During interactions with our early customers, we came across many tactics used by them to increase the productivity of inside sales reps. We have compiled the list for public reference. Here are some ways (in no particular order) to enhance the productivity of inside sales reps. Train reps to be…

Sales compensation is the most important factor in motivating salespeople to achieve their goals, as measured by the achievement of quotas and other performance standards. The right sales compensation plan will attract, motivate, and retain a high-quality sales force that produces results for your company’s products or services. A well-designed…

Organisations typically use commission plans when introducing new products, entering new markets, or when having difficulty setting quotas accurately. This often requires re-balancing territories to provide equitable earnings opportunities. While quota-based plans are used in more mature businesses and markets, allowing for fewer plans designs and tailored targets. In today’s…

Following are the 4 essential components of a winning sales compensation plan: Base Salary The base salary is the foundation of your compensation plan and is typically a fixed amount that you pay to each salesperson on an ongoing basis. The base salary should be enough to attract, hire and retain top…

When it comes to sales compensation, there’s no shortage of options. Companies can choose from a wide variety of approaches to design plans that will reward their best performers and align the interests of top producers with those of other members in the organization. But just because you have lots…

There are obvious benefits that you can reap from the better incentives. There are other bonuses like more profitability, less staff turnover and improved team performance. Below is a list of top 5 benefits of using an incentive compensation management tool: Increase Sales: The best benefit of using the tool…

Cold calling is a great way to get in touch with potential customers. It’s also one of the most effective ways to generate leads and close sales. But it can be intimidating, especially if you’re new at selling or haven’t done much cold calling before. Here are some tips for…

A recent study showed that 84% of sales incentive programs are failing to motivate employees. More often than not, the reason is that they’re poorly designed and implemented. Ideally, you want your incentive plan to be a win-win for all parties involved — both the company and the employee. …

How to get sales teams motivated during tough times? This is a question that many business owners ask themselves. It seems like no matter what you do, there just isn’t enough money in the budget for bonuses and other rewards. You are doing everything you can think of to motivate…