Have you ever tried to have a conversation around technology with a senior executive in your organization, and you can’t help but notice that their eyes have seemed to glaze over? Or, have you ever tried to introduce a new IT idea to your CEO and they look at you like you’re speaking Greek? If you have, you may have been engaging in a little too much “Tech Talk.”In a group of like-minded IT people, of course, you should feel free to “speak geek” to your heart’s content. But, a lot of IT people tend to have a habit of talking that “tech talk” to the non-IT people in their organization. The key to “talking tech” is knowing when to do it and when not to. Like, for instance, when you’re trying to get buy-in from senior executives who most likely aren’t as technologically savvy as you are, it’s important to put things into their language.So how can you make sure that your “tech talk” is getting … [Read more...] about 4 Tips on Talking Tech to Senior Executives
Incentives for employees to increase sales
ATLANTA — Most smart employers want to pay enough to get the workers they need, but not more.Yet Rented.com, a company with technology that fuels Airbnb, has raised the minimum pay for all employees to $50,000 and the company’s chief executive says the firm will save money in the long run by paying more.Wait, what?True, said CEO Andrew McConnell, although he took some convincing.The idea came to him along with an executive he hired from Portland, Ore. A guy who wanted the company to mimic Gravity Payments, a Seattle company that made news in 2015 by lifting the pay of everyone on the payroll to at least $70,000.The new executive’s suggestion drew a jaundiced response.“I said, I’d like to be morally good, but I also have to run a business and look at the economics,” said McConnell.But the new executive had been friends with Dan Price, the CEO of Gravity Payments. He believed in the idea and he was persistent.Rented.com was founded in Atlanta in 2013 … [Read more...] about Atlanta company raises all pay to $50k: quirky or smart?
Microsoft announced the acquisition of Gamification software developer Incent Games. This company also happens to be the developers of FantasySalesTeam, a sales gamification platform. It will work as a startup with winning way of utilizing game play to increase the performance track of sales team.The sales gamification was founded by Incent Games in the year 2012, and it has raised $1.4 million through external funds from investors.It grants organizations, the permission to run contests similar to ones initiated in fantasy sports. This feature is now available to all customers for helping them to achieve better result and incentivize their team of sales.There are already several big clients involved with FantasySalesTeam, which includes Comcast, HP, Siemens, Bayada, Upack, Michelin, etc.This product permits the company to assign a player position for sales representatives based on their performance. The awards associated with different outcomes are taken as the team score. The scores … [Read more...] about Corporate Gamification! Microsoft adds Incents’s FantasySalesTeam to its shopping basket
Incentive compensation is often the first place where management makes adjustments in efforts to improve sales productivity. Many organizations have departed from the straight commission model in favor of plans that prompt the sales force to target high-profit deals.However, when a salesperson is paid a flat percentage of top-line revenue, it is easy to project what the commission check will be and plan accordingly. Straight commission plans are also less burdensome for the back-office staff to administer. More complex plans require process adjustments, often provided for in the form of a sales compensation management solution.In the recent Aberdeen Group benchmark report, "Sales Effectiveness: Getting Sales Back to Selling," 60 percent of Best-in-Class companies surveyed indicated that they currently use an incentive compensation management solution. Nearly half of all companies are tying compensation to performance metrics, as shown in a survey for an upcoming benchmark report on … [Read more...] about ANALYSIS Driving Sales With Compensation Management
Today's sales manager is faced with a myriad of challenges in an increasing hostile selling environment -- deals stuck in the pipeline, frequently missed sales "commits," sales people not hitting quota, and high sales employee turnover are just a few of the issues that the beleaguered sales managers must tackle day in and day out.Improving sales effectiveness is a double-edged problem. The smart sales manager is not only concerned about gaining visibility of the sales process, but is also providing the sales representative with the knowledge, tools and informational resources.Past research conducted by the Aberdeen Group revealed that 70 percent of organizations directed their sales technology investments toward the needs of sales managers (i.e. the buyer) rather than the needs of the quota-carrying sales executive.In that baseline study, half of the surveyed managers felt lead quantity and lead quality were the top "Sales Effectiveness" issues. However, when asked the same question, … [Read more...] about EXPERT ADVICE Developing a Smarter Sales Organization