Zendesk Sell

DECEMBER 17, 2019

Motivating your sales team month after month is no easy task. Not all sales incentives are created equal. A gift card to a chic boutique might motivate one sales rep but bore another. A sales incentive is effective only if it’s something your team actually wants. What are they passionate about? Tech goodies.

Incentive 83

Incentive Incentives Motivation Sports 83

Sales and Marketing Management

MAY 20, 2019

The company, which has been named one of the best places to work in Georgia by Georgia Trend Magazine, incorporates education, contests and incentives into its benefits program, adopting a holistic approach to helping workers be happier and healthier. They also filled out surveys about habits such as exercise, smoking and diet.

ROI 257

ROI Incentives Incentive Study 257

Sales Hacker

APRIL 24, 2019

Many of these people make their living playing sports… but sales isn’t so different. So why isn’t practice an important part of our sales careers? Why aren’t we spending hours honing our conversational tactics, perfecting our pitches and learning to guide buyers through the sales journey? That place is role play. Role Reversal.

Exercises 104

Exercises Objections Follow-up Face-to-face 104

Understanding the Sales Force

FEBRUARY 8, 2012

Understanding the Sales Force by Dave Kurlan It doesn't matter who the sales trainer is. It doesn't matter which sales process is being introduced but let's assume it is a simple one. It doesn't matter which sales methodology is being taught but let's assume it is a good one. It doesn't matter what the content is.

Training 207

Training Sales Methodology Face-to-face Cold Calling 207

Xactly

OCTOBER 15, 2018

Keeping sales reps motivated is a year-round process. As a sales leader, you should always be thinking of new ways to motivate your sales team, focus on closing deals, and keep reps’ eyes on the prize…literally and figuratively. Sales incentives are a great way to motivate your team and keep morale high.

Incentive 84

Incentive Incentives Motivation Compensation 84

Sales Hacker

MARCH 30, 2025

Tips for sales leaders Set clear expectations. Anyone who has made a cold call can certainly agree that its not only a humbling exercise, but a great feedback loop from your ICP. Motivate with gamification and incentives. Align cold calling with broader sales strategies. Tips for sales reps 1.

Cold Calling 71

Cold Calling Scale Microsoft Ideal Customer Profile 71

Sales and Marketing Management

JUNE 14, 2020

sales and marketing at Intel, told Bloomberg. If we don’t understand where we are in a crisis and what we are feeling, it will be tough to lead ourselves or others to something different,” change consultant Talita Ferreira states in an article for Conference & Incentive Travel. Sales reps are ideally suited to work from home.

Face-to-face 218

Face-to-face Decision Maker Insurance Insurance 218

The Spiff Blog

AUGUST 19, 2022

Developing an effective sales compensation plan requires a lot of brain power. It makes sense to focus on behaviors you’d like to incentivize, or pulling certain levers to impact other components of your sales engine. The only remedy is a formal incentive communication strategy. Let’s dive in!

Incentive 81

Incentive Incentives Compensation Commission 81

Anthony Cole Training

MARCH 10, 2014

Over the last 5 years, when conducting keynote sessions or workshops, presidents and senior sales executives overwhelmingly want to know – How do I motivate my sales people and keep them motivated? We did various football drills, exercises and stretching. Let me make this clear; I am not a student of motivation.

Motivation 210

Motivation Insurance Insurance Coaching 210

Allego

OCTOBER 29, 2024

Today’s fast-paced, tech-driven world is causing a massive shift in the medical device sales industry. The days of relying solely on face-to-face sales meetings are over. Digital selling is the game, and you must have a strategy that ensures your team succeeds in medical device digital sales. Not to worry, though.

Strategy 62

Strategy Face-to-face Buyer Lead Rank 62

Sales Hacker

SEPTEMBER 6, 2022

When setting sales goals for your retail employees — or for any employee, really — there are usually two things to keep in mind: Those goals need to be realistic and clearly defined. I’ve been leading sales teams since 2014, and believe me when I say I’ve seen a few things. Improve sales numbers” is not specific.

Retail 126

Retail Motivation Training Incentives 126

Sales Hacker

AUGUST 26, 2021

That’s how my friend Stacey describes the way sales compensation plans have changed over the last 15 years of her SaaS career. Why do sales compensation plans have to be so complex? Sales compensation was set up to ensure that reps are suitably rewarded for their performance. Usually, draws stop after the third month.

Commission 121

Commission Compensation Incentive Incentives 121

Emissary

SEPTEMBER 27, 2021

During the sales process, your organization did a lot of hard work to uncover your client’s needs and link a range of possible solutions to those needs. Over the course of a many-month sales cycle, that was refined into an acceptable solution. There are no sales-oriented calls to action. But are they steeped in “business”?

Exercises 245

Exercises How To Demand Generation Agencies ROI 245

Hubspot Sales

JUNE 21, 2018

It takes grit to be in sales. So make your mornings easier and set yourself up for a productive day with these quick morning motivation exercises. It goes without saying that exercise is good for you, whether you work out at work or during personal hours. And exercise has benefits beyond improving your mood. Get up early.

Motivation 145

Motivation Exercises Journal Energy 145

Hubspot Sales

JUNE 26, 2019

Career ladders help retain staff by providing an incentive to keep moving forward -- if they see a clear reward (i.e., Your sales team members want to know that there’s a clear, achievable path ahead. Focus on establishing these things, and you’ll be a long way toward a solid career ladder for your sales team.

Hiring 139

Hiring Salary Lead Rank Lead Scoring 139

Hubspot Sales

JANUARY 9, 2018

What’s a sales plan? A sales plan lays out your objectives, high-level tactics, target audience, and potential obstacles. It’s like a traditional business plan but focuses specifically on your sales strategy. A business plan lays out your goals -- a sales plan describes exactly how you’ll make those happen.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

Sales Hacker Training

JANUARY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Fred Viet serves as the Chief Sales Officer at Aircall, overseeing global sales and playing a key role in scaling the company’s reach over the last four years. The first one, I know my sales cycle. Fred Viet: Yeah, we hope so.

Ideal Customer Profile 124

Ideal Customer Profile Outsourcing Services Customer Lead Rank 124

Hubspot Sales

AUGUST 3, 2020

If the difference between a hobby and a business is making sales to customers, then how do you make the transition? This exercise provides valuable insight into what kind of customer you’re looking for. With the findings from that exercise in mind, use the following tactics to get in touch with your first customers.

Ideal Customer Profile 141

Ideal Customer Profile Customer Demographics Exercises 141

Hubspot Sales

MAY 21, 2021

It’s one of the most important components of sustained sales success over time. As a sales manager or director, you can only influence your team’s sales performance in two dimensions: Their skill set (what they can do) and their motivation (how repeatedly or passionately they do it). But motivation is far harder.

Motivation 137

Motivation Strategy How To Hiring 137

Sales Hacker

FEBRUARY 18, 2025

Before that, he was the first non-founder seller at three startups, turning early traction into a repeatable sales motion. Discussed in this Episode: When to hire your first account executives Key traits to look for in early sales hires Structuring compensation for first sales reps Should you ‘hire the buyer’ to be your sales rep?

Hiring 97

Hiring Ideal Customer Profile How To Call-back 97

Allego

FEBRUARY 23, 2021

At the same time, travel restrictions and pandemic protocols have prevented cybersecurity sales training teams from meeting in person.The result has been a surge in demand for scalable virtual sales training. 6 Ways to Enable Virtual Sales Training at Scale. It Must Be Tailored for the Specialty. First things first.

Scale 99

Scale Webinar Metrics Training Hiring 99

Xactly

SEPTEMBER 24, 2018

We’ve also extended our technology leadership with the introduction of an artificial intelligence (AI) based sales performance platform and brought to market the industry’s first and only machine learning (ML) algorithm to predict sales rep attrition. Streamline integration of sales planning and ICM processes.

Commission 95

Commission Lead Rank Incentive Incentives 95

Cincom Smart Selling

FEBRUARY 21, 2025

Speed, accuracy, and the ability to meet customer demands efficiently are the pillars of success for the sales team. Configure, Price, and Quote (CPQ) software plays a vital role in automating product configuration, pricing, and quote generation helping sales teams to easily handle complex pricing scenarios.

Training 48

Training Closing Discount Lead Rank 48

Keith Rosen

AUGUST 24, 2013

Contrary to the opinion of some managers, there are no tools, incentives, compensation packages, or strategies that can compensate for any lack of trust in a relationship. Exercise The Law of Reciprocity. Without trust, you have nothing to build on that could be sustained over time. Following through with your commitments.

Compensation 125

Compensation Intent Exercises Coaching 125

Hubspot Sales

NOVEMBER 23, 2018

company sale or reorganization). This "money-back" provision protects investors in the event of a sale at a lower valuation. Calculating on a fully diluted basis is a way of looking at ownership where all outstanding warrants, options, and convertible notes are exercised. Cap Table Template. Managing employee options.

Hiring 134

Hiring Distribution Exact Incentive 134

PandaDoc

DECEMBER 7, 2017

If outbound sales works for your company and product, it can be a powerful way to grow your business. Outbound sales is low cost, forecastable, relevant to almost any industry, from tech sales to small local businesses, and most importantly, almost infinitely scalable. Hiring: the omnichannel sales funnel.

Scale 99

Scale Outbound Sales Team Outbound Hiring 99

Sales Hacker

MAY 6, 2021

What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)? The VP of Sales. Great VPs of sales have gravitas and tact, command the room and hold their end of the table regardless of who is on the other side. Singular focus on sales. As the title would hint at, the VP of Sales should focus on sales.

Hiring 121

Hiring Retention B2C Demand Generation 121

CloserIQ

OCTOBER 30, 2018

If you consider sales training to be the first of several steps toward boosting profits, it’s easy to see why it’s such a crucial investment. Sales training lays the foundation for future revenues by increasing your team’s satisfaction, loyalty and competence, all of which improve their interaction with the customer.

Training 98

Training Top of Funnel Scale Sales Enablement 98

Hubspot Sales

MAY 29, 2019

So you’ve just been promoted to sales manager -- congratulations! In your first three months as a manager, you’ll have to learn an entirely new set of processes -- some related to sales, some not. In your first three months as a manager, you’ll have to learn an entirely new set of processes -- some related to sales, some not.

Sales Management 141

Sales Management Hiring Forecasting Pipeline 141

Hubspot Sales

MARCH 5, 2018

If you do, you’ll work with more qualified prospects and enjoy a much shorter sales cycle. Offer Incentives. Offer incentives. Send this incentive offer to a portion of your happiest clients, and tell them the first 10 to respond with a referral will receive the prize. Referral Role Play Exercises. Get Specific.

Referrals 111

Referrals Ideal Customer Profile How To Cold Calling 111

Hubspot Sales

JUNE 5, 2019

What is channel sales? In a channel sales model, a company sells through third partners -- affiliate partners (who get commission on each purchase), resellers, value-added providers (who typically bundle your product with their own), or another entity that doesn't work for it directly. The Definition of Channel Sales.

Channels 111

Channels Lead Rank Hiring Lead Scoring 111

Hubspot Sales

JANUARY 17, 2018

To be successful on your hardest days in sales it’s important to remember why you’re selling. If you’re in sales and don’t have personal, business, or education goals, you’re going to struggle to end up in the right place. For the record, I offered her a breakfast sandwich as incentive, but she declined. 2) Focus on Goals.

Call-back 111

Call-back Incentive Incentives Motivation 111

Sales Hacker

MARCH 7, 2019

Now that I’m a seasoned sales leader, I understand the difference between the two. That’s why you can’t set a forecast based entirely on the word of your sales team. Four Steps to More Accurate Sales Forecasts. Ensure your sales reps know that forecasting is not about telling your boss what they want to hear. He asked me.

Forecasting 18

Forecasting Sales Forecasts How To Quota 18

Xactly

NOVEMBER 28, 2018

Pay mix is the ratio of base salary to target incentives that make up On-Target Earnings (OTE). For example, a 60/40 pay mix means that 60% of OTE is fixed base salary, and 40% of OTE is Target Incentive (TI), or variable pay. What Determines Sales Pay Mix? Typical Pay Mix by Sales Team Role. Sales Development Rep.

Compensation 84

Compensation Salary Policies Incentive 84

Anthony Iannarino

APRIL 14, 2019

In a workshop I was delivering, a young man told me to do better work, he’d have to be provided a financial incentive. The post Putting Your Priorities In the Right Order appeared first on The Sales Blog. When I inquired as to why he would have to paid more to do better work, he said: “I am money motivated.”

Motivation 89

Motivation Social Media Incentives Incentive 89

Xactly

OCTOBER 8, 2018

This blog is the first in a series on sales planning fundamentals being written by Xactly Chief Sales Officer Marc Gemassmer. Marc has over 20 years of experience managing and leading global sales organizations at enterprise organizations, including Xactly, Cisco, and OpenDNS, which was acquired by Cisco for $635 million.

Hiring 73

Hiring Scale Incentives Incentive 73

Zendesk Sell

JANUARY 31, 2019

No matter the department, every single person in your company should understand sales because, at the end of the day, it’s everyone’s job to sell the brand. Marketing and customer support are specific departments that benefit the most from understanding the sales process. Call it “ sales rep for a day.”.

Top of Funnel 68

Top of Funnel Marketing Exercises Lead Rank 68