Jeffrey Gitomer

APRIL 21, 2011

It never ceases to amaze me, that with all the options salespeople have, they choose to alienate, anger or cause doubt in the mind of the prospect by setting the wrong tone with their questions. And maybe the prospect feels that’s none of your business. Low commission. It’s a waste of the prospect’s time.

Hiring 335

Hiring Social Media Loyalty Commission 335

SBI Growth

JUNE 2, 2013

She does great work in recruiting and hiring of Sales Reps. She even ensures Sales Managers are getting the new hires onboarded effectively. Any virtual benches that the Sales Managers had have long ago been used up. Or, Sales Managers are too busy onboarding new hires to build the bench.

Hiring 312

Hiring Ideal Customer Profile Margin Commission 312

Hubspot Sales

JULY 9, 2019

Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily. Think about it this way: If you're a sales manager and you help each of your 10 reps sell 20% more, you've essentially just "created” two new salespeople. Motivate Reps.

Sales Management 142

Sales Management Hiring Buyer Persona Compensation 142

MTD Sales Training

JANUARY 20, 2012

The sales team has anxious clients waiting for the upgrade, in addition to many prospects who are interested in seeing the new version. Moreover, the delay means that regular monthly maintenance fees are suspended and the sales team will not receive their monthly residual commissions!

How To 283

How To Commission Positioning Software 283

SBI Growth

OCTOBER 31, 2012

He had only been VP of Sales for 6 months. He rose from junior sales associate to become his division’s top rep. Then, as sales manager, he turned around a struggling team. In Robert’s company, Sales VPs reported to the CSO. Ops managers insisted on “helping” interview prospective sales reps.

Influencer 282

Influencer Strategy Policies Lead Gen 282

Sales 2.0

APRIL 27, 2014

If you spend your pursuing “account A” because you won’t accept that they told you there is not a fit then you can’t spend that time on prospecting for some new accounts where there may be a great fit for your product. Gathering all that information and packaging it for your prospect can take a big chunk out of your sales week.

Lead Scoring 268

Lead Scoring Lead Rank Proposal Gatekeeper 268

MTD Sales Training

JANUARY 30, 2012

I will make this short and sweet: “If you qualify as a prospect for what you sell, then the first sale you should make should be to yourself.”. I want to stress, that the prerequisite is that you must be able be a qualified prospect for the product or service. Can’t Afford It. I Understand How You Feel. Come Back Next Month.

Objections 279

Objections Commission Discount Benefit 279

No More Cold Calling

OCTOBER 17, 2013

Plus, check out my latest blogs for more on how relationships—and referrals—convert prospects into clients more than 50 percent of the time: Message to Management: It’s Never About Closing. The problem is that salespeople neglect to follow through with important activities during earlier stages of the sales process.

Cold Calling 252

Cold Calling Referrals Small Business Small Business 252

No More Cold Calling

SEPTEMBER 19, 2013

As salespeople, the most important indicator of our success is the state of our pipelines—whether they’re full of qualified leads that will keep us hitting our numbers in the months to come or clogged with prospects who will never pay off as clients. Qualified prospects, ready to do business, will call you asking for help.

Pipeline 228

Pipeline Sales Qualified Lead Cold Calling Referrals 228

MTD Sales Training

FEBRUARY 24, 2012

You faced and, you thought, you overcame, what seems like a thousand objections ; and still the prospect will not buy. When you have lost the sale, the fact is that you have failed. If you believe in your heart that the prospect would be better off by owning what you sell, then if they do not buy, they have to be worse off.

Face-to-face 259

Face-to-face Commission Objections Exact 259

SBI Growth

OCTOBER 29, 2012

Here’s an example of culture going untested: A CSO of a large B2B sales force was challenged by his CEO to grow the business. So, he commissioned HR to design a new incentive compensation plan (IC Plan.) It failed because the Sales people were relationship builders accustomed to slow growth in existing customers.

Compensation 253

Compensation Hiring Incentive Incentives 253

Understanding the Sales Force

FEBRUARY 14, 2025

the largest group of respondents were individual contributors at 25% followed by frontline sales managers at 19%. That’s 44% of the respondents who typically don’t see things the same way as the C Suite (6%) or Senior Sales Leadership (2%).

Data 227

Data Hiring Compensation Quota 227

Pipeliner

SEPTEMBER 22, 2020

In dealing with people—something a sales manager certainly must do—the first thing you must admit is just how difficult it is to change people. It is extremely common for sales managers to dive in and attempt to strengthen sales rep weaknesses. Ask yourself: Have you ever tried to really change someone?

Sales Management 98

Sales Management Hiring Commission Lead Nurturing 98

Understanding the Sales Force

SEPTEMBER 10, 2012

Targeting is a fairly simple practice, but when sales management doesn't perform this activity for their salespeople (as in, "Mary, call on these 27 accounts.") They're getting neither proper direction, coaching nor feedback from sales management. They aren't being held accountable by sales management.

Opportunity 195

Opportunity Insurance Insurance Comparison 195

Score More Sales

JUNE 30, 2014

Here is what we believe it takes to compete with a strong solid sales team that closes the right deals with great sales velocity. Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. Keep it Tasty – your offers to prospects must be enticing.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

Zoominfo

MAY 13, 2018

Mitigate Sales Stress and Increase Your Workplace Productivity. Because sales is often commission-based and money-driven, stress and pressure run rampant. Although it’s easier said than done, as a sales rep or sales leader, it’s important to shift your focus to the activities that lead up to a sale.

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Jeffrey Gitomer

MARCH 8, 2013

elements to build and grow a stellar sales team: 1. Structure a fair compensation package that is commission based The more they sell, the more they earn. People get into sales because it’s got the potential for great financial rewards. Every six months ask your sales team what you need to do to help them make more sales.

Incentive 255

Incentive Incentives Compensation Referrals 255

No More Cold Calling

FEBRUARY 20, 2014

Take them to lunch and get to know them as people, not just walking commissions. Think you’re getting away with cold calling and pretending you’re best buddies with your prospect? Message to Management: Why Your Sales Reps Can’t Close. Why won’t your salespeople pick up the phone and actually talk to prospects?

Gatekeeper 218

Gatekeeper Referrals Cold Calling Hiring 218

Hubspot Sales

JUNE 8, 2021

Sales development reps (also known as business development reps, or BDRs) are responsible for the first step in the sales funnel: bringing in qualified leads. They conduct research to find prospective customers, reach out to gauge people's interest in the offering, and decide whether or not the lead is ready to move down the funnel.

Hiring 134

Hiring Salary Top of Funnel Commission 134

LeadFuze

MAY 17, 2021

What is a Sales Manager. A sales manager is a person that’s responsible for building, leading, and managing a sales team within an organization. . A sales manager will work closely with managers of other departments, as well as communicate with prospects and customers on a regular or semi-regular basis.

Paid Content 98

Paid Content Sales Management Hiring Lead Rank 98

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Spend all day figuring out who you should prospect. The research you are doing is really good stuff, even if it never results in a sale. sales tips.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

Zoominfo

SEPTEMBER 25, 2018

Whether you’re just getting started in your sales career or you’re a seasoned veteran, this podcast is designed to help take you to the next level. You’ll discover how you can shift your mindset, win with prospects and build long-term relationships with your clients so you can thrive and advance in your career. Listen here.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

MTD Sales Training

NOVEMBER 11, 2011

In, “An Effective Way To Identify Top Sales People,” I proposed a role playing situation to use with the sales applicant. The sales person plays the part of a fire equipment sales person and the interviewer is the prospect. The prospect offers some resistance: “Well, that looks good. The Ultimate Test.

Hiring 220

Hiring Proposal System Commission 220

Hubspot Sales

OCTOBER 4, 2017

The jump from salesperson to sales manager is extremely challenging. A manager has an entirely different job: Leading, inspiring, coaching, and training a team. Some managers are hands off. But if the team is functioning well, an authoritarian manager will breed resentment and probably damage its performance.

Sales Management 111

Sales Management Hiring ACT Quota 111

Openview

MAY 30, 2018

Here’s the short answer to that question: At the expansion stage, the more you can leverage compensation to results , the better off you (and your sales team) will be in the long term. Ultimately, that compensation needs to be a confluence of salary, commission and bonus. Commission Capping and Payout Frequency.

Compensation 147

Compensation Top of Funnel Commission Lead Rank 147

Hubspot Sales

JULY 11, 2019

Reps need to prospect, sell, and close -- and that doesn’t always leave a lot of time for administrative or big-picture work. Enter, the sales operations manager. Experience working with a CRM, excellent organizational and communication skills, and customer or sales experience will all be preferred or required qualifications.

Hiring 141

Hiring Salary Commission Sales Operations 141

Hubspot Sales

JULY 30, 2020

These 10 motivational techniques will engage both junior reps and their senior counterparts, ensuring they continue to work to meet their sales goals throughout the summer: Tips to Raise Sales Motivation at the End of Summer. Invest in sales management coaching. Plan a sales contest. Track and Celebrate Small Wins.

Motivation 132

Motivation Commission Webinar Metrics Decision Maker 132

Hubspot Sales

FEBRUARY 7, 2018

Sales compensation ranges from zero-commission (retail salespeople, for example) to pure commission (your salary is completely determined by performance.) Account Manager. Sales Engineer. Sales Manager. Director of Sales. VP of Sales. Common Sales Job Types. Outside Salesperson.

Hiring 145

Hiring Salary Engineering Compensation 145

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. As leaders, we have a number of tools we leverage to manage and maximize performance.

Incentive 113

Incentive Incentives Commission Maximizer 113

Score More Sales

OCTOBER 6, 2014

Just like CSI detectives look for facts to back up an assumption or a hunch, you need to do the very same thing with your beliefs about your potential buyers, your existing clients, current partners and prospective referrers. Once the deals were closed, his manager was all smiles – and eager to support the rep, but it was too late.

Opportunity 194

Opportunity Lead Scoring Lead Rank Ideal Customer Profile 194

Janek Performance Group

JANUARY 16, 2024

One common perk of a career in sales is the ability to earn more based on your own hard work and selling success. 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.

Compensation 118

Compensation Salary Commission Margin 118

Increase Sales

JULY 6, 2013

Today’s top sales performers are more than just the products they sell. They invest the time to learn about their potential clients (prospects) and look to the personal and organizational gaps between where they are now and where they want to be. Yet selling this new solution reduced the overall commissions of the sales team.

Commission 135

Commission Compensation Coaching Facebook 135

Sales Hacker

DECEMBER 13, 2018

Imagine similar spikes in your sales metrics and you’ll see the glaring imperative for setting goals. So yes — there are few things more important to you as sales manager than to set goals. Skip right to the 6 steps to influence outcomes as a sales manager >>> Having Goals is NOT Enough to Break Through.

Sales Management 91

Sales Management Revenue Incentive Incentives 91

Mr. Inside Sales

MAY 26, 2019

I was working with a sales manager last week—he manages a team of 20 inside sales reps with a direct report manager who helps manage half that team—and I asked him what kind of producer he was when he was selling. “I The more buyers & sales I find.). I was number one!” he answered proudly.

Face-to-face 141

Face-to-face Inside Sales Commission Call-back 141

DiscoverOrg Sales

OCTOBER 14, 2016

You got into Sales because you thought it would be easy. The sales manager is hard on the team saying, “If you haven’t hit your quota to go back to your desk and put up the phone.”. You spend all day on the phones cold calling prospects. Just before the day could get any worse, everyone’s sales goal increases.

Cold Calling 120

Cold Calling Commission Quota Call-back 120

Hubspot Sales

APRIL 5, 2023

Glassdoor predicts that SDRs typically make a base pay of $50,304 a year, with commission and bonuses totaling another $18,000-19,000. Inside sales reps are tasked with nurturing leads and converting them into customers. Glassdoor estimates that inside sales reps often have a take-home pay of $70,000, including commission and bonuses.

Salary 128

Salary Ideal Customer Profile Hiring Lead Scoring 128

Nutshell

JANUARY 14, 2020

Since a SaaS product is typically more complex to use than a physical product, prospects need a lot more education and training from sales reps before they feel prepared to buy. Educational selling is very important for my team,” says Kyle Ferretti , the US Sales Manager at SEMRush.

Paid Content 127

Paid Content Lead Rank Commission Lead Scoring 127