Steven Rosen

JANUARY 26, 2014

Sales leaders agree that a highly motivated and engaged sales force drives greater performance. So one would naturally ask the question “how do I motivate and engage my sales force?” Many sales managers ask me how to ensure that they have a highly motivated and engaged team. Tap into the WHY!

Motivation 288

Motivation Commission Incentives Incentive 288

Sales and Marketing Management

JULY 7, 2020

Author: Luke Kreitner The element of surprise has been proven to be a powerful motivational tool. Scientific studies show that unexpected incentive rewards stimulate areas of the brain connected to behavior development and learning. In short, surprise incentive rewards are powerful because they’re universal.

Incentive 394

Incentive Incentives Motivation ACT 394

Sales and Marketing Management

DECEMBER 16, 2024

Monetary motivation only goes so far. Impactful incentive programs start with creativity. Consider the following ideas for engaging and energizing your sales team. The post Unique Incentives to Energize Sales Teams appeared first on Sales & Marketing Management.

Incentives 156

Incentives Incentive Motivation Sales 156

Sales and Marketing Management

DECEMBER 28, 2017

But the other night, Van Gundy was asked whether having a veteran player like guard Jimmy Butler on the Minnesota Timberwolves this year would help motivate a younger player like Andrew Wiggins to work harder. The only motivation that can make you great is self-motivation,” he said. Sales is competition.

Motivation 225

Motivation Coaching Hiring Incentives 225

Sales and Marketing Management

SEPTEMBER 17, 2017

Author: Tim Houlihan Sales leaders are always trying to figure out how to get the most out of their reps at the lowest cost, and incentives are excellent at revealing that sweet spot. Finding the sweet spot for an incentive is like how Mama Bear’s porridge was juuust right. The more difficult the task, the greater the incentive.

Incentives 184

Incentives Incentive Salary Pharmaceuticals 184

Sales and Marketing Management

OCTOBER 31, 2017

Author: George Kriza, CEO, MTCPerformance Your organization wants to drive sales with an incentive program. That’s a great start, because great salespeople are money motivated and also crave recognition for their outstanding efforts. Know your audience: Profile the people in your sales audience. Gen X, Y or Boomer?

Incentives 195

Incentives Incentive Strategy Penetration 195

Sales and Marketing Management

NOVEMBER 5, 2018

For example, what caused pain points at the end of the program: reps changing territories mid-program, sales that were booked but not invoiced, clients who made verbal commitments but didn’t sign contracts, field sales managers that vouched for sales that didn’t get logged into the system on time, etc.? You’re a sales manager.

Incentives 201

Incentives Incentive Quota Territories 201

Sales and Marketing Management

SEPTEMBER 17, 2017

Author: Tim Houlihan Sales leaders are always trying to figure out how to get the most out of their reps at the lowest cost, and incentives are excellent at revealing that sweet spot. Finding the sweet spot for an incentive is like how Mama Bear’s porridge was juuust right. The more difficult the task, the greater the incentive.

Incentives 166

Incentives Incentive Salary Pharmaceuticals 166

Sales and Marketing Management

JANUARY 1, 2018

Author: SMM Research from the Incentive Gift Card Council (IGCC) and the Incentive Research Foundation (IRF) shows the majority of U.S. are increasingly using gift cards as a reward tool for multiple groups (channel, sales, employee and customer), and that investment in gift card rewards is both significant and growing.

Incentives 196

Incentives Incentive Apparel Automotive 196

Sales and Marketing Management

JUNE 8, 2017

The Incentive Research Foundation (IRF), a private not-for-profit foundation that focuses its initiatives on pragmatic research highlighting the premise and the power of incentive and motivational programs, issued a list of 10 incentive travel facts to commemorate Global Meetings Industry Day. 38 percent of all U.S.

Travel 205

Travel Incentives Incentive Lead Rank 205

Sales and Marketing Management

NOVEMBER 22, 2017

Author: Tim Houlihan Why we don’t know what motivates us best. Sales manager: I’d like to know what rewards the reps would like for our next incentive. Sales rep: Cash! Sales manager: Sounds good. You may be a seasoned sales manager, fatigued by trying to come up with innovative ways to motivate your reps.

Motivation 191

Motivation Incentives Incentive Lead Rank 191

Sales and Marketing Management

OCTOBER 15, 2020

Author: Paul Nolan Is your sales team disengaged? While not all sales teams may be struggling with demand (in fact some technology companies are experiencing record years), disen­gage­ment seems to be prevalent across all organizations and industries regardless of financial success. We took a keen interest on those in sales roles.

Incentives 340

Incentives Incentive Survey Sales Qualified Lead 340

Sales and Marketing Management

DECEMBER 3, 2018

While on the surface, this incentive strategy had some validity, the results were not what the company predicted, or wanted. Second, many of these performers were married and the idea of travel, even incentive travel, meant their families would be on their own for a few days.

Incentives 176

Incentives Incentive Motivation Maximizer 176

Sales and Marketing Management

MAY 31, 2020

Many employees who are now secluded to their home offices (or living rooms, bedrooms, or kitchens) are working from home consistently for the first time and experiencing the challenge of staying motivated and productive in their new environment, especially while coping with economic uncertainty. Reevaluate and Prioritize Sales Behavior .

Motivation 194

Motivation Compensation Commission Incentives 194

Sales and Marketing Management

SEPTEMBER 7, 2018

Author: Tim Houlihan The best incentives have open budgets, meaning anyone who qualifies can win. Open budgets tend to lead to improved morale due to the general ability for reps to feel like they have a chance at winning and that will lead to more sales. based sales forces. For an outside sales rep, it might be three months.

Incentives 166

Incentives Incentive Sales Qualified Lead Territories 166

SBI Growth

JUNE 13, 2013

At SBI, we focus on one thing: helping Sales and Marketing leaders Make the Number. One of the frequent questions we get asked is: What separates world class sales organizations from the rest? Part 1: Sales Process. On the Process side, investments are commonly made in sales processes and CRM tools.

Incentives 314

Incentives Incentive Energy Motivation 314

Sales and Marketing Management

JUNE 26, 2023

Creating one-of-a-kind experiences for groups creates long-lasting motivation and loyalty, but selling these programs to the C-suite takes careful planning. The post Making the Business Case for Incentive Travel appeared first on Sales & Marketing Management.

Travel 156

Travel Incentives Incentive Loyalty 156

Understanding the Sales Force

FEBRUARY 25, 2024

Because sales managers are not coaching – still – at least not consistently or effectively. It’s simply incomprehensible that sales managers aren’t picking up the clue phone. It’s simply incomprehensible that sales managers aren’t picking up the clue phone. It’s low hanging fruit.

Coaching 347

Coaching Guidelines Margin Incentives 347

Hubspot Sales

JUNE 11, 2019

Nothing boosts your sales team's excitement and energy more quickly and reliably than an incentive. However, motivating your reps isn't as simple as choosing a desired outcome (like more calls or higher conversion rates) and promising a cash prize to the winner. These four strategies will increase the impact of your incentives.

Incentives 140

Incentives Incentive Motivation Referrals 140

Sales and Marketing Management

SEPTEMBER 17, 2022

Money will likely always be the top answer when workers are asked what motivates them most, but new generations of employees who are more conscious of non-monetary factors on their quality of life have closed the gap in terms of what motivates most effectively.

Incentives 156

Incentives Incentive Motivation Closing 156

Sales and Marketing Management

DECEMBER 17, 2018

Author: TIM HOULIHAN Do you avoid team incentives because you are worried about being fair? Teams perform better than individuals [ Kuhn, “Experiments on Motivation, Incentives and Rationality” 2007 ], and you and your bottom line can benefit from rewarding teams. Worry no more. Don’t ask team members to rate each other.

Incentives 149

Incentives Incentive Compensation ROI 149

Sales and Marketing Management

SEPTEMBER 13, 2021

Quality Incentive Company (QIC) creates and administers recognition and incentive programs that motivate people, inspire higher performance and deliver results. Easily Source Incentive Merchandise RepLink provides an online sourcing tool that makes finding brand name products for business gifts and incentive programs […].

Incentives 120

Incentives Incentive Motivation Tools 120

SBI Growth

FEBRUARY 5, 2014

The first monthly commission statements will soon be in your sales reps'' hands. This post is for Sales leaders and HR business partners. Read on to understand the mechanics of effective sales compensation. Erik Charles is the Principal Incentive Strategist at Xactly Corp. Challenge: Keep top reps focused and motivated.

Compensation 288

Compensation Territories Hiring Commission 288

Sales and Marketing Management

MARCH 5, 2020

Author: Leeatt Rothschild Sales managers are racing to hit their 2020 goals, which are likely higher than last year’s. It’s no secret that by setting effective sales incentives and pay structures you can dramatically increase your team’s success rate. Giving bonuses based on sales achievements is the standard for most companies.

Incentives 204

Incentives Incentive Commission How To 204

Sales and Marketing Management

MARCH 8, 2018

Author: Tim Houlihan Is HR telling you your millennial sales reps don’t like their incentive plans? Are you really going to have a different incentive for the 26-year-old white female than the one for the 45-year-old Asian male? The model satisfies a wide variety of motivations so everyone on your team will be engaged.

Incentives 198

Incentives Incentive Lead Rank Pharmaceuticals 198

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.

Incentives 127

Incentives Incentive Compensation Commission 127

Zoominfo

DECEMBER 17, 2020

Everyone who works in sales dreams about achieving President’s Club status. Each sales person’s motivation is unique, and while the financial incentives motivate many, a President’s Club award that comes with recognition and a unique prize also provides motivation. Great question.

Incentives 234

Incentives Incentive Travel Motivation 234

Sales and Marketing Management

OCTOBER 15, 2020

As more people permanently transition to home offices, companies will need to change how they motivate and recognize employees. Taking a closer look at recognition programs, the Incentive Research Foundation (IRF) reports that 26% of program owners say they’re communicating more frequently.

Incentives 317

Incentives Incentive Travel Cancellation 317

Sales and Marketing Management

SEPTEMBER 25, 2023

Nine in 10 respondents say gift cards make an appropriate employee incentive or reward. Here's a look at why they are popular and some suppliers for your next motivational effort. The post Gift Cards: Highly Valued and Highly Used appeared first on Sales & Marketing Management.

Incentives 245

Incentives Incentive Motivation Marketing 245

Sales and Marketing Management

FEBRUARY 9, 2020

Author: TIM HOULIHAN Sales reps and rewards go hand in hand. Managers use rewards because they reliably deliver recognition and motivation. When sales managers use rewards, they send signals to their teams and organizations. A sales manager from an ag distributor told me he’s using rewards to improve his company’s culture.

Sales Management 259

Sales Management Compensation Loyalty Social Media 259

Close

JANUARY 31, 2023

Sales incentives can give your reps an extra boost to reach their goals. Learn 10 creative sales incentive ideas and tiips to build an incentive program that actually motivates your team.

Incentives 105

Incentives Incentive How To Motivation 105

No More Cold Calling

DECEMBER 2, 2014

All sales reps need coaching and guidance, but rainmakers deserve extra attention. The sales manager announces the top performers of the year. Applause resounds throughout the building as these sales champions are paraded like Superbowl winning gods across the sales floor. Drum roll, please. Want Proof? Is this correct?

Cold Calling 289

Cold Calling Incentives Incentive Face-to-face 289

Salesmate

JUNE 4, 2021

Sales isn’t the same as it used to be. And with this change in technology, advancements in sales methodologies have also taken place. Similarly, many other practices in sales have changed with the changing world around. One such practice is that of providing sales incentives to the salespeople.

Incentives 105

Incentives Incentive Compensation Motivation 105

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%. Incentives interrupted. Sales are still happening, but a group celebration isn’t likely.

Travel 218

Travel Groups Incentive Incentives 218

SBI Growth

AUGUST 13, 2013

Remaining effective as a sales force means continuous improvement. This might be a new buyer-aligned sales process. Or sales recruiting to staff a new go-to-market channel. Whatever the Sales Force Effectiveness (SFE) improvement, it will require funds to get it implemented. If it is sales process improvement, Sales pays.

Hiring 288

Hiring Incentives Incentive Benefit 288

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 Incentives 223

Hubspot Sales

MAY 21, 2021

Motivation is more than Vince Lombardi quotes and quirky posters on the wall. It’s one of the most important components of sustained sales success over time. But motivation is far harder. Not only are there are many external factors that affect motivation, every person requires different incentives and motivational tactics.

Motivation 137

Motivation Strategy How To Hiring 137