Understanding the Sales Force

FEBRUARY 25, 2024

It’s simply incomprehensible that sales managers aren’t picking up the clue phone. The people they report to, Senior Sales Leadership, either Sales VPs, CROs or CSOs, aren’t providing the time, framework, incentive, motivation, guidelines, expectations or requirements for Sales Managers to coach.

Coaching 341

Coaching Guidelines Margin Incentive 341

The Pipeline

MARCH 12, 2021

Usually, those that will do what Sales Disablement and sales leadership can’t get their people to do. Sales Disablement has turned perfectly capable young sellers into data collectors. A Crisis In Leadership. I was on a panel a couple of years ago, sales leadership was the focus.

Sales Leadership 386

Sales Leadership Quota Data Sports 386

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.

Incentives 127

Incentives Incentive Compensation Commission 127

A Sales Guy

MARCH 17, 2012

If you are using money to incent sales people to sell MORE, you have a big problem. I participated in this sales webinar yesterday; Best Practices in Modern Day Selling. One of the participants asked this question: What incentives have you offered your sales teams to help motivate them to close more deals?

Incentives 106

Incentives Incentive Motivation Closing 106

Understanding the Sales Force

SEPTEMBER 9, 2013

Companies are spending more money on sales force evaluations, sales training, consulting, sales leadership development, sales process, infrastructure and sales recruiting services than 5 years ago. And selling has changed more in the past 5 years than ever before. Yes, it should. But there''s a problem.

Sales Management 288

Sales Management Hiring Compensation Trends 288

The Pipeline

JULY 16, 2012

” Really, you would leave money on the table just because of that, your sales leadership can’t figure out a way to overcome this insignificant obstacle to revenue? There are number of answers or solutions to this common challenge, the fact that it still persists speaks more to attitude and quality of leadership.

Referrals 324

Referrals Lead Scoring Lead Rank Territories 324

No More Cold Calling

JANUARY 31, 2025

Incentives and Recognition: Create incentive programs to reward employees who excel at generating referrals. A predictable referral system includes: Learning and Development: Provide targeted learning sessions to teach your team how to ask for referrals effectively and with confidence.

Referrals 156

Referrals Scale GoldMine Pipeline 156

Jeffrey Gitomer

MAY 22, 2011

There is an incentive for that person to maintain or improve his or her performance to stay at the top. KEY POINT OF UNDERSTANDING: Incentives and awards are economic stimuli of the first degree. In challenging economic times (how’s that for putting it mildly), sales are what will make a company recover. Real stimulus.

Hiring 291

Hiring Social Media Loyalty Incentive 291

The Pipeline

AUGUST 14, 2014

Or “what do you want me to do, get sales or complete the KPI’s you gave me?” ” It doesn’t help when sales leaders are incented on meeting KPI’s rather than result. I hear reps say “well I delivered against the KPI, I got eight meetings every week this quarter.” What’s in Your Pipeline? Tibor Shanto .

Workbooks 288

Workbooks Distribution Incentives Incentive 288

No More Cold Calling

JANUARY 16, 2020

That’s why we need sales managers. Actually, what we need is strong sales leadership. Whether you are a CEO, vice president, or sales manager, you have a central role in your company’s sales process and in the decision to transition from vapid outbound prospecting to selling through referrals. Sales Team Questions.

Referrals 328

Referrals Sales Management Hiring Scale 328

SBI Growth

JUNE 8, 2013

To deliver on Social or Referral sales strategies requires discipline. As with all initiatives, you need to have buy-in from sales leadership. Incent people who embrace these strategies. Track Results – What is measured is managed. Some best practices related to both of these strategies must be followed. Follow @pseidell.

Strategy 310

Strategy Referrals Cost per Lead Social Selling 310

Understanding the Sales Force

APRIL 4, 2013

Motivation - They don''t have the incentive (compensation) to justify the effort. If you would like to master the art and science of sales coaching, join me on May 14-15 in Boston for our highly-acclaimed Sales Leadership Intensive. Tired - Coaching is too boring for them to do it consistently.

Coaching 225

Coaching Sales Management Incentive Incentives 225

Steven Rosen

SEPTEMBER 21, 2015

Sales Rep Retention – While retaining reps is more in line with the responsibilities of a sales manager, ultimately, sales teams with high rep turnover tend to perform poorly and overall sales performance is a jurisdiction that lies squarely with you, the sales executive.

Sales Leadership 120

Sales Leadership Face-to-face Coaching Incentive 120

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. Provide sales reps with a menu of rewards to choose from themselves.

Incentives 98

Incentives Incentive Hiring Top of Funnel 98

SBI Growth

OCTOBER 24, 2013

A post for Sales and HR Leaders to find root causes of Sales Manager (SM) vacancies. The Sales Manager position is the fulcrum between sales leadership strategy and sales force execution. Teams without effective sales managers lack morale and discipline. This may seem to be a common root cause.

Positioning 292

Positioning Hiring Sales Management Compensation 292

Steven Rosen

MARCH 23, 2020

If you are selling sales incentive trips, you may want to find things to keep you busy. In discussion with sales leaders, there is no one size fits all recommendations. If you are selling sales incentive trips, you may want to find things to keep you busy. What’s Next? Do you have this week mapped out?

Incentives 279

Incentives Incentive Up-Sell System 279

Understanding the Sales Force

JULY 22, 2014

With all of that information about their past, how can you possibly gauge potential when hiring for your sales force? Objective Management Group (OMG) has three candidate assessments that provide companies with exactly that for sales, sales management, and sales leadership (VP/Sales Director).

Hiring 241

Hiring Decision Maker Construction Incentive 241

The Spiff Blog

NOVEMBER 17, 2023

As an incentive compensation manager, you hold a critical role that keeps your organization running. In this day and age, no one doubts the importance of sales compensation when it comes to driving growth for a business. What does an incentive compensation manager do? The same goes for your relationships with sales leadership.

Incentives 81

Incentives Incentive Compensation Commission 81

Understanding the Sales Force

AUGUST 20, 2014

Their sales competencies and Sales DNA will explain lack of performance. But the lack of Desire does tell us that the underachieving salesperson is unlikely to improve due to a lack of incentive to change. However, when a top-performing salesperson lacks Desire, clients don''t know what to make of it.

Hiring 251

Hiring Groups Incentive Incentives 251

Sales and Marketing Management

NOVEMBER 22, 2017

Sales manager: I’d like to know what rewards the reps would like for our next incentive. Sales rep: Cash! Sales manager: Sounds good. You may be a seasoned sales manager, fatigued by trying to come up with innovative ways to motivate your reps. Are incentives obsolete? I’ve got bills to pay! Don’t do it.

Motivation 191

Motivation Incentives Incentive Lead Rank 191

No More Cold Calling

AUGUST 1, 2019

I always advise clients against offering incentives for referral business. Forget about incentives. He writes, “Trust is to human capital what money is to financial capital. Of those few things to get right, trust is on the top of the list.”. Keep Your Money, Earn Their Trust. Money shouldn’t be the basis of referrals. Trust should.

Referrals 289

Referrals System Cold Calling Social Media 289

No More Cold Calling

JULY 25, 2024

While companies spend tons of money on client events, company celebrations, sales incentives, and work-life balance perks, many skimp on investing in building permanent, repeatable sales skills for their teams. And I’m willing to bet that your team needs more practice than you’re currently committing to.

Referrals 334

Referrals Cold Calling Coaching Incentives 334

No More Cold Calling

MARCH 13, 2014

Rene Zamora, a sales management thought leader and this month’s guest blogger, has a unique perspective. He says the foundation of great sales leadership is simple: Believing in your team. ” Read what he has to say on the matter: “There are many ways to improve your sales team.

Small Business 240

Small Business Small Business Sales Outsourcing Face-to-face 240

Understanding the Sales Force

NOVEMBER 10, 2023

Sales Leaders (sales managers report to them) are usually the least aware of their sales leadership weaknesses and similarly lack insights into their sales managers and salespeople. When this lack of awareness is prevalent at the top of a sales organization, it is challenging to grow it or scale it.

Company 220

Company Hiring Scale Forecasting 220

Your Sales Management Guru

SEPTEMBER 22, 2014

Sales Leadership: How to Ensure You Exceed Your 2015 Quota. The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new year. Plan what major sales training your team requires.

Quota 89

Quota Sales Leadership Compensation Penetration 89

Your Sales Management Guru

DECEMBER 3, 2012

Sales Leadership: 2013 Sales Theme. Last week I was speaking at a conference on: “ Building and Maintaining Sales Motivation ”, after the program several individuals came up to discuss my concept of a “Drive Statement. Creating a “Drive Statement” can assist you.

Sales Leadership 82

Sales Leadership Incentive Incentives Motivation 82

Steven Rosen

OCTOBER 8, 2021

incentive programs and contests) creates a vicious cycle of having to top the last program. Management must keep upping the ante to keep sales reps motivated to perform. External factors have a place in motivating reps. The challenge is that when they are overused, they become difficult to sustain.

Motivation 379

Motivation Commission Incentives Incentive 379

Understanding the Sales Force

JULY 20, 2014

Two of the results pointed to an article of mine from earlier in 2014 that answered the question, " How Many Sales Candidates are Worthy of Being Hired? ". It''s not quite as simple to figure out how many were actually hired but we have our ways. Isn''t it Expensive to Use That Many Assessments?

Hiring 244

Hiring Real Estate Incentives Incentive 244

Steven Rosen

DECEMBER 2, 2012

Conclusion: When designing your sales “Top Performer” incentive program, it is critical that your plan is fair and equitable. The example I described above is a 50/50 split. If one is more important than the other than you can use a 60/40 or 70/30 split.

Territories 304

Territories Quota Comparison Incentive 304

Your Sales Management Guru

JUNE 19, 2012

Sales Leadership: Closing Summer Business. If you believe you are going to have make some kind of offer, set the stage earlier in the sales process by either mentioning an “upcoming” promotion that may occur in July (example) and then offer the promotion/incentive when appropriate.

Sales Leadership 74

Sales Leadership Closing Incentive Incentives 74

Sales and Marketing Management

JANUARY 23, 2020

When it comes to sales organizations specifically, those goals should include supporting and growing your customer base to increase revenue. But here’s the rub: sales organizations are not all the same. Sales Takes the Lead. Most importantly, you have to have a sales process and methodology that you are operating against.

Hiring 218

Hiring Ideal Customer Profile Scale Compensation 218

Score More Sales

DECEMBER 4, 2018

I have spent an entire career in sales since my early 20’s being called a guy. Being invited to sales incentive and award events at cigar bars. Filling out forms that said “Salesman Number”.

Incentives 183

Incentives Incentive Sales B2B 183

Understanding the Sales Force

APRIL 11, 2024

Sales Leadership hesitates to terminate salespeople because they see potential. The simple solution is to have your sales team evaluated! They hope for improvement. They wish for a change in attitude. Let the data validate your suspicions and hunches.

Coaching 211

Coaching Decision Maker Scale Hiring 211

Your Sales Management Guru

MAY 30, 2012

Sales Compensation and Having a Fun Summer. Sales Leadership Ideas. At this time of year sales management must be looking at pipeline levels and goals for July/August and determining if there is the necessary level of activity to ensure targets will be exceeded. A Contest Sampler.

Compensation 67

Compensation Sales Leadership Face-to-face Incentive 67

Xactly

MAY 16, 2018

Once you’ve put together your sales compensation team, you’re ready to dive into the plan design process. The planning process entails more than just your compensation plan, but at the very core, strong sales incentive plans address three main considerations. Or, keep reading for more sales plan ideas.

Incentives 66

Incentives Incentive Compensation How To 66

Understanding the Sales Force

APRIL 19, 2012

Their ability to make the transition from transactional to consultative selling will depend on several factors: how many salespeople have the incentive to change. whether their sales management team can drive that change. whether they are willing to abandon their current set of non-sales specific competencies.

Hiring 185

Hiring Consultative Selling Incentive Incentives 185

Mindtickle

NOVEMBER 16, 2018

Given the breadth of the role of sales manager, it’s simply not possible for them to know how to coach sales reps on everything. But, just like their reps, they need sales leadership coaching so they can fill their own gaps. Another issue that all sales leaders deal with at one point or another is “avoidance”.

Sales Leadership 76

Sales Leadership Coaching Sales Coaching Hiring 76