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

SBI Growth

OCTOBER 21, 2013

Additional inside sellers were brought in to manage small, transactional accounts. Digging deeper into accounts gets a higher share of wallet. Accounts had to be entered in both systems, which required double the reporting. Incentive Programs. Does your comp plan incent behaviors that will get you to your number?

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

OCTOBER 29, 2012

But wait – this new incentive compensation plan could flop. So, he commissioned HR to design a new incentive compensation plan (IC Plan.) Check the hiring profile to see if it is still looking for Account Managers with relationship-building skills. Will a focus on training and coaching be undermined? What can be done?

Compensation 253

Compensation Hiring Incentives Incentive 253

SBI Growth

SEPTEMBER 6, 2012

Caliber’s growth depended on retaining and penetrating top clients while converting relationships with key accounts. When defining a key target account list for your company, you have to know what the customer wants. Steve deployed a Key Account Management program that allowed Caliber to focus on big deal conversions. “We

Hiring 297

Hiring Penetration Demand Generation Targets Incentives 297

Steven Rosen

MAY 28, 2014

But once the task required “even rudimentary cognitive skills” a larger incentive “ led to poorer performance”. Other studies have supported these findings yet sales leaders have continued to use higher incentives to drive performance. Train your sales managers to teach them how to be great coaches.

Motivation 319

Motivation Incentives Incentive Coaching 319

Jeffrey Gitomer

MARCH 8, 2013

Have incentives and contests to keep it competitive. Pay a larger incentive the second time. Have regular sales training. A weekly sales meeting should include 15 minutes of training. Weekly meetings, a quarterly 1-day training, and an annual 2-day retreat, are minimum standards for sales growth. Act on them.

Incentives 255

Incentives Incentive Compensation Referrals 255

No More Cold Calling

AUGUST 1, 2019

If sales managers hold their people accountable for the number of phone calls they make, emails they send, and invitations and InMails on LinkedIn, that’s how they’ll prospect. Put a referral system in place, with training, metrics, and accountability for results. Forget about incentives. It’s not the rep’s fault.

Referrals 289

Referrals System Cold Calling Social Media 289

The Pipeline

AUGUST 14, 2014

” It doesn’t help when sales leaders are incented on meeting KPI’s rather than result. I was recently contacted by a sales director about training the team. No no, I love the program as is, we just need to do it in half a day, I have to include some product training in October as well (another KPI no doubt).

Workbooks 288

Workbooks Distribution Incentives Incentive 288

SBI Growth

SEPTEMBER 20, 2012

Organizing and scheduling product training sessions. So how do we incent this behavior? If the organization doesn’t know what the target is, how can the sales rep be accountable? If the product doesn’t make up a minimum of 15% of the overall quota, there won’t be enough incentive for the sales rep to focus on it.

Compensation 244

Compensation Incentives Incentive Quota 244

SBI Growth

NOVEMBER 7, 2012

Ideally, the overlay specialist should eliminate their own role by training their sales people how to sell the new product or penetrate the new market without assistance. Improper incentive dynamics result in favoritism and defer full implementation of the new product or vertical market strategy. Motivating Specialist Behavior.

Compensation 257

Compensation Penetration Incentives Incentive 257

No More Cold Calling

JANUARY 16, 2020

It’s a lonely world for account executives. And you will align all systems in your organization—recruiting, training, and compensation—to support the referral selling process. All of us perform our best when we are accountable and have the tools to succeed. Yep, most of us are lazy and lack discipline. I’m including myself here.

Referrals 328

Referrals Sales Management Hiring Scale 328

Salesmate

JUNE 4, 2021

One such practice is that of providing sales incentives to the salespeople. What are sales incentives? Call it what you will, incentives are what get people to work harder.” – Nikita Khrushchev . In simple terms, sales incentives are something that motivates your team to wake up in the morning and get to work.

Incentive 105

Incentive Incentives Compensation Motivation 105

SBI Growth

SEPTEMBER 30, 2013

It’s simply an account/contact and activity database. They don’t adequately train the reps (usually opting for a one day session). No Accountability: Any initiative within the sales organization starts at the top. Build incentives and consequences into adoption. Then when the deal closes, they enter it.

System 303

System CRM Compensation Pipeline 303

SBI Growth

SEPTEMBER 23, 2013

Change the compensation plan to incent new logo growth by adding an accelerator. Sales training. Shouldn''t the front line sales managers be leading the training and it be buyer centric? Account Segmentation—Steve had not defined the size of the market. Reduce turnover from 33% to 20% (had an unfortunate spike this year).

Compensation 325

Compensation Social Media Incentives Incentive 325

Understanding the Sales Force

JUNE 11, 2012

Accountability? Buying Incentives? Performance Incentives? Here are ten of the things they said he was responsible for (in no particular order): Holding everyone accountable. Effective Targeting? Stronger Motivation. Stronger Desire? More Pride? More Determination? New Sales Talent? Assessments? Competition? Ultimatums?

Lead Rank 193

Lead Rank Incentive Incentives Sports 193

MTD Sales Training

DECEMBER 15, 2011

You need to coach or train during every meeting. The problem is that many managers have difficulty in figuring out exactly what to train/coach/teach. The sales team has already gone through the company sales training. Simply use that issue as a training topic. MTD Sales Training. Three Approaches. Happy Selling!

Sales Meeting 263

Sales Meeting Meeting Education Motivation 263

Understanding the Sales Force

APRIL 4, 2013

Skills - They have not been trained in the fine art and science of sales coaching. Role Confusion - They spend too much time selling their own and the house accounts. Motivation - They don''t have the incentive (compensation) to justify the effort. Ego - They know that they know everything.

Coaching 225

Coaching Sales Management Incentives Incentive 225

No More Cold Calling

SEPTEMBER 21, 2017

It’s sneakier than gender discrimination or racial prejudice of old, but just as damaging for careers, relationship-building opportunities, and account based sales teams. The more women in account based sales understand the technology they sell, the more credibility they bring into client engagements. Comments were prolific.

Cold Calling 266

Cold Calling Loyalty Account Intent 266

Highspot

MARCH 24, 2025

A Guide to GTM Alignment and Driving Revenue Growth Download Free Guide When your GTM strategy is executed well, efficiency improves, barriers disappear, and teams become accountable for shared success. Develop cheat sheets, GTM training resources, or checklists to facilitate team handoffs. Customers benefit, too.

Lead Rank 52

Lead Rank Lead Scoring Incentives Incentive 52

Cincom Smart Selling

FEBRUARY 21, 2025

However, the true power of CPQ lies in proper training. A well-trained sales team can navigate the system effortlessly, configure products accurately, and apply pricing rules without errors. Without the right training, inefficiencies and mistakes can slow down the sales cycle, leading to lost opportunities.

Training 48

Training Closing Discount Lead Rank 48

Smooth Sale

JANUARY 23, 2025

Transparency also fosters accountability, allowing individuals to feel more involved in the companys mission. Thus, offering training programs or educational opportunities benefits the individual worker and the business. Learn more to train teams and join the advocacy program. Employees also appreciate growth-oriented cultures.

How To 103

How To Hiring Incentives Incentive 103

Hubspot Sales

MARCH 25, 2019

If set correctly, incentives can have a positive effect on your team's behavior. The commission, bonuses, and sales performance incentive funds (SPIFs) you thought were inspiring your team can become more harmful than helpful if reps put their numbers ahead of their customers, who can feel pressured to buy. He let them go.

Incentive 105

Incentive Incentives Motivation Salary 105

Sales Hacker

SEPTEMBER 6, 2022

In this article, I’ll walk you through my step-by-step process of setting goals for sales reps — with a special focus on retail employees and the power of sales incentives and gamification. Look at your past several years of sales (quarter over quarter to account for seasonality). Here are some examples of sales training games: 1.

Retail 126

Retail Motivation Training Incentives 126

No More Cold Calling

APRIL 20, 2017

One of my first corporate sales jobs was with a global consulting and training firm. It was my job as an account exec to follow up with these executives. I tried coaching, I tried demonstrating, and I tried setting goals and incentives. Account execs are the ones who forge strong relationships during the sales process.

Cold Calling 249

Cold Calling Referrals Sales Qualified Lead Promotion 249

Understanding the Sales Force

APRIL 19, 2012

Their ability to make the transition from transactional to consultative selling will depend on several factors: how many salespeople have the incentive to change. whether they are willing to invest in training and development. whether they are willing to invest in training and development. how many salespeople are coachable.

Hiring 185

Hiring Consultative Selling Incentives Incentive 185

Sales Hacker

MARCH 30, 2025

Equip your team with the right tools (and training!). Motivate with gamification and incentives. Hottest GTM jobs of the week Account Executive at Mutiny (New York) Account Executive, German Market at Gorgias (Hybrid – Paris) Sr. Invest in platforms and tools that streamline cold calling efforts.

Cold Calling 71

Cold Calling Scale Microsoft Ideal Customer Profile 71

Sales and Marketing Management

JANUARY 27, 2019

They must know how to motivate people and hold them accountable, how to coach and develop sales reps, how to structure territories and match them to a rep’s skill sets, and how to leverage data and use it to drive performance. Provide meaningful training. Implement a cadence of coaching and feedback for sales managers.

Sales Management 166

Sales Management Hiring Compensation Incentives 166

Sales and Marketing Management

JULY 21, 2019

Sales coaching like this has many documented benefits – from reinforcing training, to culling and promoting best practices, to even positively impacting the bottom line. The assignments can reinforce in-progress training or be given to reps cold, to get a baseline for their aptitudes. Validate training and certify reps.

Coaching 241

Coaching Video Hiring Trade Show 241

Understanding the Sales Force

NOVEMBER 10, 2023

Beyond Sales I don’t know enough about corporate taxes so we have an accounting firm for that. They believe that the sales organization is some mysterious group of overpaid characters that don’t fit into a neat, controllable box. A lot of people don’t know what they don’t know about sales. We have a law firm for that.

Company 220

Company Hiring Scale Forecasting 220

Sales and Marketing Management

JANUARY 23, 2020

Finding and hiring the right kind of people with the right mix of skills, developing a compensation plan, identifying training needs and aligning everyone with business goals can all be daunting. . . And finally, you have to hold them accountable and build a formula to help them succeed. . . And that’s in normal conditions.

Hiring 218

Hiring Ideal Customer Profile Scale Compensation 218

Allego

OCTOBER 29, 2024

Developing digital selling skills, processes, and incentives. Clear processes and incentives are crucial for aligning with digital sales goals. Without structured medical device sales training and ongoing support, reps will struggle to keep up, and valuable opportunities to build strong relationships may slip away.

Strategy 62

Strategy Face-to-face Buyer Lead Rank 62

The Sales Hunter

FEBRUARY 20, 2012

If this isn’t hard enough, sales managers are often put in the position of shielding their salespeople from corporate policy wonks, accountants and operators who have absolutely no understanding of the psychology of salespeople. The money that was deposited in your bank account was a direct result of the work your salespeople did.

Motivation 220

Motivation Sales Management Hiring Negotiation 220

Steven Rosen

JULY 8, 2024

Unified Leadership and Accountability The notion of having a singular executive overseeing both sales and marketing functions has sparked intriguing discussions. When sales and marketing are held accountable collectively for revenue outcomes, there is a shared sense of responsibility in driving business success.

Revenue 156

Revenue Marketing Pivotal Promotion 156

Pointclear

JUNE 27, 2011

Best-practice expertise in all areas—market identification, database management, process management, recruiting and staffing, training, program management, and data analysis and content—is now the key to a program’s success. Could you share an example of market identification activity? Watch out for pay-for-lead approaches.

Outsourcing Services 219

Outsourcing Services Lead Generation Lead Rank Marketing Qualified Lead 219

Sales Hacker Training

AUGUST 10, 2021

In this episode of the Sales Hacker podcast, we have Keith Daw , VP of GSD and Trainer at McDonell Consulting Group , where he ‘Gets Stuff Done’ and teaches the Sandler Training methodology. Know why you’re training your team before you start. Training during the last 15+ months [10:43]. powered by Sounder. Sam’s Corner [28:12].

Training 119

Training Scale Webinar Metrics Face-to-face 119

Sales and Marketing Management

JUNE 22, 2020

A few weeks after WSJ published the Q&A with McKelvey, it reported that payment companies, including Square, PayPal and Worldpay, are making some small businesses, which are already cash-strapped, wait additional days or weeks to access funds deposited in their accounts. Strengthen value-focused messaging. ?The Create “flex” in pricing.

Margin 194

Margin Discount Airlines Incentives 194

Anthony Cole Training

FEBRUARY 7, 2013

The typical metrics for success used are: retained revenue, retained accounts, customer service scores, new business sales, book of business growth. You've hired someone, they've been through your on-boarding process and training program, and now it's time for them to get out there and do what you hired them to do - succeed in selling.

Hiring 179

Hiring Lead Rank Lead Scoring Incentives 179