article thumbnail

Quota Busters

Sales and Marketing Management

A survey of sales and marketing executives co-sponsored by Sales & Marketing Management and the Society for Incentive Travel Excellence (SITE) Foundation discovered that those who use incentive travel report that it's a strong driver of performance, while many of those who don't use it fail to understand its self-sustaining features.

Quota 243
article thumbnail

Incentive Program FAQs

Sales and Marketing Management

Q: Why not use quota as a bar to require reps to pass before they’re eligible to earn in the incentive program? A: In most organizations, close to 50% of the reps operate below quota. If you think those below-quota reps are not trying, or they’re not well-suited for the job, get rid of them. Confidence.

Incentive 201
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

How Sales Leaders Can Motivate Younger Employees Through Purpose-Driven Incentives

Sales and Marketing Management

Perhaps especially while the COVID-19 pandemic has placed a temporary hold on popular incentives among this demographic like travel, sales leaders can improve their incentives programs for younger employees by embedding a sense of purpose into their sales outreach. . Sometimes, the best incentive is the work itself.

article thumbnail

How Sales Leaders Can Motivate Younger Employees through Purpose-Driven Incentives

Sales and Marketing Management

Perhaps especially while the COVID-19 pandemic has placed a temporary hold on popular incentives like travel among this demographic, sales leaders can improve their incentive programs for younger employees by embedding a sense of purpose into their sales outreach. Sometimes, the best incentive is the work itself.

article thumbnail

Best Practices for Pay Transparency Around Your Sales Reps

Speaker: Grayson Morris, CEO, Performio & Lisa Wallace, Co-Founder, Assemble

Join us for this insightful session in which you can expect to learn more about: How pay transparency is not only a best practice for retaining quota-bearing roles, but it’s also increasingly mandated through pay transparency legislation (NY, CO, CA).

article thumbnail

Sales Incentives, Awards, Lead Follow Up and Sales Effectiveness

Understanding the Sales Force

We have "appointment setters" that have a quota of 16 appointments per quarter. Dave Kurlan wrote: They should receive the incentive only if the opportunity makes it as far as 2 nd base in the sales process. Understanding the Sales Force by Dave Kurlan Today I had the following email exchange: Subject: Question on Comp.

Follow-up 235
article thumbnail

CSOs: How Inflation Can Undermine Sales Quotas

Sales and Marketing Management

Inflation can wreak havoc on many aspects of a carefully designed sales incentive program, but its direct and indirect effects are not necessarily obvious. To decide how to respond to inflation, CSOs must first understand how inflation can undermine quotas.

Quota 177