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CROs: Stop Chasing Clicks—Start Building Connections

No More Cold Calling

Fostering this kind of sales culture requires CROs to: Shift incentives toward long-term success. CROs should actively coach reps on relationship-based selling techniques, not just quota attainment. Compensation structures should reward not just deals closed, but also client retention and satisfaction.

Referrals 310
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New Data: The Top 5 Unacceptable Sales Performance Findings

Understanding the Sales Force

The report says, “87% reported that their sales teams were having difficulty meeting or exceeding quota.” It also reinforces a culture of mediocrity because when not hitting quota is normal and expected, more people don’t hit quota because their jobs are clearly not in jeopardy.

Data 220
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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
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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.

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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).

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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.

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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.