SBI Growth

OCTOBER 29, 2012

The plan looks great – equitable, in line with competition, attractive to sales. But wait – this new incentive compensation plan could flop. Take the time to test your new Sales comp plan for compatibility – compatibility with culture and other drivers. So, he commissioned HR to design a new incentive compensation plan (IC Plan.)

Compensation 253

Compensation Hiring Incentives Incentive 253

SBI Growth

SEPTEMBER 20, 2012

As the leader of sales operations, I am sure you are working on: Updating CRM systems with new product information. Revising or building a new sales process to enable sales reps. Modifying sales reports and dashboards to enable sales managers to track new product sales. How do we drive change?

Compensation 244

Compensation Incentives Incentive Penetration 244

SBI Growth

SEPTEMBER 23, 2013

Are my Sales Managers good enough? Do This— Start with a Sales Strategy Blueprint. To have a sales strategy you can execute, it must follow a structured path. Sign up for SBI''s free onsite research session here. By doing so, you will receive: A copy of a Sales Strategy Blueprint. Sales training.

Compensation 325

Compensation Social Media Incentive Incentives 325

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 . Let’s look into what type of sales incentives can be provided to your sales reps to grow their performance.

Incentive 105

Incentive Incentives Compensation Motivation 105

Understanding the Sales Force

MARCH 14, 2014

"Achieve Global has come in 3 times in 3 years to teach consultative selling!". So why didn''t the training on consultative selling stick? Salespeople with a low Figure-it-Out Factor (FIOF) don''t pick things up very quickly. When you provide sales training, it''s not just new skills that you ask people to learn.

Consultative Selling 256

Consultative Selling Training Conference Coaching 256

No More Cold Calling

DECEMBER 30, 2014

Phillip Twyford, director of sales and marketing for Tico Mail Works, elaborates in this guest post. Message to Management]: 74 Percent of Salespeople Are Failing Did you learn to sell in school? I never expected to have a long, successful sales career. This is how it’s always worked in most sales organizations.

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

Sales and Marketing Management

MARCH 5, 2020

Author: Leeatt Rothschild Sales managers are racing to hit their 2020 goals, which are likely higher than last year’s. It’s no secret that by setting effective sales incentives and pay structures you can dramatically increase your team’s success rate. As performance ramps up, so does the commission rate reps can earn.

Incentives 204

Incentives Incentive Commission How To 204

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?

Motivation 191

Motivation Incentives Incentive Lead Rank 191

Understanding the Sales Force

JULY 22, 2014

Understanding the Sales Force by Dave Kurlan The Harvard Business Review finally published a relevant article that I agreed with! Much too frequently, their articles on selling are written by out-of-touch researchers with little field experience and lots of theories. Make-up is nice to have. Yes, potential.

Hiring 241

Hiring Decision Maker Construction Incentive 241

Cincom Smart Selling

APRIL 21, 2025

This shift has redefined the role of sales leadership. Its no longer just about hitting quotas; its about designing and executing sales management in a way that is data-driven, technologically integrated, and strategically aligned with the broader business objectives. What is Sales Management?

Sales Management 48

Sales Management Top of Funnel Strategy Scale 48

Understanding the Sales Force

JUNE 11, 2012

Is it: Improved Selling Skills? New Sales Talent? Buying Incentives? Performance Incentives? Optimized Sales Process? Optimized Sales Process? Better Sales Methodology? Improved Sales Model? Effective Sales Management? Do you have people who can step up? Change in Attitude?

Lead Rank 193

Lead Rank Incentive Incentives Sports 193

Sales and Marketing Management

MARCH 27, 2019

Author: Mike DeLeonardis, President, North America at beqom Seventy-nine percent of companies say that increasing sales productivity is a strategy they’re using to reach growth targets in 2019, but actually meeting this goal may be a challenge as only 35 percent of average-performing sales reps’ time actually goes to selling.

Strategy 223

Strategy Compensation Commission Incentives 223

No More Cold Calling

SEPTEMBER 6, 2018

I worked there for eight years in sales and sales management positions. How can sales leaders build a referral culture? The main obstacle to referral success are sales leaders. One could argue that sales managers don’t know how to coach. Woody Allen said, “Eighty percent of life is showing up.”

Referrals 320

Referrals Ideal Customer Profile Banking Lead Generation 320

MTD Sales Training

DECEMBER 15, 2011

In the recent post, “The 3 Worst Practices For Conducting A Successful Sales Meeting,” I highlighted the three main DON’Ts for a successful sales meeting: DON’T. Now let us look into three BEST practices to help you structure your sales meetings to raise people up, increase sales and elevate your sales team to the next level!

Sales Meeting 263

Sales Meeting Meeting Education Motivation 263

Vengreso

DECEMBER 20, 2024

Today more than ever sales managers encounter both unique challenges and remarkable opportunities. As technology continues to reshape the sales landscape, to learn how to be a good sales manager, one must adapt to new demands and expectations.

Sales Management 57

Sales Management Forecasting Face-to-face How To 57

Cincom Smart Selling

APRIL 21, 2025

These components are based on what to sell, how to sell, and where to sell. These components are based on what to sell, how to sell, and where to sell. Let us understand these components in detail and see how they play a role in sales management performance.

Incentives 48

Incentives Incentive Compensation Territories 48

No More Cold Calling

SEPTEMBER 21, 2017

I’ve summarized interviews with three successful women in tech sales, and share why and how they outsell their peers. The first is Sue, a successful field sales manager in a tech company. The more women in account based sales understand the technology they sell, the more credibility they bring into client engagements.

Cold Calling 266

Cold Calling Loyalty Account Intent 266

Xactly

OCTOBER 18, 2018

Few leading indicators are more predictive of a company’s future sales performance than its incentive compensation plans. While multiple factors influence the effectiveness of your sales incentive compensation plans, 5 tips stand out: 1. Creating incentive programs that work require balancing multiple design choices.

Incentive 78

Incentive Incentives Compensation Webinar Metrics 78

Steven Rosen

OCTOBER 22, 2011

You develop a plan to do one or more of the following: Develop a new selling skills program. Hire only top sales reps. Create a better incentive plan. Here are a couple of questions I would ask: Are your sales reps making a difference? Do your sales reps make impact on each call? Focus on growing key customers.

Hiring 179

Hiring Remedy Incentive Incentives 179

Understanding the Sales Force

APRIL 19, 2012

Selling was very transactional and they had little control over outcomes. By only modifying how they responded to the price question, they were able to take the first steps toward transitioning from a transactional sale to a consultative process. which salespeople have strengths that support consultative selling.

Hiring 185

Hiring Consultative Selling Incentive Incentives 185

Close.io

OCTOBER 1, 2018

So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. Want to get a ready-made set of resources to manage a sales team effectively?

Sales Management 115

Sales Management Hiring Lead Rank Forecasting 115

Zoominfo

APRIL 17, 2025

Intelligent Insights for Smarter Selling ZoomInfo blends proprietary first-party data, insights into account and prospect activity, and real-time buying signals to deliver highly actionable, personalized recommendations. Its data is continuously refreshed, ensuring that users always work with the most up-to-date information.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

eGrabber

FEBRUARY 26, 2025

In todays fast-paced world, boosting sales performance and closing deals quickly are more important than ever. Sales leaders, sales managers, and sales professionals must work smart and act fast. In 2025, the key is to use smart tools like sales automation and track real sales data.

Closing 52

Closing Top of Funnel Ideal Customer Profile Incentives 52

Zoominfo

MAY 13, 2018

Because sales is often commission-based and money-driven, stress and pressure run rampant. Although it’s easier said than done, as a sales rep or sales leader, it’s important to shift your focus to the activities that lead up to a sale. There’s no way around it, stress drives activity and sales managers know this.

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Hubspot Sales

OCTOBER 4, 2017

The jump from salesperson to sales manager is extremely challenging. A manager has an entirely different job: Leading, inspiring, coaching, and training a team. Whether you’re a salesperson trying to move up or an executive interviewing a candidate, it’s key to assess leadership potential. Some managers are hands off.

Sales Management 111

Sales Management Hiring ACT Quota 111

Vengreso

JANUARY 9, 2025

Engaging the entire team in sales contests and recognition initiatives not only celebrates top performers but also motivates every sales rep, fostering a sense of camaraderie and boosting morale, which ultimately contributes to overall sales performance.

Incentives 65

Incentives Incentive How To Sales Qualified Lead 65

The Pipeline

DECEMBER 16, 2011

Sign up for our Email Newsletter. On her right is another person who is developing a successful career in manufacturing, selling hydraulic components and next to him… I think. A Random Walk Up Sales Street. EDGE Sales Process. EDGE Selling. Funnel management. Gap Selling. HR Management.

Pipeline 230

Pipeline Training Twitter Hiring 230

Allego

OCTOBER 29, 2024

Today’s fast-paced, tech-driven world is causing a massive shift in the medical device sales industry. The days of relying solely on face-to-face sales meetings are over. Digital selling is the game, and you must have a strategy that ensures your team succeeds in medical device digital sales.

Strategy 62

Strategy Face-to-face Buyer Lead Rank 62

Sales and Marketing Management

MAY 7, 2018

Author: Bob Junke Recently, I had the honor of being asked by the Sales Enablement Society (SES) to offer my definition of sales enablement as an alternative to the one the SES Definition Working Group came up with. Defining sales enablement is important. The result is a buyer-centric approach to sales enablement.

Sales Enablement 192

Sales Enablement Hiring Compensation Buyer 192

Sales Hacker

OCTOBER 9, 2019

Sales is the most important function with any company, and the sales manager plays a critical role within it. That said… The importance of your sales manager cannot be understated. The sales force drives the company’s revenue and it’s the sales manager’s job to drive the sales force.

Promotion 93

Promotion Sales Leadership Sales Management Hiring 93

Anthony Cole Training

FEBRUARY 7, 2013

These are all activities that sales people perform or should be performing. These are all activites that should be used as metrics for success because they can give you, the sales manager, a leading indicator as to what will show up in pipeline and what will potentially be sold. Wrapping this up, it comes down to this.

Hiring 180

Hiring Lead Scoring Lead Rank Incentive 180

Sales Hacker

AUGUST 20, 2020

If you’re managing a remote team, now is not the time to sell your sales contests short. Why Sales Contests? Sales contests are a tried-and-true tool in most sales managers’ arsenals and for good reason. Unfortunately, way too often, sales contests aren’t strategic or goal-oriented. Get Buy-In.

Incentives 130

Incentives Incentive Competition Distribution 130

No More Cold Calling

FEBRUARY 29, 2016

I’ll put it right up front: Technology alone won’t deliver the complete answer. And it certainly won’t solve our sales challenges. Technology is a great tool, but selling is still a person-to-person business. I hung up the phone, feeling excited and still a bit nervous. The #1 Sales Management Problem You Can Fix.

Referrals 120

Referrals Incentives Incentive Cold Calling 120

Sales and Marketing Management

JULY 21, 2019

CSO Insights reports that implementing formalized sales coaching leads to double-digit improvements in win-rates and quota attainment. But despite all this, 76% of organizations don’t provide enough sales coaching ( Sales Management Association ). Sales reps are often most receptive to learning from each other.

Coaching 241

Coaching Video Hiring Trade Show 241

The Sales Hunter

NOVEMBER 14, 2011

Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. You develop a plan to do one or more of the following: Develop a new selling skills program. Hire only top sales reps. Create a better incentive plan. Negotiation.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

Understanding the Sales Force

APRIL 3, 2024

Dennis Connelly, Derek Baer and I were sharing our experiences coaching salespeople, sales managers and sales leaders, and comparing those who were and weren’t coachable. When it comes to coaching up salespeople, there are many conditions that must be met. It wasn’t personal.

Data 133

Data Construction Coaching Face-to-face 133

Janek Performance Group

OCTOBER 18, 2021

While teams that are behind need to score fast, they too must be mindful of time or risk giving up a last-second, game-winning field goal. In sales, the fourth quarter is equally important. In the fourth quarter, both sellers and buyers have additional incentive to get deals done. Ramp Up Coaching. Incentivize.

Lead Rank 118

Lead Rank Lead Scoring How To Incentives 118