Channel Partner Compensation: In Love with the 800 Pound Gorilla
SBI Growth
MAY 22, 2012
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Taking sales to the next level
Sales 2.0
OCTOBER 25, 2021
as this channel has become saturated. Compensation : A key with compensation is to make sure that you are rewarding the behaviors you want. Too often companies have compensation plans that reward “activity A” when in fact they are hoping to encourage “activity B”. Smarter approaches to prospecting are needed.
Territories 
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Discounting – the Weak Link in Your Pricing Strategy for the Indirect Channel
SBI Growth
SEPTEMBER 3, 2018
How do you influence sales people when you don’t directly impact their compensation? This is an age-old struggle many firms have had with the indirect channel…. The key we have found is to understand two key factors important to indirect.
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How To Fix Your Sales Problems In The Right Order
SBI Growth
FEBRUARY 10, 2013
Channel Partners productivity was higher than last years but well short of their original goal. Poor Channel Management program. Improper mix in compensation plans. Fixing the compensation plan first was incorrect. A new Channel Program can now use the new Lead and Sales Process. Quota attainment was below 35%.
10 Best Sales Analytics Software Tools: Turning Data into Revenue
Zoominfo
JANUARY 24, 2025
But the sheer volume of information available paired with a growing number of outreach channels and tools mean that the real power lies in drawing insights from that pile of data. For todays sales teams, data and signals are the foundation for smarter strategies, better decisions, and consistent growth.
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New Sales Comp Plan? HR's 5 Must Dos.
SBI Growth
DECEMBER 4, 2012
A post for Sales and HR leaders to ensure success of 2013’s Sales compensation plan. We spent countless hours ensuring a high-quality compensation plan.” Supply multiple channels to do so. Integrate all of these channels into one collection of feedback. Check the quality of your Sales compensation plan.
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Thru the Candidate’s Eyes - Attracting Sales Talent
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.
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The Biggest 2013 HR Challenge for Sales is 2014
SBI Growth
JANUARY 18, 2013
Traditional HR leaders would see this as a motivation, compensation or retention problem. It compares the new revenue contribution for 3 different sales channels: Direct Field Sales. Changes to compensation and territories are under way to fix today's issues. Download the Sales Channel ROI Calculator here.
Compensation 292
292 How to Find Out What Your Competitors Are Doing That You Are Not
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? Channel partners who represent both products. We chose these: Sales Process : We wanted to get our hands on their sales process.
3 Ways Technology Can Streamline Your Sales Performance Management Strategy
Sales and Marketing Management
MARCH 27, 2019
There’s a simple solution that will help streamline this issue and create more time for sales reps to spend actually selling the product or service: implement a sales and compensation system that’s transparent and easier to understand. Lack of transparency can also lead to inaccuracy within a company’s compensation calculations.
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Sales Incentive Program Management as a Profit Center for CFO’s of Large Channel Members and Distributors
Sales and Marketing Management
JANUARY 19, 2018
That’s probably because they don’t realize a huge opportunity to drive millions of net profit dollars straight to the bottom line, while at the same time underwriting compensation for the sales team. They benefit from sales compensation being supported by increased vendor payments. And yes, they benefit from the $3.75
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How to Manage Affiliates Effectively
Nutshell
NOVEMBER 26, 2024
Choose the right commission structure Decide how you will compensate your affiliates. These influencers, bloggers, or specialists in the industries can be great channels for promoting your products. Understanding the most effective channels can help you focus your marketing efforts and optimize your partnerships.
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8 Important Recruiting Metrics for the Modern Staffer
Zoominfo
JUNE 11, 2018
Thanks to technological advances and the widespread use of social networking, job applicants have a wide variety of channels and platforms at their disposal. This means recruiters must spread their efforts across each of these channels in order to execute a successful candidate sourcing strategy. Rate of qualified candidates.
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Re-energizing sales efforts in a virtual world
Sales and Marketing Management
OCTOBER 15, 2020
The line between rewards and compensation can become blurred. Sales incentive programs can establish, build and deepen relationships with your sales team and your channel partners, which leads to achieving your business sales goals and strengthening your bottom line. These can be rewarded at any time?—?and and more frequently?—?thereby
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340 Why Top Sales Executives Get Fired
SBI Growth
JUNE 22, 2013
Then, at the end of Year One, he decided to dramatically revise compensation plans. However, much of his revenue came from channel partners. There was a deep rift between his Channel VP and his VP of Direct. He didn’t resource these accounts appropriately fast enough. Their boss was the loser.
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Channel Sales for SaaS: What It Is, When it Works, and How to Build Your Own
Openview
MARCH 15, 2019
Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy. For the uninitiated, channel sales refers to the process of partnering with third parties to get your product into the end user’s hands. Channel Sales versus Direct Sales – The Good and the Bad. Channel – Cons.
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How to Scare Your Top Sales Reps
SBI Growth
DECEMBER 17, 2013
Will our compensation change? Have different senior leaders communicate via different channels throughout the project. Completely plan communication content, dates, channels, and communicators. Now the questions and rumors start: Who are these people and what do they want? Is our company getting acquired? Our territories?
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How Sales Teams Can Recruit & Retain College Grads in the Tight Labor Market
Sales and Marketing Management
AUGUST 28, 2019
Personalize Compensation Packages. This appetite for a customized experience is relevant in the workplace as it applies to compensation as well. Compensation and sales performance technology can create a channel for sales teams and HR managers to integrate personalization into the compensation experience.
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Here’s What Every Business Should Know about Multi-Channel Sales Management
Cincom Smart Selling
FEBRUARY 9, 2016
In many ways, managing multiple sales channels is like climbing that mountain—it looks easy until you really get into the process, and then the challenges and difficulties become all too apparent. If you currently manage a multi-channel operation, you know how naïve this statement sounds. You Need Channel Management.
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A Get-Well Plan for Sales Ops in the New Year
SBI Growth
DECEMBER 5, 2013
Channel / Routes-To-Market – Understanding BPM’s and Personas will provide a base line here. Sales Compensation and Quota Setting – A good comp plan with bad quotas doesn’t move the needle. Buyer Process Maps (BPM’s) & Personas – See this post by John Kenney for more detail. A bad comp plan with good quotas will drag you down.
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How to Develop a Winning Sales Compensation Philosophy
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!
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84 What is the State of Marketing in 2013
Score More Sales
MAY 30, 2013
Evaluating and prioritizing channels. Do you have cross-channel web, social, and mobile integration? I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions. times Gross Profit growth and 2.4
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241 9 Steps to Boost Sales in 2014 Part 2 Planning
Score More Sales
DECEMBER 23, 2013
Next, take your compensation plan and from that, understand what sorts of activities you need to accomplish every month to make those numbers happen. I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions.
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How the Pandemic is Reshaping Sales and Service
Sales and Marketing Management
SEPTEMBER 14, 2020
It was a common practice pre-pandemic to measure each business area with different KPIs, metrics and compensation models designed to optimize each area of operation. While some businesses had already invested in digital transformation and were in better standing than others, their weaknesses were exposed – and they took a hit. .
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The Pipeline ? What's in Your Pipeline? ? Attitude
The Pipeline
JUNE 8, 2011
As usual, I invite you to have your two cents, and view all our videos at Renbor’s You Tube channel Sell Better. Sales Compensation. TopLine Sales Compensation Solutions. Recently someone turned the table on me asked me why I ask that question and what my view is on what should be in your pipeline. Tibor Shanto.
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Compensation Transformation: 7 Tips for 2024 Sales Comp Planning
The Spiff Blog
OCTOBER 19, 2023
Believe it or not, the new year is right around the corner– and that means it’s time to plan your sales compensation strategy for 2024. In today’s post, we’re offering our top seven tips for a complete compensation transformation in 2024. Compensation Transformation Tip #1: Align your sales comp plans with your business goals.
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The 4 People in Your Sales Pipeline You Must Know
Score More Sales
MARCH 8, 2012
Channel partners, strategic partners and referral partners all can affect revenue in your pipeline. There are many connections you have, whether in your channels, through other distribution arrangements, and with direct individuals who can impact deals and the bottom line. How do I compensate for the areas I’m weaker in?
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203 The Pipeline ? Prospecting ? When Is The Best Time?
The Pipeline
MARCH 30, 2011
To get more insight on that, you can read a related article “ Working Backwards From Your Goal To Get Ahead “ Look forward to your comments, and invite you to visit our YouTube Channel to view other SellBetter sales videos. Sales Compensation. TopLine Sales Compensation Solutions. What’s in Your Pipeline?
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Sales Compensation and Quota Options During the COVID-19 Pandemic
Miller Heiman Group
MAY 12, 2020
Compensation is also a concern for close to 100% of sales organizations as they figure out how to handle grounded sales teams, who are relegated to holding video conferences with prospective customers that have their own worries, including shrinking budgets and diminished financial outlooks. Set Up an Incentive Compensation Relief Committee.
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75 51 Ways to Fund Your Sales Improvement Effort
SBI Growth
AUGUST 13, 2013
Or a redesigned compensation plan. Or sales recruiting to staff a new go-to-market channel. Remaining effective as a sales force means continuous improvement. This might be a new buyer-aligned sales process. Or training to add emerging practices to your sellers’ skill sets. Now your question: “ Where will the funds come from?
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Why Recruiting is Like Marketing
DiscoverOrg Sales
AUGUST 19, 2016
Build a Multi-Channel Traffic Plan to Drive Inbound Candidates. We had a to build a multi-channel candidate attraction plan to drive candidate traffic. Passive job seekers are often the best talent – employees well valued and compensated by their current company because they are doing a bang-up job.
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30 Shocking Influencer Marketing Statistics
Zoominfo
JUNE 27, 2018
22% of marketers say influencer marketing is their most cost-effective channel ( source ). Facebook is the most influential social media channel; 19% of purchase decisions are influenced by Facebook posts ( source ). 67% of influencers want to work with brands who provide competitive compensation ( source ). 32% of U.S.
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202 The Case for Smarter CRM in 2013
Score More Sales
MARCH 26, 2013
In addition, these companies are growing their connection to the customer through social channels – so the natural progression of thought is to get more CRM applications social too. New insights into their customers, giving the company competitive advantages. •
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200 Best Articles on Sales and Sales Leadership by Category
Understanding the Sales Force
APRIL 4, 2024
Salespeople Will Close 50% More Business By Changing This One Thing They Do! Salespeople Will Close 50% More Business By Changing This One Thing They Do!
Hiring 154
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5 Ways These Remarkable Channel Leaders are Improving Their Partnerships
Allbound
DECEMBER 18, 2019
Being a channel manager isn’t an easy job. While a Google search will provide plenty of “best practices” for channel management, we wanted to take a deeper dive. In this post, we sought advice from leaders that are on the front lines of channel management. We spoke with three channel leaders from different industries.
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The Ultimate Guide to Choosing the Right AI Sales Assistant Software for Your Business
Vengreso
NOVEMBER 19, 2024
5- Multi-Channel or Omnichannel Communication Multi-channel communication capabilities are no longer a luxury but a necessity in today’s omnichannel world. This adaptability ensures that your sales team can engage and connect with prospects through their preferred communication channels.
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115 How To Be Social In Sales – Relationship Building
Score More Sales
JULY 30, 2014
What will you do this week to connect through social channels to those who can refer you, advocate for you, or collaborate with you? I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions.
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10 Ways To Boost Your Sales Incentive Strategy
Sales and Marketing Management
OCTOBER 31, 2017
Target the right market segments: Decide which sales organizations, geographies and channels will deliver maximum performance for your incentive budget. For example, a channel program should never include a warehouse club in its incentive strategy. reaction you want. Some targets are especially appropriate; others make no sense at all.
Incentive 195
195 “Fixing The Compensation Problem….”
Partners in Excellence
APRIL 25, 2017
I always worry when a conversation with a sales executive starts with, “We need to fix our compensation problem.” ” The ensuing discussion usually focuses on, “We aren’t meeting our numbers, we need to fix the compensation/commission system in order to make our numbers.”
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60 We Are Mobile Social Sellers
Score More Sales
FEBRUARY 21, 2014
You can control what you do and say on your company website, and link to your channel partners or other associates rather than somehow finding ads and links to competitor sites. Ultimately, your company owns its website and all the great content outside of your website resides on other people’s sites.
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231 Q2 Is Over – How Is Your Pipeline, Sales Leader?
Score More Sales
JUNE 29, 2012
They had someone (or a team) monitor social channels; listening for trigger events, learning about their existing customers and interacting with soon-to-be buyers. It’s time to look at the entire realm of your sales efforts from compensation plans to forecasts to staffing to marketing to process to messaging to activity levels.
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Top Strategies for Successful Channel Sales Partners
Vengreso
JULY 29, 2024
Have you heard about how important channel sales partners are? In this article we cover different kinds of channel sales partners, why they’re good, and how to work well with them. Plus, working with channel sales partners has other benefits like growing your market. Each one has a special job in selling products.
A Day in the Life of an Effective Sales Compensation Manager
The Spiff Blog
JUNE 29, 2023
Managing sales compensation is both a highly complex and highly consequential responsibility. The design and execution of a sales compensation program directly influences the performance and morale of a sales organization, as well as the overall financial success of a company at large. What is a Sales Compensation Manager?
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72 Smarter Commerce Global Summit 6 Tips for Midmarket Companies
Score More Sales
MAY 28, 2013
If you have not seen the survey results yet, take a look to hear about omni-channel shoppers and more. I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions. Marketing Study Update.
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