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 181

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

B2B 251

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.

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.

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 – tibor.shanto@sellbetter.ca .

Data 312

How to Fix a Sales Forecast Killer

Pointclear

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.

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.

More Accurate Sales Capacity Plans Require a Data-Driven Approach

Xactly

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.

Data 90

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.

Tools 327

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

Xactly

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 ).

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 – tibor.shanto@sellbetter.ca.

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?

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.

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.

Designing Sales Compensation Plans for Sales Managers (With Examples)

Xactly

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 ).

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.

Report 175

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.

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.

Margin 323

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.

The 12 Step Compensation Plan Design Process

Xactly

maybe margin will be a new measure). New territories , quotas, and measures have to be sold TO the reps. Happy comp planning season! Over the next few months, there will be a lot of moving parts to keep track of—and many impactful decisions to be made.

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.

What is the Best Commission Strategy to Motivate Sales Reps?

Xactly

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.

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.

Optimizing Part Of The Selling Function, Sub-Optimizing The Whole

Partners in Excellence

Where product lines are very diverse, with different and unrelated buyers within the account, this issue may not be important (But I’m still driven by my mantra, “It’s our God-given right to 100% share of customer and territory…”). Recently.

7 Key Considerations For Setting Aggressive Yet Achievable Sales Targets

Costello

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.

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.

From Offline to Online to Inline Learning

Corporate Visions

These situations might include: Troubled territory – What if a particular sales territory or geography is struggling with an aggressive competitor?

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.”

10 Best Practices for Enterprise Sales Team Management

Xactly

Most people seem to think that when sales managers recruit top sales leaders and provide them with the right sales team management tools it will in turn translate to higher profit margins but that is not always the case. Sales team management plays a big role in the success of an organization.

Sales Compensation Plans Explained: The Ultimate Cheat Sheet (with Videos)

Xactly

First and foremost, accurate planning of any kind (territories, compensation, etc.) You can use this extra 1% to reinforce specific business needs: enough margin, new customers, or upsells.

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?

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 - tibor.shanto@sellbetter.ca .

The Numbers Are, Well, Just Numbers….

Partners in Excellence

Revenue, orders, growth, margin, share, performance against plan, performance against prior periods, pipeline metrics, calls made, meetings held, demos conducted, proposals submitted, wins/losses, expenses/budget, CPOD, people hired, turnover (voluntary/involuntary), performance in customers (e.g. Business people, particularly sales, are obsessed with numbers. We measure everything, we scorecard everything.

Confusion About Metrics

Partners in Excellence

I like to look at 4 categories of metrics: Business Management, Strategic/Customer/Territory, Operational, Personal Development. Strategic/Customer/Territory Metrics can be both trailing and leading metrics.

5 Sales Planning Questions You Should Ask

Xactly

Revenue growth, gross margins, and sales costs as a percent of customer retention should be looked at in relation to the sales plan’s effectiveness. Bob and Justin also cover: Territory alignment.

Bias toward action, the number one trait of successful people!

Tony Hughes

Prodding with carrots and sticks as the conductor of the symphony injects unnecessary margin of error into your closing probability. Most salespeople have less than 3 on-site meetings in their territory per week. Make no mistake, selling is an extreme sport.

Sales Quota and Business Objectives

A Sales Guy

Does the strategy call for new logos, increase in margins, new territories, new partners, selling down stream, selling up stream? In addition to revenue, it is perfectly acceptable to have a margin or profit quota or even a quota on types of products sold. Yesterday I talked about setting quota. I realized it was a much bigger topic than I realized so I promised I would break it down into a series of posts.

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