HeavyHitter Sales

MARCH 22, 2012

I’ve had the privilege of conducting “Win/Loss/No Decision Sales Cycle Analysis Studies” for leading companies including IBM, EMC, ATT, Acxiom, and PayPal. Click here to learn more about Win-Loss Analysis. In this case, they are trying to determine the principles, standards, incentives, and priorities of the key decision makers.

Analysis 146

Analysis Acxiom Face-to-face Revelation 146

SBI Growth

SEPTEMBER 9, 2013

Discover tactical solutions to get the most out your incentive comp dollars. How do competitors structure incentive payouts? Is your outward-looking analysis as robust as your internal performance metrics? Receive the Competitive Competition Analyzer. Poor Compensation Drives Turnover. Market Conditions vs. Competitive Threat.

Compensation 288

Compensation Competition Salary Social Media 288

SBI Growth

OCTOBER 20, 2012

Software Firm: The annual Employee survey is overflowing with negative comments about the incentive plan. It’s the essential first step: Complete a Root Cause Analysis to determine the true source of the symptoms. Incentive compensation is specialized enough that it requires help from a third party expert. Evaluate the results.

Compensation 267

Compensation Incentives Incentive Lead Rank 267

SBI Growth

FEBRUARY 5, 2014

Erik Charles is the Principal Incentive Strategist at Xactly Corp. In a recent webinar , Erik noted that: "The total outlay for Incentive Compensation in the U.S. This easy check-box analysis will point you towards ideas for early corrections. Read on to understand the mechanics of effective sales compensation. Follow @jdkenney.

Compensation 288

Compensation Territories Hiring Commission 288

SBI Growth

SEPTEMBER 20, 2012

So how do we incent this behavior? To determine new product expectations, we need to work with our new best friend, the Product Manager, and perform analysis. 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. How do we drive change?

Compensation 244

Compensation Incentives Incentive Penetration 244

SBI Growth

DECEMBER 5, 2012

Tip: Your detailed analysis on where your time goes will help with this. C ompensation – Your incentive plan will help you attract the best talent. ‘A’ Player Scorecard – The qualities of your new resource must compliment you. Clear definitions of the core competencies will help you identify the right candidates.

Hiring 303

Hiring Sales Talent Tools Exercises 303

SBI Growth

NOVEMBER 17, 2013

Link some incentive to making the revenue goal. Conducting predictive analysis to find better prospects. Enable Sales Ops to pay well for their positions. Let them to design the team that’s suited to the challenge. This means hiring hybrids that have great technical ability and business acumen. Valuable resources cost money.

Company 296

Company Hiring Buyer Persona Maximizer 296

Zoominfo

APRIL 17, 2025

Some solutions enable no-code modeling engines to adapt quickly to plan changes, provide territory carving, quota setting, and incentive plan design, among other features. JustCalls AI features, such as real-time assistance and post-call insights, aim to reduce call handling times by up to 40% and increase retention.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

SBI Growth

OCTOBER 24, 2013

Part of the poor compensation may be the inability/difficulty to achieve incentives. Change the comp plan and associated quotas if need be, but only after sufficient analysis. This may seem to be a common root cause. However, people leave a job because of their boss more so than the pay. Guidance: Understand market pay rates for SMs.

Positioning 292

Positioning Hiring Sales Management Compensation 292

Understanding the Sales Force

APRIL 3, 2012

While working on the analysis, one member of our staff remarked that it seemed that "women were far less trainable than men". When either of those elements is found to be lacking, the salesperson will not have enough incentive to change. explain from where it comes and 2.)

Hiring 209

Hiring Incentive Incentives Comparison 209

Xactly

DECEMBER 10, 2018

Compensation drives sales behavior, which means your sales incentive plan is a critical factor in sales performance and objective achievement. The incentive compensation planning team faces the challenge of balancing executive priorities and designing incentives that motivate reps. Gather your previous and YTD data.

Incentives 79

Incentives Incentive Competition Compensation 79

SBI Growth

SEPTEMBER 23, 2013

Change the compensation plan to incent new logo growth by adding an accelerator. This will help you complete your own gap analysis. Reduce turnover from 33% to 20% (had an unfortunate spike this year). Steve told us he was going to build 3 elements into his plan for 2014. Sales training. What Sales Leaders Should Do Now.

Compensation 325

Compensation Social Media Incentives Incentive 325

Nutshell

NOVEMBER 26, 2024

Affiliate management involves finding and managing partners, which promote your brand in exchange for commission or other incentives. This information is well-suited for performance analysis and will make you free from the tasks of manual data crunching with strategic decisions.

Commission 117

Commission How To Promotion Campaigns 117

Zoominfo

MARCH 6, 2019

A comprehensive referral marketing program treats referrals like any other marketing channel— which means it includes strategic preparation, targeted decision-making, analysis, and iteration. Choose the right incentives. But, we recommend you give more thought to your referral incentives. Track and measure your results.

Referrals 197

Referrals Ideal Customer Profile Marketing Incentives 197

Pointclear

JUNE 27, 2011

As a CMO, I always ask myself, what value I would really bring to managing this process in-house versus having on-demand access to expertise, operational excellence and data analysis that comes as part of a partner's complete solution. What for you were the critical success factors you weighed in outsourcing lead generation?

Outsourcing Services 219

Outsourcing Services Lead Generation Lead Rank Marketing Qualified Lead 219

Xactly

OCTOBER 1, 2018

As a sales leadership team, there are plenty of questions we ask ourselves to improve sales performance analysis and management, including: Are we setting up our teams for success? Despite the fact that we live and breathe incentive comp, we are not immune to the factors that affect every sales organization.

Analysis 90

Analysis Data Incentive Incentives 90

Cincom Smart Selling

APRIL 21, 2025

Sales incentives Sales incentives are reward systems plans for sales teams to drive their efforts to sell products and reach goals. Well-designed incentive programs offer a two-fold benefit – helping sales reps earn more and the organizations generate more revenue.

Incentives 48

Incentives Incentive Compensation Territories 48

The Spiff Blog

NOVEMBER 17, 2023

As an incentive compensation manager, you hold a critical role that keeps your organization running. What does an incentive compensation manager do? First, let’s cover the primary responsibilities of an incentive compensation manager. Recommended reading: A Foolproof Framework for Better Incentive Communication 2.

Incentives 81

Incentives Incentive Compensation Commission 81

Zoominfo

SEPTEMBER 7, 2021

Chorus.ai’s analysis of more than 500,000 recent sales meetings conducted by more than 100 of our clients in 10 major industries. Chorus.ai’s analysis of sales meeting data shows that in the second quarter of 2020 — when the COVID-19 crisis in the U.S. It also helps to reduce guesswork in your preparation process.).

Decision Maker 259

Decision Maker Analysis ROI Sales Meeting 259

SBI Growth

FEBRUARY 19, 2014

Keen oversight and analysis is necessary to keep both parties fresh and productive. SPIFFs, Discount Multipliers and other incentives. As a result, you need an objective analysis to help you through. Recently a client asked me: “How do we know which partners/ distributors to invest in?” Time, personnel and intellectual support.

How To 219

How To Analysis Objections Incentives 219

Pointclear

FEBRUARY 7, 2018

It takes a skilled team, a proven cadence, multiple touch points, message testing, market analysis — and plenty of perseverance —t o produce the leads that truly contribute to revenue generation. Check out this video that explains how over-focusing on cost per lead incents lead volume over lead quality. Your comments are welcome.

Cost per Lead 204

Cost per Lead Lead Scoring Lead Rank Leads 204

Understanding the Sales Force

JULY 20, 2014

Best of all, those top candidates are identified using a customized, scientific and objective analysis , not one based on resumes and industry experience. As a bonus, companies that assess all of their candidates are EEOC Compliant while companies that cherry-pick who to assess are being discriminatory.

Hiring 244

Hiring Real Estate Incentives Incentive 244

Vengreso

JANUARY 9, 2025

Identifying the primary goal is crucial as it directly informs the structure, incentives, and overall dynamics of the contest. Develop Compelling Incentives for Sales Reps Sales employees are the driving force behind any sales contest. Evaluate the effectiveness of the contest structure, incentives, and engagement strategies.

Incentives 66

Incentives Incentive How To Sales Qualified Lead 66

Score More Sales

MARCH 8, 2012

Do they have any incentives to work hard? Do a quick analysis of who all of your partners – channel and otherwise – are, and what ideas you can come up with to help them bring more business your way. Are you communicating with them on a regular basis? Are they feeling like your company takes them for granted?

Pipeline 203

Pipeline Referrals Channels Buying Cycle 203

Sales and Marketing Management

DECEMBER 17, 2018

Adding more incentives erases any second thoughts when contemplating defection. An analysis of the defectors and stayers in B2B model comes in handy. Decreased interest, lack of purchases or communication are all clear indications that you might see a customer defect.

Retention 238

Retention B2B Penetration Strategy 238

Zoominfo

JUNE 25, 2021

While the number of connections made can point to overall success, the number of attempts made reflects a rep’s ongoing effort to succeed and gives room for analysis of areas in need of improvement. Deal win-loss ratio ( or win-loss analysis) is a calculation of won opportunities over lost opportunities. Sales and Marketing Alignment.

Sales Qualified Lead 227

Sales Qualified Lead Top of Funnel B2B Lead Rank 227

Partners in Excellence

APRIL 17, 2024

We would develop skills in a variety of tools to assess and support change, including: Project management, Stakeholder analysis, Impact analysis, Change readiness assessments, Risk management, Resistance management, Training for the change, Performance evaluation, Communication, and so forth. And there’s a bonus on top of this!

Lead Rank 143

Lead Rank Analysis Incentive Incentives 143

Highspot

MARCH 24, 2025

It depends on strong foundational pillars that drive improved workflows, rely on actionable insights, and align incentives with measurable business goals. Performance and Incentives Make sure compensation and incentives support GTM objectives to drive the right behaviors. Lets explore four pillars of GTM ops excellence: 1.

Lead Scoring 52

Lead Scoring Lead Rank Incentives Incentive 52

Xactly

JANUARY 2, 2019

Ultimately, the new compensation and incentive plans must successfully motivate the right sales behaviors to achieve goals, all while driving growth. After close to a year, we decided that Express was not flexible enough to handle our complex plans and increasing number of reps, so we decided to implement Xactly Incent in 2015.

Compensation 69

Compensation Incentives Incentive Commission 69

Zoominfo

MARCH 6, 2019

A comprehensive referral marketing program treats referrals like any other marketing channel— which means it includes strategic preparation, targeted decision-making, analysis, and iteration. Choose the Right Incentives Rewards are the most critical part of your referral marketing strategy. What Are The Benefits Of Referral Marketing?

Referrals 130

Referrals Marketing Incentives Incentive 130

Hubspot Sales

NOVEMBER 6, 2018

When noted economist Steven Levitt published the book “ Freakonomics: A Rogue Economist Explores the Hidden Side of Everything ,” he shared the disproportionate impact structural incentives have on the behavior of individuals and their output. Structural incentives are those created by the structure of what’s being done. Call activity.

Incentives 106

Incentives Incentive Lead Rank Sales Cycle 106

Zoominfo

AUGUST 7, 2018

Here’s a quick example: If you manage a corporate blog, you can outline blog post ideas with Google Sheets, collaborate on blog post drafts with Google Docs, and present a blog traffic analysis with Google Slides. Another benefit is the competitive analysis feature.

B2B 178

B2B Tools Lead Rank Lead Scoring 178

Partners in Excellence

JANUARY 17, 2014

As is usual this time of year, I’ve been involved in lots of discussions of incentive and commission plans–both last quarter as people plan for the new year, and now as these plans are being introduced at Sales Kick Off Meetings. and the lists go on and on. I won’t jump on that in this post, but I think you know what I mean.

Incentives 107

Incentives Incentive Commission Maximizer 107

Pointclear

MAY 10, 2012

Christopher has served as editor-in-chief or senior editor with Meeting News, Corporate & Incentive Travel, and Life Extension. There’s a ton of stuff coming in via social media that no one could possibly have parsed—the sentiment analysis, likes, dislikes, sharing. Magazine, Multi-Housing News and Hospitality Design.

CRM 178

CRM Sales Qualified Lead Marketing Social Media 178

Xactly

JANUARY 18, 2019

Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project. Formulate your new plan around the successful elements and structure incentives for new goals similarly. Ideally you need a sales incentive planning team of six people.

Commission 81

Commission Incentives Incentive Compensation 81

Engage Selling

JANUARY 25, 2013

Colleen, any fresh perspectives on dealing with customer’s paralysis by analysis? First remember that paralysis by analysis is the seller’s problem, not the buyers. If you are suffering from “paralysis by analysis chances are you are not talking to the real buyer. Offer an incentive with a deadline.

Analysis 48

Analysis Incentives Incentive Decision Maker 48

Engage Selling

JANUARY 25, 2013

Colleen, any fresh perspectives on dealing with customer’s paralysis by analysis? First remember that paralysis by analysis is the seller’s problem, not the buyers. If you are suffering from “paralysis by analysis chances are you are not talking to the real buyer. Offer an incentive with a deadline.

Analysis 48

Analysis Incentives Incentive Decision Maker 48