SBI Growth

APRIL 6, 2013

These strong reps may not be in the right territories calling on the right accounts. When Sales Operations decides to take on a territory analysis , we care about 3 things: Determining the number of accounts, prospects and total potential for each rep. How many of those accounts are Enterprise, Key Accounts and SMBs?

Territories 323

Territories Lead Scoring Lead Rank Compensation 323

The Pipeline

MARCH 27, 2014

Accountability Activity Management Attitude Book Review Buying Process Change Management Compensation Interview Leadership Metrics Play to Win Professionalism Sales Compensation Sales Culture Sales incentives Sales Performance Management Sales Success Communication compensation execution how to sell better Renbor Sales Solutions Inc.

Incentives 306

Incentives Incentive Compensation Engineering 306

SBI Growth

FEBRUARY 5, 2014

Are the compensation mechanisms driving the right behaviors?" To make your assessment easy, SBI has created a 10-point Compensation Inspection tool. Read on to understand the mechanics of effective sales compensation. How Important is Compensation? Too many companies treat sales compensation as a once-a-year review.

Compensation 288

Compensation Territories Hiring Commission 288

SBI Growth

JULY 14, 2013

They hold themselves accountable and have the competencies required for success. Compensation : Akin to a pro athlete’s salary. Design territories that are efficient and take untapped opportunity into account. To do this right you have to conduct account segmentation. Competitive Compensation Aligned to Strategy.

Territories 328

Territories Incentive Incentives Compensation 328

SBI Growth

MARCH 18, 2013

It was a management change that eventually resulted in account and a compensation change. Here is what we found: Structure: The Company just restructured their account management sales force. Account Assignments: Current customers were reassigned due to the new structure and territories. Reassign accounts?

Compensation 323

Compensation Quota Commission Territories 323

Understanding the Sales Force

NOVEMBER 15, 2024

However, when there is very little incentive for bringing in new business, salespeople whose compensation plans are all or mostly salary, won’t do it for long. When a salesperson is willing to do the calling and learns to do it well, the pipeline grows, sales will be closed, and success can be all but guaranteed.

Prospecting 173

Prospecting Incentives Incentive Cold Calling 173

Understanding the Sales Force

OCTOBER 9, 2024

We also evaluate sales management and sales leadership capabilities and determine possible requirements relative to training, coaching, sales process, compensation and more, allowing us to set realistic revenue growth expectations and timelines.

Hiring 352

Hiring Lead Scoring Lead Rank Compensation 352

Zoominfo

APRIL 17, 2025

Intelligent Insights for Smarter Selling ZoomInfo blends proprietary first-party data, insights into account and prospect activity, and real-time buying signals to deliver highly actionable, personalized recommendations. It harnesses member-driven insights to surface relevant account information, relationship context, and buying intent.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Sales 2.0

MAY 14, 2020

I am looking for contact information in some target enterprise accounts. If you’re going to sell an enterprise account, you have to do this contact research, so what’s the discussion? If a sales person makes $100k per year and we add 30% to take into account health insurance, taxes etc. It takes time.

Data 396

Data Enterprise Enterprise Insurance 396

SBI Growth

JANUARY 6, 2013

Are you changing the compensation plan? Are you changing account or territory assignments ? One basic example of a tool is the compensation worksheet. Download the compensation worksheet here.) As a best practice we recommend all clients include a compensation worksheet when they deploy a new plan.

Compensation 317

Compensation Quota Survey Field Sales 317

SBI Growth

DECEMBER 19, 2012

My VP of Sales wants me to research trends in inside sales and conduct account segmentation. HR is on my back about finalizing the updated compensation plan. Alex paused for a second as he motioned to the bartender for another round then said, ”We benchmarked compensation two years ago. I am spent!”. Sound familiar?

Sales Operations 303

Sales Operations Compensation Territories Segment 303

SBI Growth

JANUARY 27, 2013

Can’t change the Compensation plan until HR’s partner does a 90-day benchmark. How should compensation/rewards change for the different generations involved? Sales compensation – Can top talent be retained and attracted with the current comp plans? Also need Sales rep metrics on accountabilities and competencies.

Hiring 308

Hiring Compensation Commence Sales Talent 308

SBI Growth

SEPTEMBER 14, 2012

First-rate compensation. Or maybe your compensation plan is targeted at the median level. Show the candidate your fact-based territory design methodology with minimal in-year changes, where hard-won accounts do not suddenly transition to another rep or channel. First-Rate Compensation. Hot product. Attainable quota.

Sales Talent 312

Sales Talent Territories Compensation Quota 312

Understanding the Sales Force

NOVEMBER 3, 2016

Nearly every company gets to the point where they must realign territories, accounts or roles. While doing that is always challenging, perhaps the biggest issue is how salespeople will respond to the impact this change has on their total compensation. John will not be a happy camper. How could this have been avoided?

Compensation 120

Compensation Commission Territories Salary 120

Hubspot Sales

DECEMBER 29, 2021

That's why several companies leverage something known as incentive compensation : the practice of offering financial rewards for professional excellence. Incentive compensation plans often provide an effective avenue for sales leadership to motivate their teams and encourage overperformance. Incentive Compensation Examples.

Incentives 127

Incentives Incentive Compensation Commission 127

SBI Growth

SEPTEMBER 23, 2013

Territory design, quotas and compensation plans. Change the compensation plan to incent new logo growth by adding an accelerator. Compensation plans come last not first. Account Segmentation—Steve had not defined the size of the market. Too many, you erode profitability. Launch a new product. Sales training.

Compensation 325

Compensation Social Media Incentives Incentive 325

SBI Growth

FEBRUARY 28, 2013

Compensation Plan : Did they change their compensation plan incenting more new business vs. account development? Is this new compensation plan attracting more talented sales reps? We chose these: Sales Process : We wanted to get our hands on their sales process.

Outsourcing Services 300

Outsourcing Services Ideal Customer Profile Territories Compensation 300

Hubspot Sales

AUGUST 17, 2021

Creating the right compensation plan is one of the more difficult tasks you have to account for when building a sales team. The Major Causes of a Poor Compensation Plan. The first question a sales organization needs to answer is, "Who is going to build the compensation plan?" Let's jump in. Quotas are hard to generate.

Compensation 130

Compensation Commission Quota Construction 130

SBI Growth

SEPTEMBER 30, 2013

It’s simply an account/contact and activity database. The Compensation Tool: Reps hang onto opportunities until the last minute. Here’s the worst part: A CRM can actually be a great pipeline, activity, opportunity, and compensation tool. No Accountability: Any initiative within the sales organization starts at the top.

System 303

System CRM Compensation Pipeline 303

SBI Growth

SEPTEMBER 19, 2013

Changed your sales compensation plan. Sales Gamification is a type of sales compensation, known as a sales contest. You might put a bounty on a certain competitor’s accounts, who are very hard to displace. You have started planning for next year. Part of that may include reviewing the success of some of your initiatives.

Lead Scoring 321

Lead Scoring Lead Rank Hiring Airlines 321

Janek Performance Group

JANUARY 16, 2024

With any job, a primary consideration is compensation. With salary, commission, bonuses, and other incentives, sales professionals often have options and feel in control of the compensation they receive, which can be great for motivation and fulfillment. With commission-based compensation, reps earn based on what they sell.

Compensation 118

Compensation Salary Commission Margin 118

SBI Growth

JUNE 21, 2013

The compensation you are paying for the role. Accountabilities. Examples of accountabilities are: Quarterly revenue goal. Number of new accounts signed per quarter. There are 3 main components to an ‘A’ Player Scorecard: 1. The mission describes why the role exists. The selling points of the role.

Hiring 320

Hiring Commission Compensation Account 320

The Pipeline

NOVEMBER 6, 2013

In an effort to be polite, a good thing, we fail to compensate for the lack of body language. If you were standing in front of them, you can settle for wondering, but on the phone you need to compensate for the lack of body language, and not only clearly state your intent but go further by accentuating and asserting your desire to meet.

Intent 278

Intent Cold Calling Compensation Inside Sales 278

SBI Growth

JUNE 26, 2013

Bullet summary of your key accountabilities and KPI’s. Compensation – Overview of compensation models and exception handling. Keep these all as brief as possible. Your new boss will be drinking from a fire hose. Include attainment distribution, payout averages, ranges by role, industry benchmarks and cost verses budget.

Hiring 319

Hiring Lead Rank Compensation Guidelines 319

The Pipeline

NOVEMBER 1, 2013

In a more specific way, it does not translate when it comes to sales people who think they own the account, and that the account will follow them no matter where they go. We have seen companies hire sales reps less for their superior selling skills, and more for their “book”. What’s in Your Pipeline? Tibor Shanto.

Company 261

Company Loyalty Hiring Face-to-face 261

SBI Growth

AUGUST 17, 2013

Perform an account segmentation analysis based on proximity to the ICP. The cost of mis-hire is 6-8X the base compensation. Marketing is rewarded by compensation plans tied to initiative objectives. Martyn recently shared 10 best practices for transformational change in marketing organizations. Here are five.

Ideal Customer Profile 328

Ideal Customer Profile Hiring Lead Rank Compensation 328

SBI Growth

SEPTEMBER 23, 2012

Teamwork : “These are my accounts and contacts!”. Let Marketing help expand within existing accounts by nurturing contacts for the Rep (via inbound marketing and lead management.). Let Marketing help expand within existing accounts by nurturing contacts for the Rep (via inbound marketing and lead management.).

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

The Pipeline

MAY 27, 2013

Unless you compensate for that in some way, you are relying more on luck than anything else. Most sales people do not take this into account, and in fact approach their prospecting calls as though they were in a face to face meeting, a fatal mistake. Don’t Forget To Enter The Big Contest!! See Biz Stone, Seth Godin and others.

Prospecting 292

Prospecting Cold Calling Face-to-face Compensation 292

SBI Growth

SEPTEMBER 11, 2012

Recently I was with a client who believes they have a sales compensation problem. In this case, we needed to know all of the companies within a given zip code, their potential spend and account penetration. Developing that skill, however, proves difficult because many organizations can’t evaluate themselves objectively.

Territories 306

Territories Top of Funnel Compensation Penetration 306

SBI Growth

JUNE 22, 2013

For example, he didn’t move fast enough on the global account program. 40% of revenue came from 19 accounts. He didn’t resource these accounts appropriately fast enough. Then, at the end of Year One, he decided to dramatically revise compensation plans. Marshall didn’t realize where the growth had to come from.

Cancellation 310

Cancellation Channels CRM Compensation 310

SBI Growth

MARCH 13, 2013

They often suspect a compensation problem or lack of effective training. Another has a tiered structured to focus on Key Accounts. Communication and accountability challenges rise when multiple sales people must coordinate activities. It creeps up on them. They often suspect other problems are the root cause of underperformance.

Hiring 308

Hiring SAP Compensation Travel 308

Sales and Marketing Management

MAY 31, 2020

Sales teams are a particularly unique case as their compensation is likely to be highly leveraged and more sensitive to changes in the marketplace. Adapt Compensation Plans to Reflect Reality. Sales leaders must also model the compensation cost of sales that flow from updated revenue forecasts to create accurate cost models.

Motivation 194

Motivation Compensation Commission Incentives 194

The Pipeline

DECEMBER 1, 2014

This is often manifested in some sales people compensating for knowledge with ego, or more accurately their lack of knowledge. Some sale people are too lazy to acquire knowledge, after all it does take work, it often takes more than what your company will spoon feed you. As Einstein pointed out, the relationship is invers, Ego = 1/ Knowledge.

Intent 288

Intent Face-to-face ACT Compensation 288

Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. Bravado’s 2022 State of Sales Compensation Guide showed that 54 percent of reps missed their quota.

Compensation 98

Compensation Retention Hiring Commission 98

Sales and Marketing Management

OCTOBER 22, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. For many years, this firm had been filling frontline sales manager positions with accounting and finance professionals.

Sales Management 218

Sales Management Hiring Compensation Scale 218

No More Cold Calling

JUNE 25, 2020

Yet, 95 percent of companies don’t have a strategic, measurable referral system with accountability for results. Consider a revised compensation plan to support this strategy. The research is overwhelming—tap into your existing customers with the same tenacity and elegance of approach as you do with your new account pursuits.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

The Spiff Blog

OCTOBER 12, 2023

How well can you explain (or defend) the way your company compensates sales employees? In today’s world, where pay transparency and compensation fairness are increasingly in the spotlight, sales employees and high-quality job candidates want to know more than just “how” your sales reps are paid. Let’s get into it!

Compensation 84

Compensation Commission How To Incentives 84