories to identify the resources you need. This way, you can easily compare contribution margin on ramped versus in-ramped reps. Let’s face it—companies periodically miss their sales targets.

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Is it Time to Fire Your Customer?

Sales Benchmark Index

There are several possible reasons: Need to keep your complete book of business and preserve your territory. You can acquire them in a multiple of different ways: You dropped your price too quickly and marginalized your perceived value. We’ve all had Bad Customers.

From Offline to Online to Inline Learning

Sales and Marketing Management

These situations might include: Troubled territory – What if a particular sales territory or geography is struggling with an aggressive competitor? Threat to a dominant product or service – What if a competitor launches a broadside on one of your highest-share, highest-margin product lines, and you need to defend, retain and protect your position?

7 Signs Your Sales Rep Should Be Promoted

Sales Benchmark Index

But selling value allows not just revenue but margin to be considered. open territory) is met in stride. Preparing for the New Year requires decisions to be made. As a Sales VP, putting the best people in the correct positions is critical.

13 Signs Your Sales Turnover May Get Worse

Sales Benchmark Index

This means some territories are not producing to expected or potential revenues. Deal quality is acceptable (margins are good). “Do we have a sales turnover problem that needs to be fixed now?". HR is busy filling open Sales Rep positions.

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7 Key Considerations For Setting Aggressive Yet Achievable Sales Targets


New territories or geographies. New Territories. While territory changes are often good decisions in the long run, they can certainly shake up sales targets if the changes aren’t considered.

Is Your Sales Compensation Driving the Right Behaviors?

Sales Benchmark Index

For example: selling low margin products because they maximize the compensation payout. Territory potential and/or Quota calculated incorrectly. It's a critical time of year for sales compensation. New plans were rolled out at the January kickoff.

Designing Sales Compensation Plans for Sales Managers (With Examples)


In these cases, it makes sense to measure reps on a revenue plan component, while the Sales Manager commission structure should be measured on a margin or pricing component (learn more about the different commission structures here ).

Put Sales and Marketing to Work by Turning Your Total Addressable Market into a Targetable List

Sales and Marketing Management

Being able to visualize your market is a bonus that helps with defining and assigning territories, allocating field resources, and focusing marketing efforts. If your TAM is inaccurate, even by a small margin, you might make the wrong go/no-go decision.

Sales Leaders Got These Issues All Wrong

Understanding the Sales Force

Despite those business pressures, these initiatives were put in place: 53% want higher margins. 16% want to achieve more balanced territories.

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Holistic revenue performance series IV: Sales operations


With this in place, uniting your leadership and teams, go-to-market activities become more streamlined and successful, pursuing new territory or different markets becomes achievable. margin-driven), your salespeople will feel frustrated from an unachievable reward.

Here Are the Best Books to Read Over the Holidays

Alice Heiman

He offers 19 easy-to-implement concepts that will help salespeople win d eals while protecting margin. If you want to target the best and most profitable customers in your territory and take them from your competition, let this book be your guide. Many leaders take advantage of the holidays in November, December, and January to read the latest books about sales and leadership.

Sales Compensation: The Ultimate Guide

Hubspot Sales

According to RepHunter , 20% to 40% of gross margin (sales minus direct expenses) is standard. Paying on gross margin. In other words, a rep would be compensated more for selling a product with a $2,500 gross margin than one with a $1,000 gross margin.

Creating a Sales Culture: What It Is & How It’s Done

Sales Hacker

I’m talking about things like over-promising resources to clients to get them to sign, or working clients outside of one’s territory. Your organization has a unique culture. Good or bad, planned or not, it does.

Grab The Right End of the Problem For Effective Sales Management

Anthony Cole Training

Bottom line is that it comes with the territory and job title. You generally end up hiring some marginal people – people that need coaching, feedback, mentoring and performance management. My dad used to tell me, “Anthony, sometimes you have to pick up the dirty end of the stick.”

How CPQ Helps Finance Grow Revenue and Increase Profitability

Cincom Smart Selling

Finance is expected to make meaningful contributions toward helping the enterprise boost revenue, increase margin and improve operational efficiency. CPQ data illuminates specific performance metrics related to individuals, departments, territories, products and options. CPQ helps the Finance Department validate the prices of products to ensure healthy margins by setting parameters that control pricing, discounting and promotions throughout the sales process.

Ready – Set – Fire

The Pipeline

I know that the Lagging Indicators such as revenue, number of sales, margins, etc., Why delay the inevitable, especially as neither you or the rep are happy with the situation, stress on both sides, and for what, to avoid a vacant territory? By Tibor Shanto. Those who are regular visitors to this blog will know that I am a proud card-carrying member of the “Hire Slow – Fire Fast” school of recruitment.

What is the Best Commission Strategy to Motivate Sales Reps?


There are many variables to consider, such as the customers in your market, the scope of the territories you’re accessing, your product offerings and sales cycles, the specific demands of your industry, and the skill and experience of the sales reps, among others.

Why Are You Trying To Kill Me?

The Pipeline

Taking a deeper dive into the data reveals that while there has been significant growth in the number of Fortune 500 CEO accounts created versus last year’s results, the number of “active” accounts grew marginally. By Tibor Shanto - .

Second Quarter Plan

Your Sales Management Guru

What revenue/margin goals that need a focus. What account or territory intelligence and relationship building is important. Second Quarter Plan. Amazing, it’s the middle of March-are you ready for the second quarter?