Sales and Marketing Management

SEPTEMBER 14, 2022

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

Quota Incentive Incentives Sales 177

Understanding the Sales Force

DECEMBER 19, 2012

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 232

Follow-up Incentives Incentive Sales Qualified Lead 232

SBI Growth

JULY 14, 2013

Quotas : Your most important player statistic. Are your quotas attainable and reflective of current performance and market potential? Incentive pay is a lever that must align with strategy. Suppose Rodgers was paid an incentive every time he threw an interception. Realistic Quota Setting. Reward strong performance.

Territories 328

Territories Incentive Incentives Compensation 328

Hubspot Sales

JULY 30, 2024

Limit the timeframe within which your customer must act on your offer or use scarcity as an incentive for the prospect to act. You can leverage the first offer acceptance into more yeses down the road. Create a sense of urgency. Give them just enough time to address other urgent items on their calendar.

Closing 122

Closing Quota How To Webinar Metrics 122

SBI Growth

FEBRUARY 10, 2013

Quota attainment was below 35%. Poor quota setting. Let’s incent everyone to sell more new logo business” he said. Incenting new logo business will only further frustrate the sales force. Quota setting can be re-designed based on the new flow of leads. Compensation can now be changed using the new Quotas.

Sales Qualified Lead 300

Sales Qualified Lead Compensation Incentive Incentives 300

Steven Rosen

DECEMBER 2, 2012

Assuming this is the way your company defines performance, then the first challenge is, how well do you set quotas? For this to work effectively, quotas need to be set fairly against both large and small territories. Management needs to be able to understand opportunities and challenges in each territory when quota setting.

Territories 304

Territories Quota Comparison Incentives 304

SBI Growth

DECEMBER 29, 2013

What was the quota and actual performance last year? What is the quota this year? This is contingent on how accurately the quota is set. If you can’t hit it, you’re not getting the incentive pay promised. If you can’t hit it, you’re not getting the incentive pay promised. How did you decide on that number?

Quota 310

Quota Penetration Incentives Incentive 310

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

SBI Growth

OCTOBER 6, 2013

Surely something is wrong besides the new incentive compensation. Especially if the number of sales reps hitting quota is usually low. On the contrary, it may be that Reps are resigned to not making quotas. Incentive targets are linked in a competitive fashion, not on my own improvement. Complaint #1: No complaints!

Compensation 293

Compensation Territories Incentive Incentives 293

Hubspot Sales

JUNE 11, 2019

Nothing boosts your sales team's excitement and energy more quickly and reliably than an incentive. These four strategies will increase the impact of your incentives. They're still hitting their quota, but their body language and tone-of-voice suggest they're not as enthusiastic as they used to be. "Are

Incentive 140

Incentive Incentives Motivation Referrals 140

Hubspot Sales

MARCH 27, 2019

Motivating your sales team isn't about taking the coffee from their lips, it's about setting realistic quotas tailored to each rep, the type of product or service they're selling, and the market they're selling to. Here's everything you need to know about setting successful sales quotas. Sales Quota. Activity Quota.

Quota 143

Quota Territories Commission Forecasting 143

No More Cold Calling

JANUARY 31, 2025

Incentives and Recognition: Create incentive programs to reward employees who excel at generating referrals. These pain points hurt team morale and your bottom line: Pain Point #1: Your team struggles to get meetings with prime prospects. Cold outreach is a slog.

Referrals 156

Referrals Scale GoldMine Pipeline 156

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. They roll out the draft plans in November, have a few meetings, adjust the territories and quotas, roll it out to the field and run off to the next challenge.".

Compensation 288

Compensation Territories Hiring Commission 288

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. Author: TIM HOULIHAN Maybe we’ve met. Was it was at a trade show or a conference?

Incentive 136

Incentive Incentives Lead Rank Lead Scoring 136

SBI Growth

SEPTEMBER 20, 2012

So how do we incent this behavior? If your organization has not modeled sales projections, the new product should not be a component of a quota or variable compensation. When designing the quota for 2013 sales reps, incorporate the new product into the compensation plan. How do we drive change?

Compensation 244

Compensation Incentive Incentives Penetration 244

Sales and Marketing Management

MARCH 27, 2019

Instead of spending weeks attempting to understand how many more sales an associate needs to meet his or her quota, advanced technology can deconstruct the process to deliver clear goals and real-time updates, as well as implement incentive programs. Integrating Transparency.

Strategy 223

Strategy Compensation Commission Incentive 223

The Pipeline

MARCH 12, 2021

Based on CSO Insights Data, the trend is clear and continuous, quota attainment is stuck in the mid 50%. They share that, 20% of their team has clear sight on how they will exceed quota. I have discussed before a brilliant incentive plan I was introduced to that paid on specific outcomes to specific execution.

Sales Leadership 386

Sales Leadership Quota Data Sports 386

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

SBI Growth

DECEMBER 19, 2013

Let’s incent everyone to sell more new logo business” he said. Incenting new logo business only further frustrated the sales force. Yet everyone had the same quota. This Sales VP’s immediate reaction was to change the comp plan. This will cause the behavior change we are looking for to make the number.”.

How To 303

How To Incentive Incentives Demand Generation 303

SBI Growth

OCTOBER 5, 2012

The bad news is, if you want to make quota, you need to overhaul the program. Same Old Quota: Back in the day, just getting past the gatekeeper and into the corporate office required a lot of legwork. Your quotas have grown, but not at the pace of clients who are willing to engage with your firm.

Compensation 257

Compensation Company Hiring Salary 257

SBI Growth

JUNE 29, 2013

Incentive Compensation: Sales people are “coin-operated.” These include recognition, incentives, interpersonal support, and clear goals. Yet sales leaders have a different expectation: quota attainment. They perform best when they are in an environment that allows them to measure themselves against others.

Hiring 326

Hiring Case Study Lead Rank Lead Scoring 326

SBI Growth

MARCH 31, 2013

Did it incent the right behavior? How do you know if comp-incented behaviors can move the needle? Territory potential and/or Quota calculated incorrectly. Early April is the time to assess and, if necessary, make corrections. Time is of the essence. Here's why: The numbers are in. You have data to make decisions.

Compensation 293

Compensation Incentive Incentives Buyer Persona 293

SBI Growth

OCTOBER 21, 2013

Incentive Programs. Does your comp plan incent behaviors that will get you to your number? If a rep is not retiring quarterly quotas within a year, let them go. Systems should be mobile friendly, allowing data to be entered while on the go. If the tools are not enabling selling activity, they are a hindrance.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

SEPTEMBER 30, 2012

What percentage of the sales team is making quota? In addition to your specific pay plan, consider this: Does your company have an incentive pay plan for those that directly support, and are focused on sales outcomes? Does the plan put a cap on total payouts, limiting your earning opportunity?

Compensation 288

Compensation Incentive Incentives Retention 288

Salesmate

JUNE 4, 2021

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 . In simple terms, sales incentives are something that motivates your team to wake up in the morning and get to work.

Incentive 105

Incentive Incentives Compensation Motivation 105

SBI Growth

NOVEMBER 7, 2012

Like a sales rep, they have a quota. Improper incentive dynamics result in favoritism and defer full implementation of the new product or vertical market strategy. Solution: Incent overlay specialists to focus on both components: Participation – based on the percentage of supported reps that contribute. Key Take-Away Ideas.

Compensation 257

Compensation Penetration Incentive Incentives 257

Sales and Marketing Management

MAY 31, 2020

Do their existing quota allocations still make sense in this new world? Reevaluate Quotas to Fit the Changing Market . With an unexpected economic downfall due to the global pandemic, quotas set for sales staff at the beginning of the year, or even the end of last quarter, may no longer be possible to meet in the short term.

Motivation 194

Motivation Compensation Commission Incentive 194

Zoominfo

MARCH 21, 2025

At its core, Chorus accelerates onboarding and ramp time by giving new reps access to real call recordings and self-coaching tools, helping them learn faster and hit quota sooner. It also provides real-time tracking of incentives and sales activities.

Sales Coaching 130

Sales Coaching Software Software Coaching 130

No More Cold Calling

JULY 4, 2013

We’re always looking for more business and for any opportunity to reach and surpass our quotas. One industry leader I know provides strong incentives for salespeople to refer. That way, you’ll all meet quota, and your clients will receive the best possible service. We’d rather beg for forgiveness than ask for permission.

Referrals 244

Referrals Networking Enterprise Enterprise 244

SBI Growth

MARCH 4, 2013

Dig in to these questions to be sure: Process issues: Do recruiter incentives include speed to fill or low vacancy metrics? This is usually coupled with increased quotas year after year. If this cause is suspected, it is often resolved by outsourcing recruiting. That may not be the best option.

Outsourcing Services 326

Outsourcing Services Hiring Lead Nurturing Demand Generation 326

Pointclear

NOVEMBER 29, 2012

I need to produce $75K to make quota and $100K a month to make a decent living; can you give me at least 10 qualified leads a month to help me make quota?”. This doesn’t have to do with marketing, but why does management cap my incentive system? How about some leads on products I have a quota on?”.

Marketing 221

Marketing Sales Qualified Lead Commission Quota 221

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. Incentives have never been more important in sales.

Incentive 87

Incentive Incentives Revenue Webinar Metrics 87

Sales Hacker Training

SEPTEMBER 10, 2018

Creating a strong sales incentives program will help you attract and retain A-list sales talent, so it is worth putting in the legwork to create a strong plan. . So why do sales leaders overlook something as important as a sales incentives program? Creating a Winning Sales Incentives Program.

Incentive 106

Incentive Incentives Compensation Salary 106

The Pipeline

AUGUST 27, 2019

Buyers know they will be offered price incentives to bring a deal in sooner, like “end of the quarter.” In the process telegraphing to the buyer that despite everything you said to this point, the real object here is your quota. Some sellers say quota is not a factor in this ritual. If it isn’t quota, then why discount?

Wireless 264

Wireless Discount Face-to-face Scale 264

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

NOVEMBER 17, 2013

Territories and quotas that maximize output. Link some incentive to making the revenue goal. Impact : Sales Ops directly influences performance of the sales team. Well-designed sales dashboards for reps and leaders. Efficient allocation of personnel. Compensation that drives performance. Valuable resources cost money.

Company 296

Company Hiring Buyer Persona Maximizer 296

SBI Growth

OCTOBER 24, 2013

Part of the poor compensation may be the inability/difficulty to achieve incentives. Change the comp plan and associated quotas if need be, but only after sufficient analysis. This may seem to be a common root cause. However, people leave a job because of their boss more so than the pay. Guidance: Understand market pay rates for SMs.

Positioning 292

Positioning Hiring Sales Management Compensation 292