Sales and Marketing Management

MAY 16, 2019

While most CSOs scrutinize compensation designs and the tie between rewards and sales strategy, very few are paying attention to how the sales compensation plans are modeled. It’s not enough to ask if a sales compensation plan was modeled. A CSO must ask how the sales compensation plan was modeled.

Compensation 184

Compensation Lead Rank Commission Forecasting 184

SBI Growth

DECEMBER 5, 2012

A Tool for You. Download the CEO’s Time Management Tool to get started. Tip: Ways to take control of your compensation planning can be found here. Diagnose the root causes of the problem using the CEO Time Management Tool. The risk is making the wrong move. Hiring someone will free up your time.

Hiring 303

Hiring Sales Talent Tools Exercises 303

Sales 2.0

OCTOBER 25, 2021

Automate : There are more and more tools on the market that remove the need for sales people to do non-selling tasks. The key to automation is to clearly understand the task being automated before applying a tool. Compensation : A key with compensation is to make sure that you are rewarding the behaviors you want.

Territories 396

Territories Compensation Scale Decision Maker 396

SBI Growth

FEBRUARY 5, 2014

Are the compensation mechanisms driving the right behaviors?" To make your assessment easy, SBI has created a 10-point Compensation Inspection tool. This simple, free, downloadable tool reveals the vital signs of your plan. Read on to understand the mechanics of effective sales compensation. is over $800B per year.

Compensation 288

Compensation Territories Hiring Commission 288

SBI Growth

JANUARY 6, 2013

Are you changing the compensation plan? Delivering support is the creation of tools and support mechanisms that increase selling time and effectiveness. There are a vast number of tools that operationalize process and technology. One basic example of a tool is the compensation worksheet. What about quotas ?

Compensation 317

Compensation Survey Quota Field Sales 317

Understanding the Sales Force

OCTOBER 9, 2024

Step 1 – Have the Sales Team Evaluated We leverage the gold standard of sales team evaluation tools to determine what the team’s full sales capabilities are today, and where the biggest gaps are in all 21 Sales Core Competencies.

Hiring 352

Hiring Lead Scoring Lead Rank Compensation 352

SBI Growth

SEPTEMBER 14, 2012

Begin today with the ideas and free tools offered in this post. First-rate compensation. Or maybe your compensation plan is targeted at the median level. First-Rate Compensation. When candidates read your compensation plan , they zero in on simplicity. The tools listed are available through the SBI Research Tour.

Sales Talent 312

Sales Talent Territories Compensation Quota 312

SBI Growth

JANUARY 19, 2013

The smartest CEOs I know use a tool called The Bad Hire Cost Estimator. This tool is to a sales leader hiring decision what a scale is to a weight loss program. Executive search fee: 33% of first year compensation. Don’t hire the wrong sales leader. The pain this causes the CEO is severe. Go here to get a template.

Hiring 326

Hiring Scale Salary Compensation 326

SBI Growth

OCTOBER 24, 2013

You will have access to guides, templates and tools. Included in this you will receive the Causes of Sales Manager Vacancies tool. Poor compensation. Part of the poor compensation may be the inability/difficulty to achieve incentives. Assess sales compensation plans to check comp vs. desired behaviors. A bad boss.

Positioning 292

Positioning Hiring Sales Management Compensation 292

SBI Growth

SEPTEMBER 23, 2013

Your reps utilizing social and mobile tools consistently was not in your ’13 plan. Territory design, quotas and compensation plans. Change the compensation plan to incent new logo growth by adding an accelerator. Compensation plans come last not first. Complete the Strategy Blueprint Tool for 2014. Sales training.

Compensation 325

Compensation Social Media Incentives Incentive 325

SBI Growth

DECEMBER 19, 2012

HR is on my back about finalizing the updated compensation plan. Alex paused for a second as he motioned to the bartender for another round then said, ”We benchmarked compensation two years ago. Download this tool here and you can follow along with in the next section. The tool is broken into four sections. I am spent!”.

Sales Operations 303

Sales Operations Compensation Territories Segment 303

SBI Growth

DECEMBER 4, 2012

A post for Sales and HR leaders to ensure success of 2013’s Sales compensation plan. As well, a tool is included – a sample rollout communication plan. We spent countless hours ensuring a high-quality compensation plan.” New processes/procedures/tools that enable the plan – look at new dashboards the Reps will use.

Compensation 292

Compensation Channels Fashion Construction 292

Sales Hacker

OCTOBER 19, 2022

Sales compensation planning can be a tricky beast to tame — but know that you’re not alone. Then, I’ll help you take it to the next level with QuotaPath’s newest free resource — our Compensation Hub. Then, I’ll help you take it to the next level with QuotaPath’s newest free resource — our Compensation Hub.

Compensation 125

Compensation Lead Rank Commission Engineering 125

SBI Growth

OCTOBER 12, 2013

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. As the primary team responsible for sales tools, it’s time to re-evaluate. Create tools such as call plans, discovery guides and opportunity assessments that are persona-based. Your compensation plan must align to your strategy.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

SEPTEMBER 30, 2013

Here are the most common underutilized CRM system formats we see: The Pipeline Tool: Sales reps record projected deals and opportunities in the CRM. The Rolodex tool: Customer contact information is entered, but opportunities are sparse. The Rolodex tool: Customer contact information is entered, but opportunities are sparse.

System 303

System CRM Compensation Pipeline 303

SBI Growth

NOVEMBER 20, 2013

This post includes a link to a valuable tool – the Top Sales Rep''s Satisfaction Index. They ask questions about social media tools and training they can deploy in the new role. A well-defined Buyer Persona and a Buyer Process Map are essential selling tools. These targeting tools provide the advantage they seek.

Hiring 314

Hiring Social Media Compensation Buyer Persona 314

SBI Growth

JANUARY 27, 2013

It includes a tool: a profile of the Sales leader (Hanna’s advantage!) Can’t change the Compensation plan until HR’s partner does a 90-day benchmark. How should compensation/rewards change for the different generations involved? Sales compensation – Can top talent be retained and attracted with the current comp plans?

Hiring 308

Hiring Compensation Commence Sales Talent 308

SBI Growth

JANUARY 18, 2013

This post includes one tool to think more strategically about a part of the business. Traditional HR leaders would see this as a motivation, compensation or retention problem. The tool shown below shows a quick assessment of Return on Investment. Changes to compensation and territories are under way to fix today's issues.

Compensation 292

Compensation Retention Ideal Customer Profile Territories 292

Understanding the Sales Force

SEPTEMBER 9, 2013

There are categories of sales tools and CRM applications where none existed a few years ago. They tend to pay more than smaller and larger businesses and their recruiting efforts, compensation and incentive plans are designed to attract stronger salespeople. There are probably twice as many books on the subject than just 10 years ago.

Sales Management 288

Sales Management Hiring Compensation Trends 288

SBI Growth

JULY 2, 2013

When we ask “B” Leaders why they have a talent issue, here are the top responses: My compensation program isn’t competitive with the market. Our training and onboarding programs haven’t provided the tools and skills to be successful. Stop blaming your team’s lack of talent on HR or compensation. We can’t hire the best.

Hiring 310

Hiring Compensation Salary Policies 310

SBI Growth

FEBRUARY 1, 2013

Find out your value with this tool. As part of the yearly planning process, your boss tells HR to research compensation in the market. HR doesn't have time to do a compensation benchmark properly. This tool will give you the results. Are you getting paid what you are worth? Are you making as much or more than your peers?

Hiring 293

Hiring Compensation Promotion Territories 293

SBI Growth

SEPTEMBER 19, 2013

Changed your sales compensation plan. You will have access to guides, templates and tools to help your sales efforts. Sales Gamification is a type of sales compensation, known as a sales contest. You have started planning for next year. Part of that may include reviewing the success of some of your initiatives.

Lead Scoring 321

Lead Scoring Lead Rank Hiring Airlines 321

Sales Hacker

OCTOBER 7, 2022

Scott Barton, Varicent’s VP of Industry Solutions & 20-year sales compensation industry pro, attended WorldatWork’s 2022 Sales Compensation Conference. Despite these advances, few industry pros currently use predictive or prescriptive analytics for determining sales compensation plan effectiveness. Is change in the air?

Compensation 106

Compensation Conference Trends Incentive 106

Nutshell

NOVEMBER 26, 2024

Benefits of affiliate management How to start an affiliate program Strategies for successful affiliate management Tools for affiliate management What is affiliate management? Choose the right commission structure Decide how you will compensate your affiliates. Table of Contents What is affiliate management? Get started for free!

Commission 117

Commission How To Promotion Campaigns 117

SBI Growth

FEBRUARY 2, 2014

The tool employs three dimensions to compare certified to non-certified salespeople. Higher compensation. Variable Compensation: Offer certified salespeople a higher variable commission percent on each sale. Apply this 3-step process to demonstrate how maximizing sales training adoption gets the wins.

Training 305

Training Commission Compensation Groups 305

SBI Growth

JUNE 26, 2013

Sales Process / CRM Overview – Provide a view of the pipeline, the sales process, forecasting and the CRM tool being used. Compensation – Overview of compensation models and exception handling. Bullet summary of your key accountabilities and KPI’s. Quota Setting Process.

Hiring 319

Hiring Lead Rank Compensation Guidelines 319

SBI Growth

SEPTEMBER 11, 2012

Deploying a Sales Force Automation tool will not solve the challenges facing your Sales organization. Recently I was with a client who believes they have a sales compensation problem. Technology alone is not the solution. The Sales organization isn’t short on data, it is short on knowledge.

Territories 306

Territories Top of Funnel Penetration Compensation 306

SBI Growth

MARCH 26, 2018

A new sales comp plan should seek to (a) attract and retain top sales talent, (b) motivate productive sales activity, and (c) remain within budget. One requirement of comp plans that is too often overlooked, however, is establishing and maintaining.

Compensation 176

Compensation Objections Sales Talent Motivation 176

SBI Growth

JUNE 12, 2013

Here is one of the tools I used during this assignment: The CEO/Sales VP Partnership Health Check. You will benefit from using this tool in 3 ways: You can make sure your sales manager does not quit. The compensation plan is too complicated. Spend 15 minutes with this tool. This is impossible. Have some fun.

Hiring 331

Hiring Ideal Customer Profile Social Media Commission 331

Zoominfo

AUGUST 8, 2024

The Difference Between Sales Enablement and Sales Operations Sales operations as a department covers every component of driving sales, for example, setting quotas, defining territories, and determining compensation. Meanwhile, sales enablement focuses on the sales team that sales ops has helped build.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

SBI Growth

OCTOBER 13, 2013

You will have access to guides, templates and tools. These tools will help you excel in your current and future sales positions. Back then, John was making $150K total annual compensation. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. The Wrong Sales Position Will Cost You.

Hiring 310

Hiring Lead Gen Top of Funnel Penetration 310

SBI Growth

JANUARY 24, 2014

Use the Training Monetization Tool to qualify how these changes will affect your results. Use the Training Monetization Tool to record the actions that you intend to take. This tool can be loaded into your Outlook calendar just like any other appointment. Your manager is compensated on your success – let them help you win more!

Sales Qualified Lead 299

Sales Qualified Lead Compensation Call-back Energy 299

SBI Growth

DECEMBER 19, 2013

The SBI Sales Initiative Assessment Tool has answers. No matter what initiatives your sales organization is considering, this tool carefully evaluates them. After you download the SBI Sales Initiative Assessment Tool , you’ll need to do a little customization. After you’ve done this, send the tool to your senior team.

How To 303

How To Incentives Incentive Demand Generation Targets 303

SBI Growth

JANUARY 26, 2014

Also, this downloadable, free tool ( The Stakeholder Scheduler ) is what you need. However, if compensation is a problem, the CFO will definitely be an interested party. Here are some expected stakeholder actions listed in the tool: • Input – Stakeholder provides input on issues, challenges, best practices, concerns, etc.

Hiring 292

Hiring Direct Mail Buyer Persona Salary 292

SBI Growth

AUGUST 31, 2013

A Culture Creation tool is available by signing up for the SBI Making the 2014 Number tour. A bonus tool is included to help create a common vision. Modified the sales compensation and quotas. Implemented standardization of tools and processes. Use the Culture Creation Tool questions to ask your team of Reps questions.

Hiring 310

Hiring Transportation Follow-up Lead Rank 310

SBI Growth

MARCH 13, 2013

A downloadable tool for assessing and correcting your structure is included. They often suspect a compensation problem or lack of effective training. Next Steps & A Tool. Use this tool to map both current and future state: Current state – look for redundancies and gaps. It creeps up on them. Make 2 passes.

Hiring 308

Hiring SAP Compensation Travel 308

SBI Growth

FEBRUARY 2, 2014

The tool employs three dimensions to compare certified to non-certified salespeople. Higher compensation. Variable Compensation: Offer certified salespeople a higher variable commission percent on each sale. Apply this 3-step process to demonstrate how maximizing sales training adoption gets the wins.

Training 267

Training Commission Compensation Groups 267