Sales and Marketing Management

NOVEMBER 5, 2018

Q: Why not use quota as a bar to require reps to pass before they’re eligible to earn in the incentive program? Isn’t my objective to grow sales or meet the numbers handed down to me from senior leadership? Part and parcel to that success is the deployment of effective sales incentives.

Incentives 201

Incentives Incentive Quota Territories 201

Understanding the Sales Force

FEBRUARY 14, 2025

The report says, “87% reported that their sales teams were having difficulty meeting or exceeding quota.” “53% of respondents said that factors, including inflation, market volatility, and sector growth, create a complex environment for sales teams to meet their quotas.”

Data 220

Data Hiring Compensation Quota 220

Sales and Marketing Management

MAY 2, 2018

companies spend over $17 billion on channel incentive awards each year, according to the Incentive Federation. Channel incentive programs are designed to gain the time and discretionary attention of your partners by: • Gaining increased shelf space by encouraging distributors to shift inventory away from competitors to your products.

Incentives 174

Incentives Incentive Channels Distribution 174

Sales and Marketing Management

APRIL 21, 2020

What does it mean for business events and incentive travel programs? We spoke with Carina Bauer, CEO of IMEX Group, which connects meetings and events businesses with customers through annual tradeshows in Germany and Las Vegas. Are we looking at a new normal for the meetings and events industry? Is there an update on that?

Meeting 227

Meeting Face-to-face Travel Incentive 227

Understanding the Sales Force

JANUARY 15, 2025

If you enjoy burning through leads because the leads don’t meet the requirements of BANT, then please, go right ahead and use it to score your leads. Until there is an agreed upon compelling to buy, the prospect has no incentive to enter into any qualification conversation.

Sales Process 173

Sales Process Lead Rank Lead Scoring Sales Qualified Lead 173

Canidium

DECEMBER 4, 2024

Incentive compensation is a form of payment designed to reward employees—particularly in sales roles—for meeting specific performance milestones. This type of additional compensation aligns employees' efforts with broader business goals, boosting productivity and driving revenue growth.

Incentives 52

Incentives Incentive Compensation Salary 52

Sales and Marketing Management

SEPTEMBER 16, 2024

Group incentive travel continues to be a leading way to recognize and retain top performers. We explore why it's so motivating, how design has changed to meet the changing demographics of the workforce, and what program sponsors can do to enhance memorability and increase ROI. The post Right Destination, Right Design… Right On!

Demographics 296

Demographics Incentive Incentives Travel 296

Sales and Marketing Management

SEPTEMBER 16, 2022

Just as gift cards surged in popularity when the pandemic sent a majority of workers to home offices, incentive points programs also found new audiences. The ease of administration, touchless reward delivery and flexibility of reward choices helped incentive and engagement solution providers (IESP) increase business in the past two years.

Meeting 156

Meeting Incentive Incentives Survey 156

No More Cold Calling

JANUARY 31, 2025

These pain points hurt team morale and your bottom line: Pain Point #1: Your team struggles to get meetings with prime prospects. Setting the Tone: Regularly communicate the importance of referrals in team meetings and strategic updates. Cold outreach is a slog. Prospects dont know you, dont trust you, and dont want to take your call.

Referrals 156

Referrals Scale GoldMine Pipeline 156

Zoominfo

MARCH 21, 2025

Chorus captures and analyzes customer conversations across calls, video meetings, and emails, delivering real-time insights that help sales teams refine their messaging, coach smarter, and forecast with confidence. It is designed to support meeting documentation and reduce the need for manual note-taking.

Sales Coaching 130

Sales Coaching Software Software Coaching 130

Sales and Marketing Management

APRIL 25, 2020

Author: Paul Nolan Are companies less likely to embrace meetings and events or is there a pent-up demand for getting together? Will the meetings and events industry rebound? Others feel the isolation we have endured will make people more eager to meet in person?—?or When will you feel comfortable flying again? Changes afoot.

Meeting 156

Meeting Face-to-face Travel Conference 156

Zoominfo

JANUARY 24, 2025

By capturing and analyzing customer interactions across calls, emails, and video meetings, Chorus provides actionable insights that help sales teams refine strategies, improve win rates, and close deals faster. Gong Gong is a revenue intelligence platform that captures customer interactions across calls, emails, and meetings.

Analytics 246

Analytics Software Software Tools 246

Hubspot Sales

DECEMBER 29, 2021

Incentives are natural motivators — and sometimes, some "natural motivation" is exactly what your salespeople need to perform to the best of their abilities. That's why several companies leverage something known as incentive compensation : the practice of offering financial rewards for professional excellence. Annual Incentives.

Incentive 127

Incentive Incentives Compensation Commission 127

Sales and Marketing Management

SEPTEMBER 12, 2017

Recently I was asked to attend a manufacturer’s sales meeting. The time and money that was spent on the meeting was being wasted as the meeting followed a predictable course. Sales meetings are meant to ignite excitement and gusto. It’s critical that the rewards offered in incentive programs are highly desirable.

Lead Rank 262

Lead Rank Loyalty Incentive Incentives 262

Steven Rosen

MARCH 23, 2020

Held at least one online team meeting? If you are selling sales incentive trips, you may want to find things to keep you busy. If you are selling sales incentive trips, you may want to find things to keep you busy. Pat yourself on the back because no one else will with social distancing rules in effect. What’s Next?

Incentive 279

Incentive Incentives Up-Sell System 279

Lead411

DECEMBER 19, 2024

10 Tips for Closing B2B Deals Before Year-End: Last-Minute Strategies and Incentives Tips for Closing B2B Deals Before Year-End: Last-Minute Strategies and Incentives As the year winds down, sales teams often face the challenge of closing deals before the clock strikes midnight on December 31.

Ideal Customer Profile 40

Ideal Customer Profile Incentive Incentives B2B 40

Sales and Marketing Management

JUNE 29, 2020

Author: Paul Nolan According to an April survey by the Incentive Research Foundation, the top concern about participating in work or reward-related travel was the threat of an epidemic/pandemic at 33%, followed closely by severe weather at 29%. Organizers of meetings and conferences can at least work around social distancing?—?respect

Travel 218

Travel Groups Incentive Incentives 218

Sales Gravy

OCTOBER 10, 2024

The Importance of Micro Commitments: Gaining micro commitments—small agreements to follow up or have another meeting—throughout the sales process can reduce the likelihood of being ghosted. You can do this by using traditional methods, such as handwritten notes, to stand out and stay connected, along with maintaining a presence on LinkedIn.

Cold Calling 96

Cold Calling Face-to-face Commission Incentive 96

SBI Growth

DECEMBER 19, 2013

Finally, schedule a call or meeting with the senior team. Let’s incent everyone to sell more new logo business” he said. Incenting new logo business only further frustrated the sales force. Tell them that they should not discuss their rankings with anyone at this point. Next, have someone in sales ops aggregate the responses.

How To 303

How To Incentive Incentives Demand Generation Targets 303

SBI Growth

FEBRUARY 5, 2014

Erik Charles is the Principal Incentive Strategist at Xactly Corp. In a recent webinar , Erik noted that: "The total outlay for Incentive Compensation in the U.S. Most companies have regular meetings to review detailed analytics on how the advertising program is working. How Important is Compensation? is over $800B per year.

Compensation 288

Compensation Territories Hiring Commission 288

Crunchbase

APRIL 6, 2023

When it comes to keeping sales reps happy and quotas attained, what worked over the past few years is no longer working One solution is the introduction of a sales incentive program that encourages reps to work toward a goal and receive recognition. The key to selecting the perfect one?

Incentive 98

Incentive Incentives Hiring Top of Funnel 98

SBI Growth

JANUARY 5, 2014

INTERNAL MEETINGS. The greatest part of admin is spent on internal meetings. The problem with internal meetings is that they’re usually inwardly focused. The problem with internal meetings is that they’re usually inwardly focused. A-players – Incent them more and put them in your best territories. Most don’t.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

SBI Growth

NOVEMBER 15, 2013

Before You Meet with the Sales Leader. Incent them correctly and you get what you want. Mis-align incentives and you get nothing. That means 70% of the sales team is unable to maximize the value from marketing. There are many root causes for poor lead conversion. Download the 10 sales rep competency requirements and review them.

Sales Qualified Lead 312

Sales Qualified Lead Ideal Customer Profile Referrals Incentive 312

Understanding the Sales Force

FEBRUARY 25, 2024

The people they report to, Senior Sales Leadership, either Sales VPs, CROs or CSOs, aren’t providing the time, framework, incentive, motivation, guidelines, expectations or requirements for Sales Managers to coach. Is it to debrief a call or meeting from earlier in the day (post-call debriefing) ? It’s low hanging fruit.

Coaching 341

Coaching Guidelines Margin Incentive 341

Sales and Marketing Management

MARCH 27, 2019

Author: Mike DeLeonardis, President, North America at beqom Seventy-nine percent of companies say that increasing sales productivity is a strategy they’re using to reach growth targets in 2019, but actually meeting this goal may be a challenge as only 35 percent of average-performing sales reps’ time actually goes to selling.

Strategy 223

Strategy Compensation Commission Incentive 223

The Pipeline

AUGUST 14, 2014

I hear reps say “well I delivered against the KPI, I got eight meetings every week this quarter.” ” It doesn’t help when sales leaders are incented on meeting KPI’s rather than result. Or “what do you want me to do, get sales or complete the KPI’s you gave me?”

Workbooks 288

Workbooks Incentives Incentive Distribution 288

Hubspot Sales

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Limit the timeframe within which your customer must act on your offer or use scarcity as an incentive for the prospect to act. Sound familiar?

Closing 122

Closing Quota How To Webinar Metrics 122

Sales and Marketing Management

JANUARY 23, 2019

Helping others as a team is invigorating and bonding, which is why corporate social responsibility (CSR) continues to be a popular component of offsite meetings and incentive travel programs. Its “Meetings for Good” menu provides a number of volunteer opportunities through nonprofit organizations focused in key service areas.

Incentive 159

Incentive Incentives Travel Nonprofit 159

The Pipeline

MARCH 12, 2021

The question was: “It is the start of Q4, you’re meeting with a VP of Sales. I have discussed before a brilliant incentive plan I was introduced to that paid on specific outcomes to specific execution. I was on a panel a couple of years ago, sales leadership was the focus. 30% could make it with focus and help.

Sales Leadership 386

Sales Leadership Quota Data Sports 386

SBI Growth

MAY 27, 2013

He removed incentives based on win rate. A quick meeting with Sales Reps and Managers revealed the industry was in turmoil due to government regulations. Steve instituted a change: All opportunities were entered by Sales reps, regardless of probability or deal size. One day, he sat down and opened up his browser. There was an alert.

Data 323

Data Top of Funnel Hiring Harvest 323

The Spiff Blog

NOVEMBER 17, 2023

As an incentive compensation manager, you hold a critical role that keeps your organization running. What does an incentive compensation manager do? First, let’s cover the primary responsibilities of an incentive compensation manager. Recommended reading: A Foolproof Framework for Better Incentive Communication 2.

Incentives 81

Incentives Incentive Compensation Commission 81

SBI Growth

NOVEMBER 17, 2013

Link some incentive to making the revenue goal. When your Executive Committee meets, you need one version of the truth. Enable Sales Ops to pay well for their positions. Let them to design the team that’s suited to the challenge. This means hiring hybrids that have great technical ability and business acumen.

Company 296

Company Hiring Buyer Persona Maximizer 296

Sales and Marketing Management

APRIL 2, 2018

Author: Theresa Thomas, VP Strategic Solutions, Hinda Incentives Have you ever daydreamed about cloning your top sales performers? It would spell the end of those awkward review meetings. Think of it. No more endless recruiting to find a salesperson like Jane who qualifies and closes sales in record time.

Incentive 205

Incentive Incentives Churn Exact 205

No More Cold Calling

JANUARY 16, 2020

I’ve been there—given a quota (usually without my input) and a list of client companies, and then told to “go at it” and do whatever it takes to get meetings. Here are some interview questions I use when I conduct pre-session meetings with my clients. How confident are you that you will meet or exceed your revenue goals?

Referrals 328

Referrals Sales Management Hiring Scale 328

Sales and Marketing Management

OCTOBER 15, 2020

They are attempting to balance the desire to maintain close contact with remote workers with a consciousness of virtual meeting fatigue. Use of digital gift cards in the incentive division of Blackhawk Network, a leading gift card provider, is up 200% in 2020, according to Blackhawk’s Vice President of Marketing Theresa McEndree.

Incentive 227

Incentive Incentives Face-to-face Survey 227

SBI Growth

SEPTEMBER 30, 2013

They call with questions on meeting notes. Build incentives and consequences into adoption. This quickly disappears when a rep enters their first opportunity. All of a sudden, the manager is asking a hundred questions on every deal. They pull a rep into the office on a day with low activity. Here''s how we advise our clients.

System 303

System CRM Compensation Pipeline 303

Zoominfo

MARCH 6, 2019

But, if you’re still not convinced, we have one last statistic for you: When the marketing department manages a company’s referral program, the company is 3x more likely to meet their revenue goals ( source ). Choose the right incentives. But, we recommend you give more thought to your referral incentives.

Referrals 197

Referrals Ideal Customer Profile Marketing Incentive 197