The Spiff Blog

DECEMBER 8, 2022

The variable component of success between great historic leaders and sales managers is exactly the same, and that variable is motivation. Before I dive any deeper into motivation itself I want to make sure I highlight something that is often overlooked and that is switching the context of success. Take it slow.

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Compensation Motivation Sales Management Strategy 71

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. For an outside route-sales-driver, that might be three to six weeks.

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Steven Rosen

MAY 28, 2014

Sales were off in 4 out of 5 regions and he felt that the sales team was just not motivated. He was at a loss and started rambling about adjusting the comp plan to provide greater focus and upside to his sales team. A highly motivated sales team will outperform one that is not motivated.

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Salesmate

JUNE 4, 2021

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. What are sales incentives? Call it what you will, incentives are what get people to work harder.” – Nikita Khrushchev . Split incentives .

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Incentive Incentives Compensation Motivation 105

Sales and Marketing Management

OCTOBER 29, 2018

You said you’ve built a lot of sales incentive programs as a manager, and, not to toot your own horn, but they have worked pretty darn well. With 20-plus years and more than 1,500 sales incentive programs under my belt, I’ve got some experience to share. The more reps, supervisors, managers, etc. it doesn’t.

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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.

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MEDDIC

NOVEMBER 11, 2024

How to create a Successful Sales Kick-Off (SKO) Agenda, Focusing on Education, Motivation, and Purpose? However, when prompted further, I acknowledged that Motivation and Purpose are also significant. Every element on your SKO agenda should clearly align with Education, Motivation, or Purpose; if not, consider removing it.

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MEDDIC

NOVEMBER 11, 2024

How to create a Successful Sales Kick-Off (SKO) Agenda, Focusing on Education, Motivation, and Purpose? However, when prompted further, I acknowledged that Motivation and Purpose are also significant. Every element on your SKO agenda should clearly align with Education, Motivation, or Purpose; if not, consider removing it.

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Close

MARCH 30, 2022

Use sales incentives and friendly competition to keep your team motivated while working remotely.

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No More Cold Calling

JANUARY 16, 2020

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. That’s why we need sales managers. Actually, what we need is strong sales leadership. Sales managers do what they ask others to do.

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Highspot

OCTOBER 11, 2023

Effective sales management is the core of any successful business. Read on as we break down why strong sales management matters, along with proven strategies to achieve it. It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals.

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Sales Management Strategy Lead Scoring Lead Rank 59

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. Sales Managers don’t want to coach because it takes away from personal sales.

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The Spiff Blog

APRIL 27, 2023

Motivation and compensation are tough to nail under normal circumstances and are even trickier during tough times. It’s safe to say that motivating your team in the current economic downturn is about as tricky as it has ever been. Super motivating right? Let’s get into it! Well, not exactly.

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Sales and Marketing Management

JANUARY 27, 2019

Author: Brad Wilsted Note: This is part 3 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. Hire the right sales managers. This doesn’t happen by accident.

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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!

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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.

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Anthony Cole Training

OCTOBER 13, 2014

Yes, the tenets for success was still based on a formula of sales steps and conversion ratios from one step to the next, but. As I write this, maybe I should change the title to “Sales Managers – Why Isn’t Goal Achievement Easy?” I have inquired about incentives and changes in overall production of a sales team.

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The Sales Hunter

FEBRUARY 20, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Managers Have the Hardest Job in Sales. As a sales manager, you owe it to yourself to pay close attention to Jeb’s keen insights on leadership.

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Sales Hacker

SEPTEMBER 9, 2020

If you’re looking to get a little extra from your revenue team, examining your sales incentives program is a great place to start. . An effective sales incentive program is not just the fuel to drive your revenue team. Why It Matters to Invest in Sales Incentives R ight N ow.

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Sales Hacker

DECEMBER 10, 2020

We’ve rounded up an awesome panel of sales leaders who spend their time unlocking the secrets to sales team motivation. And yeah, they’ve come up with super cool incentive programs… but they also know that high-performing sales teams require more than that.

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Zoominfo

MAY 17, 2021

Then everyone went remote, and over the last year sales leaders and enablement teams had to come up with new ways to incentivize their reps. And now, as B2B companies head into hybrid work schedules and other new changes to the office, we need to once again rethink sales motivation. Motivating From Home.

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Xactly

DECEMBER 10, 2018

Compensation drives sales behavior, which means your sales incentive plan is a critical factor in sales performance and objective achievement. The incentive compensation planning team faces the challenge of balancing executive priorities and designing incentives that motivate reps. Assemble your team.

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LevelEleven

DECEMBER 11, 2019

Sales incentives can be tricky business. You want to reward your sales reps for their tremendous work, but you also don’t want to ruin your CFO’s day by going over budget. The good news is that studies show recognizing someone’s accomplishments is a better motivator than a reward with high monetary value.

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Hubspot Sales

JULY 30, 2020

This is a toxic combination for sales reps and their managers. Sales leaders that fall back on run-of-the-mill motivation techniques struggle to drive their reps toward aggressive growth targets. Invest in sales management coaching. Plan a sales contest. Reiterate and reinforce goals.

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A Sales Guy

MARCH 17, 2012

It’s not uncommon for people to ask me what’s the best way to motivate sales people to sell more. If you are using money to incent sales people to sell MORE, you have a big problem. I participated in this sales webinar yesterday; Best Practices in Modern Day Selling. My answer is almost always the same.

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Sales and Marketing Management

APRIL 9, 2020

Sales managers rely on these made-up deadlines to generate urgency and motivation. If we use deadlines to add motivation to end things, can dates add value when it comes to getting something started? Incentive designers have come to know this from years of their own experiences and observations.

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Incentive Incentives Motivation Research 177

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. Recognize that each sales rep is an individual.

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Sales Hacker

NOVEMBER 29, 2021

In this session, we’ll cover each of these problem areas and give you tools to build an incentive program that motivates sellers to perform and drives the results you’re looking for. The post How To Drive More Performance With A More Effective Sales Incentive Program appeared first on Sales Hacker.

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Apptivo

AUGUST 11, 2022

Also, you need a lot of guts to pitch your product and finally, all you need is persistence and consistency over time which will make you shine in your sales career. What is sales motivation? Sales motivation is a stimulus that drives the salesperson into selling their product or service to the customers.

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Xactly

OCTOBER 18, 2018

Few leading indicators are more predictive of a company’s future sales performance than its incentive compensation plans. While multiple factors influence the effectiveness of your sales incentive compensation plans, 5 tips stand out: 1. Creating incentive programs that work require balancing multiple design choices.

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Incentives Incentive Compensation Webinar Metrics 78

Zoominfo

MAY 17, 2021

Then everyone went remote, and over the last year sales leaders and enablement teams had to come up with new ways to incentivize their reps. And now, as B2B companies head into hybrid work schedules in the new normal, we need to once again rethink sales motivation. Motivating From Home Let’s take it back to March 2020.

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Vengreso

JULY 30, 2024

Seeking to elevate your leadership capabilities and propel your sales team toward outstanding achievements? Sales management courses are equipped with the necessary strategies and tools for this purpose. Moreover, the benefits of investing in sales management training extend beyond individual growth.

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The Center for Sales Strategy

OCTOBER 1, 2019

Baby Boomers (1946-1964), Gen X-ers (1965-1979), and Millennials (1980-1995) have been the core generations that sales managers have long tailored incentive and engagement programs to. How can you possibly motivate and manage such a multigenerational sales team?

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Motivation Incentive Incentives Sales Goal 73

Hubspot Sales

JUNE 16, 2022

The role of a sales team is to sell. The sales manager is responsible for creating, advancing, and managing the people, processes, and systems for their team to be successful. While this job routinely requires setting goals for the team, sales managers must set goals for themselves as well.

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Highspot

NOVEMBER 21, 2023

What Makes a Great Sales Manager? What Sets Great Sales Managers Apart? Responsibilities of a Sales Manager Qualities You Need To Go From Good To Great Sales Management Strategy for Sales Managers The Importance of Sales Coaching And Training What Does Sales Manager Success Look Like?

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Chorus.ai

MARCH 31, 2021

What motivates us? You might have read Steve Jobs’ biography four times cover-to-cover or have a motivational sales quote or two on your coffee mug. Beyond that, our motivation often feels like something slightly vague, even to ourselves. Are we sweating toward our sales target for the bonus?

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Understanding the Sales Force

APRIL 4, 2013

Understanding the Sales Force by Dave Kurlan The latest interview between Jonathan Farrington, CEO of TopSalesWorld , and me is available here. We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening. DNA - They don''t have the DNA to support effective sales coaching.

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