Sales and Marketing Management

MAY 14, 2020

Author: Liz Pulice In recent years, many companies have implemented remote work arrangements, driven by financial incentives, recruitment/retention initiatives and other factors. Some companies are creating work-from-home policies from scratch. It’s a delicate balance. Adjustments required. Habits will need to adjust.

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

SalesFuel

MARCH 18, 2025

PTO Policy Yes, unlimited vacation time sounds great, but is the business culture set up to support the concept? The real incentive to use the PTO benefit is to see the boss taking time off. But employees are realizing that benefits which sound too good usually come with strings attached.

Hiring 59

Hiring Retention Apparel Face-to-face 59

Understanding the Sales Force

APRIL 11, 2024

Should I adhere to a policy designed to snag sucky salespeople who waste people’s time, and keep them away from decision makers? The goal is to do whatever it takes to get in and reach your target. There shouldn’t be any qualifiers on that. Do I care if the company wants salespeople to contact procurement first?

Coaching 211

Coaching Decision Maker Scale Hiring 211

Sales and Marketing Management

OCTOBER 14, 2020

To create such a work environment, you may need to adjust your policies and processes with the following considerations: While most employees are honest and self-motivated, you’ll still need to pay close attention to how you incentivize productivity. You’ll likely need individual and team incentives. Set clearly defined expectations.

Face-to-face 218

Face-to-face Policies Call-back Incentives 218

Sales Hacker

AUGUST 26, 2021

Ramp policy. You’re usually given guaranteed draws so that you get paid the incentive. Draws: Some companies offer straight up 100% incentive payout during the first three months while others do a staggered payout like 80% on the first month, 60% on the second and 40% on the third. What is their policy on draws?

Commission 121

Commission Compensation Incentive Incentives 121

Smooth Sale

MARCH 24, 2025

Creating an open communication policy can also have practical advantages. Offer Incentives A happy employee is a motivated employee making it much more likely that the employee will feel empowered to do their best work. It allows the team to suggest anything to make their work easier to manage.

Hiring 78

Hiring Incentives Incentive Lead Scoring 78

Hubspot Sales

NOVEMBER 10, 2020

While you can’t physically organize your remote sales team , you can encourage communication and transparency through weekly stand-up meetings, routine one-on-ones, and an open door policy over tools like Slack or email. Incentive-Based Sales Environment.

B2C 136

B2C Incentive Incentives How To 136

Zoominfo

AUGUST 15, 2018

Internal incentives create strong brand ambassadors: after all, these employees are going above and beyond their job responsibilities to further the goals of the company. Minimize risk by implementing a social media policy to establish clear ‘dos & don’ts’ for social media use. Reward employees who act as brand ambassadors.

B2B 157

B2B Social Media Hiring Collateral 157

Sales and Marketing Management

FEBRUARY 8, 2021

The best way to prevent this undercutting and resolve disputes is through a minimum advertised price (MAP) policy, under which channel partners agree not to sell below the MAP for any product. It’s a way of providing customers many incentives to do business with the distributors without mentioning the price will be lower as well.

Outsourcing Services 156

Outsourcing Services Channels B2B Incentives 156

MTD Sales Training

AUGUST 4, 2016

Incentive schemes are constantly being tweaked to match better pricing and better margins. The negotiating policies involved are naturally obliqued towards profit instead of building value for the customer. This price erosion has a direct impact on your profitability.

Sales Process 120

Sales Process Margin Policies Incentives 120

The Sales Hunter

FEBRUARY 20, 2012

If this isn’t hard enough, sales managers are often put in the position of shielding their salespeople from corporate policy wonks, accountants and operators who have absolutely no understanding of the psychology of salespeople. It is a wonder why any sane human being would voluntarily choose to be a sales manager. .”

Motivation 220

Motivation Sales Management Hiring Negotiation 220

The Pipeline

DECEMBER 16, 2011

For example, a person operating within the aerospace sector, negotiating multi-million pound contracts can find himself sitting next to a young saleswoman who markets insurance policies and is based in a call center. you will appreciate my point.

Pipeline 230

Pipeline Training Twitter Hiring 230

Hubspot Sales

MARCH 7, 2019

Their cost-plus pricing can be used as part of their value proposition by sharing their pricing policy with consumers and saying something like, " We'll never charge more than X% for our products. There isn't an incentive to operate efficiently. This often results in a financial hit for the company.

Retail 121

Retail Incentives Incentive Consumer 121

Sales Training Connection

FEBRUARY 5, 2014

Pull: Implement clear incentive policies that offer appropriate rewards for idea generation, not just successful implementation. In times of transformational market change there are new winners and losers.

Health Care 112

Health Care Lead Rank Infusion Decision Maker 112

Miller Heiman Group

MAY 12, 2020

Set Up an Incentive Compensation Relief Committee. The first step is to set up an incentive compensation committee to structure the terms and optics of the relief effort. Review Policies and Methods. Our Incentive Compensation Process. Are new deals being delayed?

Compensation 75

Compensation Quota Incentive Incentives 75

Xactly

NOVEMBER 15, 2018

In fact, the best way to ensure sales managers do their job well is by creating an incentive plan that drives the right behaviors. Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project. Annual Target Incentive. On-Target Earnings.

Compensation 87

Compensation Examples Sales Management Incentives 87

Pointclear

AUGUST 15, 2017

To understand the revenue failure issue, as a consultant I had to start with the people closest to the issue and then spread out to policies, procedures, tool use, and marketing lead generation. Is the sales incentive bar set too high? Create policies for retaining only serious buyers on the pipeline. Quotas are unrealistic.

Quota 113

Quota Forecasting Policies Pipeline 113

Hubspot Sales

DECEMBER 19, 2019

Just like the frame of a house, a CRM system can provide a solid structure upon which sales leaders can build consistent policies and processes. You need to build all of that information into a system that documents your whole sales process — from its stages to its policies to its activities. Documents the sales process.

CRM 122

CRM Sales Process Top of Funnel Hiring 122

Cincom Smart Selling

FEBRUARY 21, 2025

By reducing reliance on manual calculations, they minimize costly errors, prevent revenue leakage, and maintain compliance with company policies. Additionally, sales teams must learn how to handle discount approvals within the CPQ framework, ensuring compliance with company policies while maintaining profitability.

Training 48

Training Closing Discount Lead Rank 48

Janek Performance Group

OCTOBER 29, 2018

That you’re asking this question is smart policy – after all, internal promotions can make for a much smoother transition. The rep-turned-manager is familiar with your products and processes, and being able to authentically tout your policy of internal promotion is a powerful incentive when hiring for positions lower down the ladder.

Promotion 63

Promotion Hiring Sales Management Policies 63

Cincom Smart Selling

FEBRUARY 25, 2025

More companies are adopting a policy that if something is not in CRM, it isn’t real. All the incentives kick in, bonus checks are written, and the hero is headed to Tahiti for the 100 percent club meeting. Last-minute deals, especially ones involving incentive kick-ins or similar perks, should be easy to track in CRM.

CRM 48

CRM System Outside Sales Policies 48

Xactly

AUGUST 1, 2018

A strong incentive plan drives sales behaviors that help companies grow and achieve their goals. Successful sales compensation plans require a balance between motivating incentives and revenue-driving factors, but that doesn’t mean it needs to be a stressful, time-consuming task.

Compensation 40

Compensation Incentives Incentive Commission 40

Sales Hacker

FEBRUARY 15, 2024

Offer incentives and valuable content to ensure that subscribers stay engaged. Implement a “sunset policy” to remove inactive or unengaged subscribers and increase your open rate. Focus on content that is relative to those recipients and avoid pitfalls like broken HTML, poor design, and spammy language.

Ideal Customer Profile 122

Ideal Customer Profile Prospecting Lead Scoring Lead Rank 122

Hubspot Sales

JULY 20, 2020

The companies supporting these kinds of sales generally offer commission for each individual sale and might have other incentives available for meeting specific goals or quotas. Know the policies and procedures that dictate what you can and cannot say or do when conducting sales. Party-Plan or Host Selling.

How To 138

How To Commission Distribution Up-Sell 138

Sales Hacker

SEPTEMBER 22, 2023

Offering too many features on the free plan can reduce the incentive for users to upgrade, so monitoring data usage and adjusting limitations can help create a value gap that encourages users to upgrade. That same user will not be able to purchase because of corporate policy on shadow I.T ( i.e Include a full-feature free trial.

Enterprise 121

Enterprise Enterprise Scale Lead Rank 121

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. Defining Pay Mix. What Determines Sales Pay Mix?

Compensation 84

Compensation Salary Policies Incentive 84

Zoominfo

DECEMBER 5, 2018

But, posting your own content too often can violate subreddit policies and result in your Karma dropping rather than increasing. We recommend offering an incentive to those who check out or engage with posts in your subreddit. If you frequently post high-quality content, your Karma score will rise. The best solution?

B2B 157

B2B Advertising Advertising Promotion 157

SaaStr - Sales Strategy

JANUARY 24, 2019

As you scale your salesteam, unless you are very careful whom you hire and how you train them, incentives being what they are in variable compensation, some negative behavior will creep in. But at least an aggressive clawback policy keeps churn topper-of-mind for the sales team. That a use case makes sense, when it doesn’t.

Churn 93

Churn Scale Commission Hiring 93

CloserIQ

JULY 20, 2020

Create a comprehensive benefits and incentives program. Make sure that your incentive program appropriately rewards top performers. Robust healthcare and retirement benefits are a great incentive to stay, as are non-standard benefits like a health/fitness stipend or pet health insurance.

B2B 76

B2B Incentive Incentives Compensation 76

PandaDoc

MARCH 13, 2025

Its a useful tool for companies who want to stabilize a vendor relationship because it offers deals and incentives to keep that relationship strong. By aligning sales, finance, and legal teams with pre-determined contract pricing rules, a CPQ system ensures that quotes conform to company policy.

Discount 52

Discount Negotiation Scale System 52

Pipeliner

APRIL 17, 2019

They create sales policies and rules created to make it easy for customers to transact with them, not control the terms of engagement. Salespeople never use the words “It’s not our policy.” Technology intimidates some; they get that and try to remove the mystique. ” Special deals go to loyalists.

Loyalty 75

Loyalty Policies Incentives Incentive 75

Hubspot Sales

APRIL 11, 2023

To minimize turnover, consider offering promotion incentives to the top-performing salespeople at your business. Benefits provider Unum also found that healthy lifestyle incentives (19%), professional development (17%), and student loan repayment benefits (9%) were popular among employees. times more likely to be engaged.

Churn 124

Churn Hiring Survey Compensation 124

Troops

AUGUST 8, 2018

Note : In our data in this article, average total compensation doesn’t equal average base pay and average incentive pay combined. In Cisco Meraki and Zendesk, nearly half of compensation came from incentives. Total Sales Compensation Plans Vary Widely (Data from Glassdoor). We will take a further look at outliers later on.

Compensation 75

Compensation Company Salary Hiring 75

OpenSymmetry

FEBRUARY 15, 2017

With this huge loss, the client understandably wanted to restructure the incentive compensation process so that sales reps only received commission once invoices were paid. Sales rep turnover and clawback policies. If sales rep attrition is high, it’s hard to justify large upfront commission rates.

Commission 62

Commission Lead Rank Compensation Policies 62

Sales Hacker

APRIL 1, 2021

Some offer incentives for practices that can also be cheaper for you, such as filing information electronically. The planning you likely did for COVID-19, such as adopting policies for remote workers and relying more on digital services, can help you define a culture suited to international growth and new opportunities.

Outsourcing Services 90

Outsourcing Services Company Transportation Scale 90

Nutshell

MARCH 19, 2025

Average order value (Currency) : Know who the big spenders are to offer discounts, store cards, and other incentives. Ensure team-wide adoption with proper training : Set aside time for your team to be trained on the policies involved with the new custom fields. Encourage feedback and questions they arise.

CRM 62

CRM Industry Ideal Customer Profile Customer 62

Zoominfo

JULY 13, 2022

Consent is required only in limited circumstances, such as when a business enrolls an individual into a financial incentive program (e.g., If you have any additional questions about ZoomInfo’s data privacy practices and policies, please check out our newly refreshed Privacy Center for more information. loyalty programs).

Data 130

Data Ideal Customer Profile Call-back Hiring 130