SBI Growth

OCTOBER 21, 2013

Performance culture is studied in depth in our 2014 Research Tour. Accounts had to be entered in both systems, which required double the reporting. Incentive Programs. Does your comp plan incent behaviors that will get you to your number? The comp plan must incentivize the right behavior.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

SEPTEMBER 26, 2012

Provide case studies that prove you can execute. Case studies help reduce your customer's fear of risk. They relate to the problem the customer in the study was solving for. Offer a small incentive for closing these deals in Q4 (cash is always good). Track each deal and have the team report back weekly on progress.

Closing 303

Closing Lead Rank Lead Scoring Customer 303

Sales and Marketing Management

MARCH 27, 2019

These average-performing reps spend nearly five weeks a year, or 10 percent of their time, checking their commission reports, trying to understand them. Sales incentives are meant to attract and retain top talent, keeping them engaged in their work. Uncovering Data Insights. Integrating Transparency.

Strategy 223

Strategy Compensation Commission Incentive 223

Zoominfo

JUNE 10, 2018

In fact, best-in-class software companies report a 60% conversion rate following a free trial ( source ). Leverage customer testimonials or case studies. Did you know most B2B marketers consider customer testimonials and case studies to be the most effective content marketing tactic ( source )?

Objections 239

Objections Case Study Face-to-face Study 239

Anthony Cole Training

OCTOBER 13, 2014

I never did write 100 lives but, based on the sales activity reporting I did every week, I should have. Or, if you want to use incentive travel/excursions to motivate people to higher levels of performance, you raise the bar required for people to qualify for the “President’s Club” trip. You do the math. Did I see more people?

Sales Management 204

Sales Management SME Incentive Incentives 204

Crunchbase

APRIL 6, 2023

In a recent study of sales professionals, 67% reported that they are close to experiencing burnout. Incentives serve as a form of acknowledgement of an employee’s hard work and can make reps feel a sense of belonging. Why the disparity? Salespeople work high-pressure jobs and often get little to no recognition.

Incentives 98

Incentives Incentive Hiring Top of Funnel 98

Sales and Marketing Management

NOVEMBER 22, 2017

Sales manager: I’d like to know what rewards the reps would like for our next incentive. Or you might be new to sales management and you want to be the cool leader by collaborating with your new reports. Or maybe you think that incentives have run their course and it’s time to drop them altogether. Are incentives obsolete?

Motivation 191

Motivation Incentives Incentive Lead Rank 191

Sales and Marketing Management

JUNE 28, 2017

Salesforce’s " State of Sales" report highlights this, showing that 68% of B2B sales teams see collaboration as being instrumental to their success. Gallup, in their State of the American Workplace report , h i g h l i g h t e d the rising number of matrixed teams, “The prevalence of matrixed teams isn’t surprising.

Hiring 180

Hiring Incentive Incentives Compensation 180

Sales and Marketing Management

FEBRUARY 3, 2020

Although company websites, content and sales presentations are highly used assets when evaluating an organization and its products, a Harvard Business Review study determined that customer references are an influential decision support tool too. Discover the reports and program metrics that are most important to executives .

Ideal Customer Profile 248

Ideal Customer Profile Customer Policies Promotion 248

The Spiff Blog

NOVEMBER 17, 2023

As an incentive compensation manager, you hold a critical role that keeps your organization running. What does an incentive compensation manager do? First, let’s cover the primary responsibilities of an incentive compensation manager. Recommended reading: A Foolproof Framework for Better Incentive Communication 2.

Incentives 81

Incentives Incentive Compensation Commission 81

Zoominfo

JULY 1, 2018

In fact, a recent study suggests that 91% of B2B buyers are active and involved in social media, while 75% are significantly influenced by social content when forming their buying decisions ( source ). 61% of organizations engaged in social selling report a positive impact on revenue growth ( source ). Monitor online review sites.

Buyer 190

Buyer Social Media Social Selling Incentives 190

Vengreso

JANUARY 9, 2025

Identifying the primary goal is crucial as it directly informs the structure, incentives, and overall dynamics of the contest. According to a report by the Harvard Business Review , companies that set specific, measurable goals are 4.2 These goals serve as the guiding light, ensuring your sales team remains focused and motivated.

Incentives 65

Incentives Incentive How To Sales Qualified Lead 65

Sales and Marketing Management

OCTOBER 29, 2018

Creators can include a lot of information beneath each video, but it’s important to put a compelling incentive and/or promotional link first since YouTube cuts off the majority of this text. There is no other branding or self-promotion beyond a link to a free eBook below the video and Gavin’s name (highlighted in yellow, below).

Top of Funnel 237

Top of Funnel B2B Webinar Metrics Marketing 237

Sales and Marketing Management

JUNE 22, 2020

A few weeks after WSJ published the Q&A with McKelvey, it reported that payment companies, including Square, PayPal and Worldpay, are making some small businesses, which are already cash-strapped, wait additional days or weeks to access funds deposited in their accounts. Take a through-cycle view of customer relationships.

Margin 194

Margin Discount Airlines Incentives 194

Understanding the Sales Force

DECEMBER 20, 2012

First, you'll need to read this piece, Personality Assessments for Sales - The Definitive Case Study. They don't conduct predictive validity studies, as we do, because their assessments don't predict. Instead they report on what they can actually measure. Whether they have the incentive to improve their sales competencies.

Hiring 174

Hiring Case Study Study Face-to-face 174

Hubspot Sales

MAY 18, 2018

A Harvard University study found setting specific goals increases motivation beyond simply telling yourself, “ I’ll just do my best. ”. The study ultimately reported students who stuck to a goal-oriented plan performed 30% better than those who didn’t. The incentive for your reps to meet their quota? Incentivize goals.

Sales Goal 145

Sales Goal Incentive Incentives Quota 145

Xactly

AUGUST 22, 2018

In May 2018, Xactly partnered with WorldatWork to complete its annual Sales Compensation Best Practices Study to define the key trends and metrics for companies that want to plan and incent a top sales organization. This 2018 study reveals the trends that you can stake your company’s comp strategy on. First, there’s Accuracy.

Compensation 58

Compensation Study Data Lead Scoring 58

Zoominfo

MAY 13, 2018

According to one study, eight out of ten people say they’re stressed from work ( source ). It’s also reported that, when a person suffers from stress, they’re unable to access previous knowledge or training and instead resort to an automatic response—typically shutting down, quitting, or losing confidence.

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Zoominfo

SEPTEMBER 1, 2019

In an Accenture study recently conducted, 54% of respondents experienced a drop in trust, which resulted in $180 billion in revenue at stake of being lost. But, featuring a customer in a case study will also make them feel important, valued, and more connected to your brand. Establish an Incentive-Based Customer Loyalty Program.

Loyalty 130

Loyalty Customer Incentive Incentives 130

Xactly

AUGUST 8, 2018

In the recent 2018 mid-market sales incentive study, CFO Alliance reviewed the relationship between Sales and Finance departments—and how this partnership can positively impact a company’s revenue potential. In a recent webinar with CFO Alliance, we reviewed the findings of the study. Incentive Compensation.

Incentives 55

Incentives Incentive Compensation Webinar Metrics 55

Sales and Marketing Management

JUNE 28, 2017

Salesforce’s " State of Sales" report highlights this, showing that 68% of B2B sales teams see collaboration as being instrumental to their success. Gallup, in their State of the American Workplace report , h i g h l i g h t e d the rising number of matrixed teams, “The prevalence of matrixed teams isn’t surprising.

Closing 120

Closing Hiring Incentive Incentives 120

Hubspot Sales

JULY 22, 2024

According to HubSpot's 2024 State of Sales Report , 33% of sales professionals say that customer referrals are the best source for hig- quality leads — the highest percentage of any source. You'll also want to introduce a case study at this point. You can read the whole story here: [Provide case study link.]

Ideal Customer Profile 111

Ideal Customer Profile Proposal Lead Rank Referrals 111

Sales Training Connection

MARCH 26, 2012

As part of a Center for Creative Leadership (CCL) initiative, 5,000 millennials were interviewed – the findings were reported in strategy + business. but this new study provides some additional points for understanding how to manage millennials: Millennials are more willing to defer to authority than either boomers or Gen Xers.

Hiring 114

Hiring Incentive Incentives Compensation 114

Sales Training Connection

APRIL 10, 2013

While money is a motivator for some sales reps some of the time, sales managers should leverage the motivational impact of nonfinancial incentives such as the recognition and appreciation of work performed and feedback from the manager. 39% of sales people do not feel appreciated at work. Lack of money can demotivate.

Motivation 111

Motivation Compensation Incentive Incentives 111

Sales Hacker

JUNE 14, 2019

According to a recent Salesforce study , poor data hygiene costs the average business nearly 30% of its revenue, amounting to a total economic loss of a whopping $700 billion a year. What’s the #1 incentive you can use with your reps? Align incentives. Align Incentives. RELATED: The Real Cost of Dirty CRM Data.

Data 90

Data Closing Prospecting Incentive 90

Sales Training Connection

NOVEMBER 10, 2016

Emma Brudner reported the results of a sales productivity study where sales reps spent only 33% of their time selling. Other studies have reported the figure to be a low as 10%. There are incentives for all sorts of sales activities. How great is the opportunity? Substantial. Recognize and reward.

Top of Funnel 101

Top of Funnel Funnel Face-to-face Ideal Customer Profile 101

OpenSymmetry

JUNE 9, 2016

The Journey to Sales Incentive Optimization. A familiar scenario that salesforces experience is the excitement and optimism of the new sales incentive launch, followed by the realisation that: New rules have been introduced which limit the kind of high payouts experienced last year which made the plan unaffordable.

Incentives 40

Incentives Incentive Compensation SalesForce 40

SBI

NOVEMBER 27, 2012

According to studies, the ratio of time spent on non-selling tasks to time spent on selling tasks is 65/35. When they are logging call report notes into the CRM system, they are not talking with prospects. Other motivation-depleting tasks, like logging daily activity reports, are not viewed in the same light.

CRM 133

CRM Wireless SalesForce Commission 133

Cincom Smart Selling

FEBRUARY 25, 2025

CRM systems provide a place for contact, customer, and activity reporting. ATC Gains Full Visibility into Dealer Network and Improves Close Rate by 25% Read Case Study Now The Limitations of CRM Alone While CRM software is a powerhouse for managing customer relationships and tracking interactions, it has its limitations.

CRM 48

CRM System Outside Sales Policies 48

Pointclear

MAY 10, 2012

Christopher has served as editor-in-chief or senior editor with Meeting News, Corporate & Incentive Travel, and Life Extension. Click to start video at this point — Christopher references studies that show direct mail is increasing in popularity, and he comments this may be because the email inbox is so crowded today.

CRM 178

CRM Sales Qualified Lead Marketing Social Media 178

The Spiff Blog

SEPTEMBER 7, 2023

These pillars include organizational alignment, robust reporting, ongoing professional development, incentive compensation, and sales enablement. Incentive alignment : Shared goals enable the design of incentive structures that motivate sales reps while aligning with the broader success of the organization.

Incentives 83

Incentives Incentive Scale Compensation 83

Nutshell

FEBRUARY 14, 2025

To maximize their effectiveness, offer visitors a compelling incentive, like a free consultation tailored to the visitor’s interests. Lead magnet website popup example: WordStream Frequent WordStream website visitors will be familiar with seeing popups offering valuable eBooks, whitepapers, and report content.

Examples 62

Examples B2B Webinar Metrics Campaigns 62

Zoominfo

MARCH 21, 2022

According to the report, more than 24 million Americans left their jobs between April and September 2021, an unprecedented high. The study showed a broad range of attrition within specific companies in various industries. Recruiters in white-collar sectors have also reported difficulties in attracting and retaining talent.

Quota 100

Quota Hiring Face-to-face Advertising 100

The Brooks Group

JUNE 11, 2017

By adding in a few carefully selected sales incentives, you can capitalize on this competitive streak and really get your team to race full speed towards sales goals. Sales incentives can be broken down into three categories. Sales incentives can be broken down into three categories. Tangible Sales Incentives.

Incentives 40

Incentives Incentive Motivation Hotels 40

The Brooks Group

JUNE 11, 2015

By adding in a few carefully selected sales incentives, you can capitalize on this competitive streak and really get your team to race full speed towards sales goals. Sales incentives can be broken down into three categories. Sales incentives can be broken down into three categories. Tangible Sales Incentives.

Incentives 40

Incentives Incentive Motivation Hotels 40

The Spiff Blog

SEPTEMBER 1, 2022

In a recent study of more than 160,000 salaries, job aggregator Indeed calculated the national average base salary to be $64,379 for a SaaS account executive and $49,216 for an account representative ( source ). 64% of organizations reported correct quota setting as the major challenge for their sales compensation program in 2017 ( source ).

Compensation 81

Compensation Salary Incentives Incentive 81

Igniting Sales Transformation

DECEMBER 1, 2019

Studies suggest that the average per head cost is between $1,500-$3,000. As Salesforce reported in the 3 rd annual State of Sales research, “winning deals still requires human to human interaction.”. The activity KPI’s we set today, which incent the wrong behavior? SKO’s are expensive! Then go deeper. Lack of training?

Meeting 130

Meeting Decision Maker Revelation ACT 130