Sales and Marketing Management

APRIL 9, 2015

Issue Date: 2015-03-01. Teaser: The options for exotic offsite meeting and incentive travel destinations is close to becoming one country bigger with relaxed travel rules initiated by the Obama administration in January. An incentive program there isn’t possible yet, but it appears to be just a matter of time.

Incentives 120

Incentives Incentive Travel Meeting 120

Your Sales Management Guru

SEPTEMBER 22, 2014

Sales Leadership: How to Ensure You Exceed Your 2015 Quota. In my book; Creating High Performance Sales Compensation Plans I have an entire chapter on incentive compensation. At this time of year I am working with each of my clients to begin to position them for success. They build pride, team work and drive revenue.

Quota 89

Quota Sales Leadership Compensation Penetration 89

Partners in Excellence

OCTOBER 27, 2014

It’s the time where you start seeing various pundits dusting off their crystal balls guessing what the big issues facing sales and marketing professionals in 2015. Incentives/Compensation. We’re officially into the fourth calendar quarter of the year. Performance Management/Metrics. Sales Effectiveness/Sales Efficiency.

Fashion 91

Fashion Face-to-face Social Media Analytics 91

Sales and Marketing Management

MAY 20, 2019

The company, which has been named one of the best places to work in Georgia by Georgia Trend Magazine, incorporates education, contests and incentives into its benefits program, adopting a holistic approach to helping workers be happier and healthier. Using incentives wisely. A wave of wellness. The motivation is not purely altruistic.

ROI 257

ROI Incentives Incentive Study 257

Your Sales Management Guru

OCTOBER 7, 2014

Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. That’s especially true for many companies with diverse products and services that include: a mix of products and services. No matter which approach you use, success depends on awareness.

Compensation 81

Compensation Margin Hiring Commission 81

No More Cold Calling

DECEMBER 30, 2014

And which tactics will help us keep our pipelines full in 2015 and beyond? Now it’s up to the sales manager to coach, motivate, and incent everyone else—the average performers. Which broken sales strategies should we leave in the past (ah-hem, cold calling )? This is how it’s always worked in most sales organizations.

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

The Pipeline

OCTOBER 9, 2014

They have decided that based on current numbers, they will need to cut budget for 2015, and her words, not mine, “training is on top of the cutting list”. Not unusual to have a three year plan, but they also tie the development plan to three years, along with targets, incentive and what I and my peers bring to the table.

Government 296

Government Face-to-face Incentives Incentive 296

Steven Rosen

MAY 1, 2015

The opportunity to progress to the next level can be a great incentive for many sales reps. In late 2014, we launched The 2015 STAR Sales Managers Development Survey to understand the priorities of sales leaders in the area of sales manager development. Senior sales leaders recognise the importance of developing strong sales managers.

Survey 120

Survey Promotion Incentives Incentive 120

Sales Gravy

DECEMBER 18, 2020

Then between 2013 and 2015, I moved into more of a pure sales role where I was cold calling. Because I was good at selling and great in the corporate world, there wasn't a lot of incentive until I found myself on the street trying to figure out what I was going to do. Our training was basically watching a guy do it for two days.

Prospecting 98

Prospecting Cold Calling Pivotal Incentives 98

Sales and Marketing Management

AUGUST 18, 2017

The surviving members of the band, Bob Weir, Phil Lesh and drummers Mickey Hart and Bill Kreutzmann, continue to play and tour in various iterations, but the July 2015 shows were, according to the band, the last time the core four will all play together. Like other daring visionaries, the Grateful Dead rejected conventional wisdom.

Lead Rank 149

Lead Rank Marketing Strategy Trade Show 149

The ROI Guy

JANUARY 15, 2015

And Procurement is getting way more involved in every transaction, with specific incentives to extract discounts from every vendor proposal. With little vested interest and with inadequate time to review competing proposals, the team tends to focus on price above much else. You know you need to address the discounting challenge, but how?

Discount 81

Discount Negotiation Lead Scoring Lead Rank 81

OpenSymmetry

NOVEMBER 3, 2016

Just last year, in 2015, CEO Martin Shkreli of Turing Pharmaceuticals was under fire for buying the drug Daraprim from Impax Laboratories and raising the price from $13.50 Mylan’s Executive Compensation Structure – The Incentive Plan that Started It All. What is the correlation here?

Incentive 40

Incentive Incentives Compensation Salary 40

OpenSymmetry

MAY 23, 2016

While, incentive compensation administration is still a main piece, the broader SPM technology concept is expanding more holistically to include other key aspects which directly impacts how a sales team might perform, including talent development, sales enablement, and territory and quota management.

Territories 40

Territories Vendor Incentives Incentive 40

No More Cold Calling

OCTOBER 30, 2016

In 2015, 43.6 Why is it that companies spend tons of money on client events, company celebrations, sales incentives, and work-life balance perks like childcare, but then they skimp on investing in building permanent, repeatable sales skills for their teams? However, a few critical sales challenges remain. This year, it was 53.3

Referrals 120

Referrals Sales Qualified Lead Lead Generation Cold Calling 120

OpenSymmetry

JULY 15, 2015

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. Candidate Assessment and On-Boarding. Coaching and Training. Sales Comp Admin and Design.

Vendor 40

Vendor Territories Compensation SalesForce 40

SalesLoft

JUNE 18, 2015

They set up a booth at Rainmaker 2015 and raffled off an Apple Watch to a prospect who booked a demo with them right then and there. Take a tip from ListenLoop: be creative, give incentive, and act fast. Give us your name and email and enter to win a trip of a lifetime!

Conference 52

Conference Incentives Incentive ACT 52

Xactly

APRIL 19, 2018

Looker started out as an Xactly Express customer in 2015, later migrating to Incent in order to keep up with accelerated growth. Accelerating growth and building your career through strategic compensation practices. Phil’s Compensation Mission.

Compensation 46

Compensation Webinar Metrics Commission Scale 46

OpenSymmetry

FEBRUARY 26, 2015

Occasionally, organizations may run into roadblocks, as it relates to sales behavior, incentive compensation, system design, respectively, as well as finding and hiring the right talent. Interested in learning about this topic or getting a Gartner’s 2015 Magic Quadrant readout? Success is: being best in class.

Hiring 40

Hiring Incentives Incentive Sales Talent 40

The Brooks Group

DECEMBER 16, 2015

Get your team inspired and driven to hit next year’s targets with 7 of our most popular sales motivation articles from 2015. . Sales Incentives: What Works and What Doesn’t? The key to successfully motivating your team is really knowing them well, and understanding what will drive their performance the most.

Motivation 40

Motivation Hiring Territories Incentives 40

Hubspot Sales

DECEMBER 19, 2019

It naturally lends itself to increased accountability among individual reps and serves as an immediate incentive for them to either keep up or excel. Editor's note: This post was originally published in February 19, 2015 and has been updated for comprehensiveness. Here’s a look at HubSpot’s leaderboard tool: 11.

CRM 101

CRM Sales Process Top of Funnel Hiring 101

Hubspot Sales

JANUARY 16, 2020

people in 2015, to 6.8 Once you’re answered that pivotal question, these steps will help get your started: Align activities with incentives — Make sure everyone has skin in the game and by skin in the game I mean pay everyone involved when their efforts lead to net new revenue. First, buying cycles continue to involve more people.

Sports 99

Sports Scale Up-Sell Vendor 99

OpenSymmetry

MAY 26, 2016

The minimum revenue required for 2015 is $2 million, in business at least three years, with full time employees count ranging between 5 and 500. Winner of Advertising Age’s “The A-List” in January 2015, and the National Magazine Award for General Excellence in both 2014 and 2012. To qualify, companies had to be U.S.-based,

Scale 74

Scale Hiring Lead Rank Lead Scoring 74

Your Sales Management Guru

MAY 23, 2016

In many cases I have seen great sales contest ideas poorly executed, it is critical you think through what your objectives are and what you want the results to be and then CLEARLY write down the objectives, rules and incentives. If it isn’t fun, it isn’t selling”. A Contest Sampler. Ken has written 5 books, his latest book is: SLAMMED!

Lead Scoring 52

Lead Scoring Lead Rank Face-to-face Incentives 52

Sales Training Connection

FEBRUARY 27, 2015

2. Incentives to ensure everyone’s compliance. ©2015 Sales Momentum, LLC. But if you start to pick up signals that the agreement doesn’t appear to be in your customer’s interest – yet they still seem willing to move ahead – it’s a red flag. Investigate more. No one can predict the future.

Negotiation 50

Negotiation Face-to-face Decision Maker Buying Cycle 50

Hubspot Sales

JUNE 7, 2020

If there's no problem for your product or service to address, then why would anyone have any incentive to buy it? Editor's note: This post was originally published in September 12, 2015 and has been updated for comprehensiveness. This aspect is one of the most fundamental bases of your entire pitch.

How To 86

How To Exercises Remedy Call-back 86

Cincom Smart Selling

MARCH 11, 2016

Are our sales incentives working? According to Gartner’s “What’s Hot in CRM Applications in 2015,” sales leaders rate CPQ as their second-highest priority when it comes to CRM applications, right behind lead management. Are we sure customers are being quoted when we expect them to be quoted? Growth is another major channel challenge.

Channels 54

Channels Video Face-to-face Licensing 54

Troops

AUGUST 7, 2018

If an incentive is working, they run with it, expand it, and try new variations to make it perform even better. In 2015, founder Jack Dorsey announced Square was adopting economic empowerment as a new vision for the company. “But all of them have very tactical, changeable goals.”. Conclusion: Tying Individuals to the Mission.

Top of Funnel 91

Top of Funnel Motivation Compensation How To 91

Your Sales Management Guru

NOVEMBER 28, 2016

Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. He was recently ranked for the fourth year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. His blog has been rated in the sales blogs in the world!

Compensation 0

Compensation Margin Hiring Commission 0

Cincom Smart Selling

MARCH 30, 2016

CPQ is one technology that will help you pull the data—the hard numbers—to facilitate analysis and decision-making related to selling incentives, product features, benefits and pricing options. i] Why CPQ Continues to Accelerate, Louis Columbus, April 12, 2015, Forbes.com [link].

Marketing 72

Marketing Demographics Collateral Discount 72

Customer Centric Selling

OCTOBER 14, 2015

Even in our recent 2015 CCS® Index, 50% of salespeople indicated cold calling as the least effective method of prospecting. Additionally, there are some really nice incentives for those people who elect to attend. No wonder salespeople hate it. The next scheduled one-day work session will be held in Denver, November 19th.

Prospecting 40

Prospecting InsideView How To Cold Calling 40

The Brooks Group

FEBRUARY 3, 2016

While cash is king for motivating salespeople, financial incentives are not the only path to creating engaged and successful sellers. According to the Salesforce 2015 State of Sales report , high performers are 3 times more likely to view sales as 100% the responsibility of the entire company than their underperforming peers.

Hiring 45

Hiring How To Motivation Incentives 45

Sales Training Connection

APRIL 15, 2015

There are powerful incentives and protocols pushing everyone to do what they do well. ©2015 Sales Momentum, LLC. Training is easily accessed and affordable so don’t wait for the national sales meeting – create your own pathway for getting smarter. . In summary … Inertia pulls potential leaders towards a more traditional path.

Sales Management 50

Sales Management Sales Leadership Coaching Sales Coaching 50

Your Sales Management Guru

AUGUST 10, 2016

Constantly invent new sales or partner incentive programs. He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. Start selling directly to larger customers. Future blogs may go into greater detail.

Channels 40

Channels Lead Rank Lead Scoring Strategy 40

PandaDoc

AUGUST 21, 2019

It also serves as an incentive to continue doing business with you. Originally published April 1, 2015, updated August 22, 2019. When answering these questions, be as specific, open, and honest as possible. This approach helps you retain clients by keeping them informed about what you accomplish for them from month to month.

Report 45

Report Top of Funnel How To Social Media 45

OpenSymmetry

JULY 20, 2015

At an Operational level, track those aspects that show you can manage change – things like the ability to launch new products quickly, deliver new incentive plans on time, and set quotas timely and accurately. We discuss the Top Sales Planning Best Practices for 2015 and how organizations are able to move into a thriving future state.

SalesForce 40

SalesForce Webinar Metrics Scale Quota 40

Partners in Excellence

SEPTEMBER 24, 2015

Part of my reason is having just returned from Dreamforce 2015, as you would guess, a lot of the sessions talked about analytics. Maybe toss in a free butterfly net as an incentive to buy the super deluxe chain saw.” I have to beg your indulgence on this article. It’s an article about predictive and proscriptive analytics.

Lead Rank 48

Lead Rank Analytics Marketing Qualified Lead Insurance 48

Marc Wayshak

JUNE 22, 2021

What you learned in 2015 is now old-school. It may not seem like it was that long ago, but 2015 was a lifetime ago in terms of the psychology of selling. When we apply selling concepts that were developed in 2015 or earlier, we’re using old-school sales psychology that simply doesn’t apply to our world anymore.

Marketing 75

Marketing Face-to-face Up-Sell Discount 75