Steven Rosen

DECEMBER 2, 2012

For this to work effectively, quotas need to be set fairly against both large and small territories. Management needs to be able to understand opportunities and challenges in each territory when quota setting. By using percentage to quota they give smaller less developed territories a distinct advantage in rising to the top.

Territories 304

Territories Quota Comparison Incentives 304

SBI Growth

FEBRUARY 5, 2014

Erik Charles is the Principal Incentive Strategist at Xactly Corp. In a recent webinar , Erik noted that: "The total outlay for Incentive Compensation in the U.S. They roll out the draft plans in November, have a few meetings, adjust the territories and quotas, roll it out to the field and run off to the next challenge.".

Compensation 288

Compensation Territories Hiring Commission 288

SBI Growth

FEBRUARY 28, 2013

Compensation Plan : Did they change their compensation plan incenting more new business vs. account development? Territory Design : Have they realigned territories putting their best people where the most market demand is? Did they recently deploy one and was it more customer-centric than ours? And the outcome was pretty large.

Outsourcing Services 300

Outsourcing Services Ideal Customer Profile Territories Compensation 300

SBI Growth

DECEMBER 19, 2013

Let’s incent everyone to sell more new logo business” he said. Incenting new logo business only further frustrated the sales force. Some territories were great and some were horrible. This Sales VP’s immediate reaction was to change the comp plan. This will cause the behavior change we are looking for to make the number.”.

How To 303

How To Incentives Incentive Demand Generation Targets 303

SBI Growth

MARCH 31, 2013

Did it incent the right behavior? How do you know if comp-incented behaviors can move the needle? Territory potential and/or Quota calculated incorrectly. Early April is the time to assess and, if necessary, make corrections. Time is of the essence. Here's why: The numbers are in. You have data to make decisions.

Compensation 293

Compensation Incentives Incentive Buyer Persona 293

SBI Growth

OCTOBER 21, 2013

Those reps were covering an extensive territory and large customer base. Incentive Programs. Does your comp plan incent behaviors that will get you to your number? Resource Allocation. An electronics manufacturer was seeing declining revenue per head. 80% of its sales team was outside sales reps.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

OCTOBER 20, 2012

Software Firm: The annual Employee survey is overflowing with negative comments about the incentive plan. Here is what a complete assessment uncovered: Heavy Equipment Company: A territory design and organizational structure problem was the root cause. Sales turnover is high and the competition is stealing the top performers away.

Compensation 267

Compensation Incentives Incentive Lead Rank 267

SBI Growth

OCTOBER 29, 2012

But wait – this new incentive compensation plan could flop. So, he commissioned HR to design a new incentive compensation plan (IC Plan.) Maybe a change to the IC plan calls for Reps to focus on top accounts in their territories. Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan. What can be done?

Compensation 253

Compensation Hiring Incentives Incentive 253

SBI Growth

SEPTEMBER 20, 2012

So how do we incent this behavior? If the product doesn’t make up a minimum of 15% of the overall quota, there won’t be enough incentive for the sales rep to focus on it. When a new product takes significantly longer to sell, sales reps will need to be given some extra incentive. How do we drive change? Call to Action.

Compensation 244

Compensation Incentives Incentive Quota 244

SBI Growth

JANUARY 5, 2014

A-players – Incent them more and put them in your best territories. Here’s a blog post that covers the best practices on how to assess rep talent. The output of the assessment is a ‘talent portfolio’ – who are your A, B & C players. B-players – Identify talent gaps and coach them with individualized development plans.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

SBI Growth

NOVEMBER 17, 2013

Territories and quotas that maximize output. Link some incentive to making the revenue goal. Service issues, they have a line on resolution. Impact : Sales Ops directly influences performance of the sales team. Well-designed sales dashboards for reps and leaders. Efficient allocation of personnel. Compensation that drives performance.

Company 296

Company Hiring Buyer Persona Maximizer 296

SBI Growth

OCTOBER 24, 2013

Part of the poor compensation may be the inability/difficulty to achieve incentives. Poor territory. This may seem to be a common root cause. However, people leave a job because of their boss more so than the pay. This might not be known during the hiring process. Weak sales strategy. Poor/u n-coachable talent on team.

Hiring 292

Hiring Positioning Sales Management Compensation 292

SBI Growth

SEPTEMBER 23, 2013

Territory design, quotas and compensation plans. Change the compensation plan to incent new logo growth by adding an accelerator. Too few, you leave money on the table. Too many, you erode profitability. You must match selling capacity with market demand. Phase 4 - Sales Infrastructure - Create optimal performance conditions.

Compensation 325

Compensation Social Media Incentives Incentive 325

Hubspot Sales

MARCH 25, 2019

If set correctly, incentives can have a positive effect on your team's behavior. The commission, bonuses, and sales performance incentive funds (SPIFs) you thought were inspiring your team can become more harmful than helpful if reps put their numbers ahead of their customers, who can feel pressured to buy. He let them go.

Incentives 105

Incentives Incentive Motivation Salary 105

SBI

FEBRUARY 7, 2019

Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of MapAnything. Following the recent acquisition of TerrAlign by MapAnything, I asked MapAnything CEO John Stewart to explain the relationship between map-based geo-productivity and territory optimization. So, I asked John to tell me more.

Territories 87

Territories Revenue Data CRM 87

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.

Incentives 78

Incentives Incentive Compensation Webinar Metrics 78

Xactly

DECEMBER 10, 2018

Compensation drives sales behavior, which means your sales incentive plan is a critical factor in sales performance and objective achievement. The incentive compensation planning team faces the challenge of balancing executive priorities and designing incentives that motivate reps. Gather your previous and YTD data.

Incentives 79

Incentives Incentive Competition Compensation 79

SBI Growth

OCTOBER 5, 2012

of Your Reps Receiving Incentive Compensation. % Setting new quotas in-line with both territory potential and growth targets. Here are some key metrics to look at: Your Base vs. Variable Pay Mix at 100% Quota Attainment vs the Competition. Total payout for 100% Quota Attainment vs the Competition. % of Your Reps At or Above 100% Quota.

Compensation 257

Compensation Company Hiring Salary 257

Sales and Marketing Management

FEBRUARY 28, 2019

It comes from the way sales teams set up territories and quotas, measure their effectiveness, and adapt to changes. Territories today can be optimized to an unprecedented degree. Sales planning – Sales planning includes things like Territory and Quota Planning, Sales Coverage, and Account Segmentation.

Strategy 149

Strategy Marketing Incentives Incentive 149

The Pipeline

AUGUST 27, 2019

If you are a full-cycle rep, with a demanding client base in a defined territory, 23% is not bad. Buyers know they will be offered price incentives to bring a deal in sooner, like “end of the quarter.” While it may be realistic to expect inside sales teams to sell more than 23% of their time, it is not for others.

Wireless 264

Wireless Discount Face-to-face Scale 264

Xactly

DECEMBER 12, 2018

In today’s post, I’ll talk about territory planning. Territory planning represents the foundation of sales performance management (SPM). You must have the right territory design in place to accurately allocate quotas. Accurate quota allocation impacts your team’s ability to achieve their anticipated incentive compensation.

Territories 67

Territories Quota Guidelines Software 67

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

Sales and Marketing Management

JANUARY 23, 2020

They have differing metrics for success, compensation models (including incentives and bonuses), go-to-market strategies, territories and target markets, different types of customers, products and services, and on and on. But here’s the rub: sales organizations are not all the same. Sales Takes the Lead.

Hiring 218

Hiring Ideal Customer Profile Scale Compensation 218

Sales and Marketing Management

SEPTEMBER 14, 2020

Often the most damaging aspect of disruption in a sales organization is fear and today teams are approaching uncharted territory with clear communications and sales strategies to bridge sellers’ pay while reducing risk.

SAP 207

SAP Compensation Face-to-face Analytics 207

The Spiff Blog

MAY 26, 2022

So, you’ve realized commission spreadsheets are actually evil, and that sales incentive software will vastly improve transparency, efficiency, and your personal sanity. After all, the last thing you want is to sink time and resources into a brand new sales incentive software, only to find yourself struggling to use it. Problem solved.

Incentives 77

Incentives Incentive Software Software 77

Steven Rosen

OCTOBER 22, 2011

Create a better incentive plan. Do they actually make a difference in the sales in their territory? The typical response goes like this: You devise several homemade remedies to ensure you do better next year. You develop a plan to do one or more of the following: Develop a new selling skills program. Hire only top sales reps.

Hiring 179

Hiring Remedy Incentives Incentive 179

Sales and Marketing Management

JANUARY 27, 2019

They must know how to motivate people and hold them accountable, how to coach and develop sales reps, how to structure territories and match them to a rep’s skill sets, and how to leverage data and use it to drive performance. Create incentives that drive the right behaviors.

Sales Management 166

Sales Management Hiring Compensation Incentives 166

Hubspot Sales

FEBRUARY 17, 2020

Re-assign your sales territories. If your sales team relies on territory management as part of your strategy, you may want to take a look at how your territories are assigned to ensure you have your strongest sellers assigned to territories or accounts that have the most sales potential. Implement customer rewards.

Territories 138

Territories Incentives Incentive Sales Qualified Lead 138

SBI Growth

FEBRUARY 5, 2014

Erik Charles is the Principal Incentive Strategist at Xactly Corp. In a recent webinar , Erik noted that: "The total outlay for Incentive Compensation in the U.S. They roll out the draft plans in November, have a few meetings, adjust the territories and quotas, roll it out to the field and run off to the next challenge.".

Compensation 120

Compensation Territories Hiring Commission 120

Xactly

JANUARY 3, 2019

Industry and planning-specific statistics also help guide sales planning and incentive compensation. Companies that set cookie-cutter quotas across similar roles see 14% lower quota attainment than those that assign quotas based on territory-specific opportunities ( Complete Sales Planning Handbook. ).

Handbook 99

Handbook Territories Compensation Incentives 99

Partners in Excellence

JANUARY 17, 2014

As is usual this time of year, I’ve been involved in lots of discussions of incentive and commission plans–both last quarter as people plan for the new year, and now as these plans are being introduced at Sales Kick Off Meetings. and the lists go on and on. I won’t jump on that in this post, but I think you know what I mean.

Incentive 116

Incentive Incentives Commission Maximizer 116

Hubspot Sales

APRIL 24, 2019

Will additional bonuses or incentives be a part of the compensation plan? Territory Volume Commission Plan : With this commission structure, salespeople work with clients in clearly defined regions. And they're paid on a territory-wide versus individual sale basis. commission, performance incentives, bonuses).

Commission 145

Commission Salary Compensation Territories 145

Partners in Excellence

FEBRUARY 8, 2022

As sellers, we have to manage our territories and accounts. We have to find as many opportunities as we can within those territories/accounts. Some have to be nurtured for some time, we try to incent as many as we can to change, qualifying them, helping them navigate their buying journey, ultimately making a decision.

Survey 133

Survey Territories Hiring Incentives 133

Partners in Excellence

OCTOBER 8, 2014

” Actually not, unless the sales manager has a personal territory, the only way the number can be achieved is through the people on the team. These include, making sure we have the right people on board, that they are deployed in the territory most effectively. It’s providing the right incentives.

Sales Management 132

Sales Management Territories Incentives Incentive 132

Hubspot Sales

JULY 22, 2020

Anaplan provides several cloud-based planning tools for sales: territory and quota planning, incentive compensation planning, sales forecasting, configure price quote optimization, and trade promotion planning. Plan 2 Win provides “the right strategic account, sales territory and pre-call planning tools for B2B sales teams.”

Tools 131

Tools Closing Territories Hubspot 131

The Pipeline

APRIL 20, 2017

We have seen organizations change the rules, incentives, quotas or other things, mid stream, just to accommodate an underperforming rep, or asset. But if the goals are doable (not easy), then sales leaders need to look at how they assemble the right assets to achieve those goals, which includes their team.

Face-to-face 159

Face-to-face Quota Incentives Incentive 159

Xactly

JANUARY 18, 2019

Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project. Formulate your new plan around the successful elements and structure incentives for new goals similarly. Ideally you need a sales incentive planning team of six people.

Commission 81

Commission Incentives Incentive Compensation 81