Sales and Marketing Management

DECEMBER 28, 2017

Author: Paul Nolan When I wrote about former New York Knicks coach Jeff Van Gundy in this space in 2014, I thought it was a one-off. Bill Bartlett, author of “The Sales Coach’s Playbook: Breaking the Performance Code,” went even further, expressing his disdain for short-term incentives. Our cover story?—?and

Motivation 225

Motivation Coaching Hiring Incentives 225

Understanding the Sales Force

MARCH 13, 2013

Sales Management must spend 50% of their time coaching salespeople like this: An enormous part of developing salespeople these days is helping them to differentiate themselves from your competitors. That creates urgency, and an incentive for a prospect to self-qualify. Coaching – Step 1. Coaching Step 3 – What’s the Root Cause?

Coaching 264

Coaching Sales Management Decision Maker Call-back 264

Understanding the Sales Force

APRIL 4, 2013

We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening. So why aren''t more sales managers effective at coaching salespeople? Modeling - They did not report to a sales manager who was effective at coaching. Time - They don''t invest enough time in coaching.

Coaching 225

Coaching Sales Management Incentives Incentive 225

Understanding the Sales Force

APRIL 11, 2024

I used to coach, not as a dad who was the baseball equivalent of a boy scout troop leader, but I actually coached. ” The pitcher’s response to my coaching was consistent with salespeople who only APPEAR to be responsive to coaching. They agree with the coaching but fail to execute.

Coaching 211

Coaching Decision Maker Scale Hiring 211

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. Coaching works from the inside out. Set coaching metrics to hold them accountable.

Motivation 319

Motivation Incentives Incentive Coaching 319

Sales and Marketing Management

JULY 21, 2019

Accordingly, video coaching has become a popular tool for driving readiness in sales organizations of all sizes and across industries. Typically, a coach (often a rep’s manager) will issue an activity: for example, “Show me your 30-second elevator pitch.” The benefits of video – in terms of bringing learning to life – are well-known.

Coaching 241

Coaching Video Hiring Trade Show 241

SBI Growth

JULY 14, 2013

Is it aligned with the buyer, adopted in the field and reinforced by your “coaches”? With the right game plan, coaches, supporting team, trainers and equipment he’ll remain elite. Incentive pay is a lever that must align with strategy. Suppose Rodgers was paid an incentive every time he threw an interception.

Territories 328

Territories Incentives Incentive Compensation 328

No More Cold Calling

DECEMBER 2, 2014

All sales reps need coaching and guidance, but rainmakers deserve extra attention. Now it’s up to the sales manager to coach, motivate, and incent everyone else—the average performers. When it comes to coaching, are we focusing on the wrong group? Opportunities to grow, learn, and advance are much better incentives.

Cold Calling 289

Cold Calling Incentives Incentive Face-to-face 289

No More Cold Calling

JULY 25, 2024

They have not just one coach, but many. While companies spend tons of money on client events, company celebrations, sales incentives, and work-life balance perks, many skimp on investing in building permanent, repeatable sales skills for their teams. They train with unparalleled rigor. They are laser-focused on winning the gold medal.

Referrals 334

Referrals Cold Calling Coaching Incentives 334

No More Cold Calling

JANUARY 31, 2025

Building a referral culture requires: Leadership Commitment: Ensure leadership consistently reinforces the value of referrals through messaging, coaching, and leading by example. Incentives and Recognition: Create incentive programs to reward employees who excel at generating referrals.

Referrals 156

Referrals Scale GoldMine Pipeline 156

Hubspot Sales

JUNE 11, 2019

Nothing boosts your sales team's excitement and energy more quickly and reliably than an incentive. These four strategies will increase the impact of your incentives. Here are a few questions you can use during a one-on-one or coaching session: "Would you rather get praise or acknowledgment in front of the team or in private?". "If

Incentives 140

Incentives Incentive Motivation Referrals 140

Sales and Marketing Management

MAY 6, 2019

Simply sending an email announcement of your next incentive to make the reps aware of the program will not maximize results. Effective incentives are more than awareness. Effective incentives are more than awareness. Sales managers are wise to use incentives to improve their results. Coach them. Train them.

Incentives 120

Incentives Incentive Maximizer ACT 120

Zoominfo

JANUARY 24, 2025

Teams can leverage conversation data to improve coaching, forecast more accurately, and align better with buyer needs. Chorus advanced AI enables real-time transcription and analysis, delivering deal insights that reveal risks, opportunities, and next steps.

Analytics 246

Analytics Software Software Tools 246

SBI Growth

JUNE 13, 2013

Leaders continually identify opportunities to coach. Consequences & Incentives. Similarly, reiterate incentives related to desired performance. Leaders show the team how to do something, not just tell them to do it. Chip in across the entire organization for improved performance.

Incentives 314

Incentives Incentive Energy Motivation 314

Hubspot Sales

SEPTEMBER 20, 2019

Research from the Sales Executive Council (SEC) examined thousands of salespeople and found receiving quality coaching helped them improve long-term performance by upwards of 19%. A separate study from CSO Insights reveals a correlation between quota attainment and coaching. When coaching skills exceed expectations, 94.8%

Sales Coaching 145

Sales Coaching Coaching Top of Funnel Lead Rank 145

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.) Will a focus on training and coaching be undermined? Suppose HR and Sales have built great training and coaching materials. HR even brought in an expert compensation firm.

Compensation 253

Compensation Hiring Incentives Incentive 253

SBI Growth

JANUARY 5, 2014

Sales Managers should be spending 75% of their time coaching their team. Focus on coaching-up your talent and helping out with deal strategy. I am a big advocate of face-to-face coaching. A-players – Incent them more and put them in your best territories. INTERNAL MEETINGS. Most don’t. PRIORITIZE THE PROSPECT UNIVERSE.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

Steven Rosen

DECEMBER 2, 2012

Conclusion: When designing your sales “Top Performer” incentive program, it is critical that your plan is fair and equitable. Steven Rosen, MBA Author | Coach | Speaker helps companies transform sales managers into great sales leaders. The example I described above is a 50/50 split. To find out more go to [link].

Territories 304

Territories Quota Comparison Incentive 304

SBI Growth

MAY 17, 2021

There are many factors that drive high-performance in a sales organization: talent development, enablement, and incentives, to. Most agree it’s important, some understand why, but very few sales leaders use it as a competitive differentiator.

Incentives 292

Incentives Incentive Competition Sales 292

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.

Incentives 105

Incentives Incentive Compensation Motivation 105

Steven Rosen

OCTOBER 8, 2021

incentive programs and contests) creates a vicious cycle of having to top the last program. FOCUSED SALES COACHING ON-DEMAND WILL GIVE YOU THE SKILLS TO SUCCEED. External factors have a place in motivating reps. The challenge is that when they are overused, they become difficult to sustain. ENROLL NOW!

Motivation 379

Motivation Commission Incentives Incentive 379

The Pipeline

OCTOBER 9, 2014

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. Their growth plan is to go form the current revenue $350 million to $1.8 billion, three years. Their cost is not greater, it is just amortized, differently. Tibor Shanto .

Government 296

Government Face-to-face Incentive Incentives 296

Understanding the Sales Force

MARCH 14, 2014

Salespeople with a lack of Commitment don''t have the incentive to change. Attend the EcSell Sales Coaching Summit on April 15 in Charlotte NC! In between training sessions, salespeople must be coached on consultative selling by their sales manager. Attend the EcSell Sales Coaching Summit on April 15 in Charlotte NC!

Consultative Selling 256

Consultative Selling Training Conference Coaching 256

The Pipeline

MARCH 12, 2021

When the front-line reps see your management team accept, coach, and lead-based on the 80/20 you’re beat. I have discussed before a brilliant incentive plan I was introduced to that paid on specific outcomes to specific execution. It All Trickles Down. Think about it, if the VP above took my advice, they would have a 60/40 team.

Sales Leadership 386

Sales Leadership Quota Sports Data 386

Understanding the Sales Force

SEPTEMBER 9, 2013

They tend to pay more than smaller and larger businesses and their recruiting efforts, compensation and incentive plans are designed to attract stronger salespeople. During 2009, only those companies with cash and a willingness to spend it - mostly mid-market companies - were hiring salespeople.

Sales Management 288

Sales Management Hiring Compensation Trends 288

SBI Growth

NOVEMBER 30, 2013

If someone scores a “1” in this area, haven’t you already coached them out? Specifically: You tend to offer additional incentives to customers or channel partners. For example: “Ethics: Maintains high standards of character and a professional attitude.” Isn’t this table stakes at your company? Instead, shift to an Agile approach.

Policies 303

Policies Incentives Incentive Channels 303

Steven Rosen

JANUARY 26, 2014

incentive programs and contests) it creates a vicious cycle of having to top the last program. Sales Management Coaching Sales Management Tips' External factors have a place in motivating reps. The challenge is that when they are over used they become difficult to sustain. By using mainly financial rewards for motivation (ie.

Motivation 288

Motivation Commission Incentives Incentive 288

Anthony Cole Training

OCTOBER 13, 2014

When I fell short of my activity goal, Bob’s intense coaching often included, “See more people!” Or, if you want to use incentive travel/excursions to motivate people to higher levels of performance, you raise the bar required for people to qualify for the “President’s Club” trip. You do the math. Did I see more people?

Sales Management 204

Sales Management SME Incentives Incentive 204

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

No More Cold Calling

SEPTEMBER 21, 2017

She’d been there … as a customer of incentive compensation and a lover of performance management. Amy takes the same approach when coaching salespeople. She coaches to the human, instead of coaching to the numbers. Some of them she asked for coaching; others stepped into the role without being asked.

Cold Calling 266

Cold Calling Loyalty Account Intent 266

No More Cold Calling

DECEMBER 30, 2014

Now it’s up to the sales manager to coach, motivate, and incent everyone else—the average performers. When it comes to coaching, are we focusing on the wrong group? The rest of the team looks longingly on as their new super sales heroes march off; obviously they don’t have anything left to learn. Learn more.).

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

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. Now is the time for the cheering, congratulations and new sales incentives. Sales people need to learn more and such continuing education is everlasting and is an investment.

Sales Meeting 263

Sales Meeting Meeting Education Motivation 263

Anthony Cole Training

DECEMBER 17, 2012

Incentive to succeed - Do you have the appropriate passion or desire for success? Coach or be coached to make appropriate changes to effort or execution. Let me take a minute to answer for myself and then I'll get on with the rest of the post: Sales - yes, Sales management - kind of, Business - yes. Inspect what you expect.

Sales Management 206

Sales Management InsideView Webinar Metrics Incentive 206

Sales and Marketing Management

OCTOBER 15, 2020

“Great ongoing coaching conversations create a two-way street of communication that makes it easy to discuss needs and challenges and deliver highly individualized recognition,” the Gallup report states. Adjusting Incentive Structures – Employees should not be held to metrics that don’t make sense in the current business environment.

Incentives 156

Incentives Incentive Report Conversion 156

Allego

OCTOBER 29, 2024

Developing digital selling skills, processes, and incentives. Clear processes and incentives are crucial for aligning with digital sales goals. Enable managers to offer real-time feedback using AI-powered coaching tools. Use Virtual Coaching to Improve Sales Performance Virtual coaching is a game-changer for sales teams.

Strategy 62

Strategy Face-to-face Buyer Lead Rank 62

Understanding the Sales Force

NOVEMBER 10, 2023

Coaching their salespeople becomes a scenario of the blind leading the blind. Sales Managers (salespeople report to them) are not only unaware of their own shortcomings, but have no clue about the sales-specific weaknesses of their salespeople.

Company 220

Company Hiring Scale Forecasting 220

Anthony Cole Training

MARCH 10, 2014

He told me he knew someone that coached Peewee football in town, which was Hammonton, NJ. He said he would get the number for me and then I could call the coach and tell him I wanted to play. That night, dad handed me a slip of paper which had Coach Gazzarra 561-xxxx written on it. It was my goal.

Motivation 209

Motivation Insurance Insurance Coaching 209