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How to Build Sales Compensation Plans that Increase Retention and Productivity

Sales Hacker

This should be led by the sales leader and focus on any changes and the “whys” behind each adjustment. Comp workshops between reps and sales management also create a safe space to ask and address any rep-level questions. Ramp-ups should also reflect your sales cycle. Quota frequency and fairness.

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Sales Tips: Losing - From Bad to Worse

Customer Centric Selling

If a salesperson were to come in second on every transaction he or she competed for, it would mean having to live on their base salary until a sales manager decides to replace them. I’ve said for years the worst possible outcome is to go the distance (an entire sales cycle) and lose, either to another vendor or to no decision.

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Sales Tips: Losing Slowly – 6 Signs That All Is NOT Well

Customer Centric Selling

In stark contrast a salesperson that came in second on every opportunity would have to live on their base salary and make frequent job changes. During a workshop I taught, a CEO had an epiphany he shared with his team: Most of his salespeople had an annoying habit of losing slowly. There are no parting gifts or consolation prizes.

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The ultimate guide to sales development

Close.io

Combined with their ability to leverage technology to rapidly respond to and cultivate leads, investing in sales development can exponentially increase the ROI of your expensive sales reps. According to Marketo, a 15% decrease in the length of the sales cycle can yield a 30% increase in revenue ! (If

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10 sales productivity tactics to close more deals

Close.io

You can calculate an individual rep’s sales productivity with this equation: Individual Rep Revenue ($) for a Period ÷ Number of Hours Worked in that Period. She’s a salaried employee that works an average of 40 hours per week, and there were 13 weeks in Q2 this year, which translates into a total of 520 hours worked.

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