Sales and Marketing Management

JANUARY 1, 2018

Author: SMM Research from the Incentive Gift Card Council (IGCC) and the Incentive Research Foundation (IRF) shows the majority of U.S. are increasingly using gift cards as a reward tool for multiple groups (channel, sales, employee and customer), and that investment in gift card rewards is both significant and growing.

Incentives 196

Incentives Incentive Apparel Automotive 196

Sales and Marketing Management

JUNE 8, 2017

The Incentive Research Foundation (IRF), a private not-for-profit foundation that focuses its initiatives on pragmatic research highlighting the premise and the power of incentive and motivational programs, issued a list of 10 incentive travel facts to commemorate Global Meetings Industry Day. 38 percent of all U.S.

Travel 205

Travel Incentives Incentive Lead Rank 205

Understanding the Sales Force

NOVEMBER 15, 2024

I devised an incentive. Incentives work. When there aren’t many new opportunities in the pipeline, very little new business will get closed n months from now where n is the length of the sales cycle. The answer depends on a salesperson’s Sales DNA. That was a pretty optimistic thought for a realist like me!

Prospecting 173

Prospecting Incentives Incentive Cold Calling 173

Sales and Marketing Management

SEPTEMBER 17, 2017

Author: Tim Houlihan Sales leaders are always trying to figure out how to get the most out of their reps at the lowest cost, and incentives are excellent at revealing that sweet spot. Finding the sweet spot for an incentive is like how Mama Bear’s porridge was juuust right. The more difficult the task, the greater the incentive.

Incentives 166

Incentives Incentive Salary Pharmaceuticals 166

Zoominfo

MARCH 21, 2025

Sales is no longer about dialing faster or pitching harder. Today, it all comes down to using smarter sales coaching techniques. Using AI sales tools can help teams level up by analyzing real sales conversations, identifying what works and what doesnt. Sales teams need every advantage they can get.

Sales Coaching 130

Sales Coaching Software Software Coaching 130

No More Cold Calling

JULY 25, 2024

Rusty sales skills won’t win the gold. It’s the same for your sales team. If you want this to be a game-changing year, it’s up to the CRO to make skills-building and practice a requirement, an integral part of your culture, and a major component of your sales strategy. They train with unparalleled rigor.

Referrals 334

Referrals Cold Calling Coaching Incentives 334

Understanding the Sales Force

MARCH 14, 2014

Understanding the Sales Force by Dave Kurlan First the links. The Huffington Post and the Hubspot Blog both published an article, by Dan Lyons about OMG and Kurlan and what it takes to succeed in sales. We recently evaluated a sales force where the salespeople had, on average, only 18% of the attributes of a consultative seller.

Consultative Selling 256

Consultative Selling Training Conference Coaching 256

Steven Rosen

MAY 28, 2014

Last week I was speaking with a VP of Sales of a well-known software company. George was not pleased with the performance of his sales team and was under intense pressure from the senior team to turn things around. Sales were off in 4 out of 5 regions and he felt that the sales team was just not motivated. By Steven A.

Motivation 319

Motivation Incentive Incentives Coaching 319

Understanding the Sales Force

FEBRUARY 25, 2024

Because sales managers are not coaching – still – at least not consistently or effectively. It’s simply incomprehensible that sales managers aren’t picking up the clue phone. It’s simply incomprehensible that sales managers aren’t picking up the clue phone. It’s low hanging fruit.

Coaching 341

Coaching Guidelines Margin Incentive 341

No More Cold Calling

JANUARY 31, 2025

Referral selling strategies are the key to consistent sales growth, but chances are, your team isnt leveraging them effectively. When your reps are introduced to prospects by a trusted connection, they no longer start the sales conversation as strangers. All sales calls are hot, hot, hot. Build it into your sales cadence.

Referrals 156

Referrals Scale GoldMine Pipeline 156

SBI Growth

JUNE 8, 2013

I bet that two vital pieces are missing from your sales strategy. If you formalize them into your sales process, training and measurement, revenue will grow. Otherwise, your sales team will be eaten up. As the sales operations leader, you develop the sales strategy and support team performance.

Strategy 310

Strategy Referrals Cost per Lead Social Selling 310

SBI Growth

AUGUST 13, 2013

Remaining effective as a sales force means continuous improvement. This might be a new buyer-aligned sales process. Or training to add emerging practices to your sellers’ skill sets. Or sales recruiting to staff a new go-to-market channel. Through an informal or formal assessment, you’ve found sales improvement needs.

Hiring 288

Hiring Incentive Incentives Benefit 288

Understanding the Sales Force

SEPTEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined. There are categories of sales tools and CRM applications where none existed a few years ago. It seems to have worsened!

Sales Management 288

Sales Management Hiring Compensation Trends 288

SBI Growth

SEPTEMBER 23, 2013

Your Sales Strategy. It is one thing to have a sales strategy. VPs of Sales are asking the question “What have I done before?”. VPs of Sales are asking questions like: Is our Sales Process good enough? Are my Sales Managers good enough? Do This— Start with a Sales Strategy Blueprint. This is flawed.

Compensation 325

Compensation Social Media Incentives Incentive 325

The Pipeline

OCTOBER 9, 2014

I, like many in my profession have a unique perch when it comes to looking at sales. How organizations deal with this is often the difference between great sales companies, and a bunch of also-rans. You know what they said, lack of sales, “and the pipeline is weak going into Q4.” But we have two added bonuses that many don’t.

Government 296

Government Face-to-face Incentive Incentives 296

Salesmate

JUNE 4, 2021

Sales isn’t the same as it used to be. And with this change in technology, advancements in sales methodologies have also taken place. Similarly, many other practices in sales have changed with the changing world around. One such practice is that of providing sales incentives to the salespeople.

Incentives 105

Incentives Incentive Compensation Motivation 105

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. Weak sales strategy. Poor territory.

Positioning 292

Positioning Hiring Sales Management Compensation 292

No More Cold Calling

JANUARY 16, 2020

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. That’s why we need sales managers. Actually, what we need is strong sales leadership. Sales managers do what they ask others to do. I’m including myself here.

Referrals 328

Referrals Sales Management Hiring Scale 328

Understanding the Sales Force

AUGUST 20, 2014

Understanding the Sales Force by Dave Kurlan One of the most frequent questions we get from clients has to do with the second most important finding on Objective Management Group''s (OMG) sales and sales management evaluations. This is one of my top salespeople - how can she possibly lack Desire for sales success?".

Hiring 251

Hiring Groups Incentive Incentives 251

Steven Rosen

MARCH 23, 2020

Have you: Successfully transitioned your sales team to WFH status? Done any training for your sales team? Like most sales leaders, you are trying to adjust to the immediate and basic needs of your business. In discussion with sales leaders, there is no one size fits all recommendations. What’s Next?

Incentives 279

Incentives Incentive Up-Sell System 279

SBI Growth

DECEMBER 5, 2012

Effective growth CEOs can balance working on short-term sales tactics and long-term business strategies. A theme emerged around how much time to spend “in” sales tactics. If you act as the de-facto VP of sales, you’re working in the business. Maybe the current sales leader isn’t your long-term player. Taking Action.

Hiring 303

Hiring Sales Talent Tools Exercises 303

SBI Growth

OCTOBER 21, 2013

Sales Operations is responsible for creating that winning environment. 80% of its sales team was outside sales reps. The Sales Operations team moved to reorganize the group. Incentive Programs. Does your comp plan incent behaviors that will get you to your number? Resource Allocation. Talent Management.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

Cincom Smart Selling

FEBRUARY 21, 2025

Speed, accuracy, and the ability to meet customer demands efficiently are the pillars of success for the sales team. Configure, Price, and Quote (CPQ) software plays a vital role in automating product configuration, pricing, and quote generation helping sales teams to easily handle complex pricing scenarios.

Training 48

Training Closing Discount Lead Rank 48

The Pipeline

AUGUST 14, 2014

Nice and practical concept, good resume fodder, often misused or abused by many, especially from a sales point of view. As a concept, KPI’s are great, helping sales organizations in defining and measuring progress against stated objectives or goals. Examples in sales may be lead to opportunity conversions, or proposals to close.

Workbooks 288

Workbooks Incentives Incentive Distribution 288

Sales and Marketing Management

MAY 17, 2020

Organizations are doing their best to navigate this new landscape of layoffs, remote working, canceled events, slowing sales and demand slumps. Being well-prepared and truly understanding how to get your people, your operations and your sales back and running at full bore will be essential for survival. That’s the bad news.

Engineering 207

Engineering Revenue Incentives Incentive 207

No More Cold Calling

AUGUST 1, 2019

It’s also the ultimate sales advantage. Sales has always gotten a bad rap, but it’s gotten much worse as sales channels have evolved. The problem is with typical sales metrics. Put a referral system in place, with training, metrics, and accountability for results. Forget about incentives. We all know why.

Referrals 289

Referrals System Cold Calling Social Media 289

Smooth Sale

MARCH 24, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: 9 Ways to Empower Your Sales Team The sales team is the driving force behind a company’s success, but that can only happen if they have the time, space, and support they need to work at their highest level. So, how do you invest in your sales team?

Hiring 78

Hiring Lead Rank Lead Scoring Incentives 78

Sales Hacker

SEPTEMBER 6, 2022

When setting sales goals for your retail employees — or for any employee, really — there are usually two things to keep in mind: Those goals need to be realistic and clearly defined. I’ve been leading sales teams since 2014, and believe me when I say I’ve seen a few things. Improve sales numbers” is not specific.

Retail 126

Retail Motivation Training Incentive 126

Zoominfo

SEPTEMBER 4, 2019

Provide ongoing customer education and training. Their sales reps get super hands-on with prospects during the buying journey — they provide demos, answer questions, ask for feedback, etc. On the other hand, when you offer ongoing assistance and training, you show customers that your business genuinely cares about their experience.

Loyalty 206

Loyalty Customer Incentives Incentive 206

Sales and Marketing Management

MAY 14, 2020

Author: Liz Pulice In recent years, many companies have implemented remote work arrangements, driven by financial incentives, recruitment/retention initiatives and other factors. These conditions can present challenges for sales organizations, where in-person meetings and events are typically part of “business as usual.”

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

Nutshell

NOVEMBER 26, 2024

It’s best to manage an affiliate program to have the right kind of partnerships with influencers and bloggers within the industry whom you might leverage to amplify reach and create sales. Affiliate management involves finding and managing partners, which promote your brand in exchange for commission or other incentives.

Commission 117

Commission How To Promotion Campaigns 117

Sales and Marketing Management

APRIL 9, 2020

Author: Tim Houlihan How important are end-of-month/quarter/year dates for sales revenues? Sales managers rely on these made-up deadlines to generate urgency and motivation. Incentive designers have come to know this from years of their own experiences and observations. On one level, they’re everything. Deadlines drive activity.

Incentives 177

Incentives Incentive Motivation Research 177

Sales and Marketing Management

JULY 21, 2019

Author: Lauren Boutwell As the field of sales enablement has evolved and matured, so, too, have its supporting technologies. Accordingly, video coaching has become a popular tool for driving readiness in sales organizations of all sizes and across industries. Validate training and certify reps. million words.

Coaching 241

Coaching Video Hiring Trade Show 241

No More Cold Calling

SEPTEMBER 6, 2018

Sales VP Sam told me he wants to create a referral culture, as did CRO Sue, and CEO Amanda. And they know the best referral programs require a sales culture where referrals are top priority. Referrals must be part of their Sales DNA and the way they do business—when people are looking and when they’re not. That’s culture.

Referrals 320

Referrals Ideal Customer Profile Banking Lead Generation 320

Understanding the Sales Force

NOVEMBER 10, 2023

And “We don’t know what we don’t know about sales” is a true statement in most companies. As a result, they can’t anticipate when in a sales cycle or sales process they will be impacted, and don’t have the awareness to take steps to work around it and improve.

Company 220

Company Hiring Scale Forecasting 220

Sales and Marketing Management

JULY 20, 2020

Author: Kris Belau Is there anything more quaint in sales and marketing than the door-to-door salesperson? As was common at the time, the main sales channel was an on-the-ground sales force. So what now for companies, perhaps yours, that rely even in some part on offline sales? Train them.

Face-to-face 194

Face-to-face Social Media Channels Lead Rank 194

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. Not to worry, though.

Strategy 62

Strategy Face-to-face Buyer Lead Rank 62