Should sales staff get commission for website leads? Sales and Selling |
- Should sales staff get commission for website leads?
- “No thanks, we are in good shape”
- In SaaS sales, at what point does switching jobs turn into job hopping early in your career? When does it become a red flag to future employers?
- Why do sales positions have caped bonuses if it just encourages people to not progress after they’ve reached their goals and to stop bringing in more sales for the company? What companies/industries have uncapped or high bonus potential?
- (Plastics) Transitioned from technical side to sales, have some questions and need some advice!
- How to SDR -> AE between companies?
- Should I push back on this BDR comp offer?
- How Do You Tell A Prospect How You Found Them?
- Looking for recommendations for a work from home sales job
- Can / do pharmaceutical sales reps sell non-pharma products?
- Is 7am too early to cold call?
- How do I become the best salesman for my own digital agency?
- Research tools
- Sales insights for introverts.
- Salesforce Resume
- BDR vs AE vs ISR
- T mobile
- How do you define account ownership?
- Sales Call Anxiety Research
- How would you approach a 3 month sales cycle? (B2B/SaaS)
- Bored out of my mind in recruitment - other options?
- B2B Outside Sales Foot Prospecting Help
| Should sales staff get commission for website leads? Posted: 02 Apr 2019 04:39 AM PDT I had a bit of a run in with one of our directors today. He's of the opinion that any leads that come in through our website shouldn't have commission payable to the person who closes the deal since it's a "business generated lead" and so he expects the staff should just run with it. To me you need your sales team to be incentivised if you want them to perform. He seems to be of the view that if it's a lead the sales people generate through their own network then they can have commission but a lead through our website means they don't get commission. I just feel like, why would anyone bother with leads that there's no incentives on. Wouldn't they spend all their time on their own leads and just ignore their website leads? why even have a website if there's no one going to be willing to close the deals? Has anyone else dealt with something like this? How did you handle it? [link] [comments]  |
| “No thanks, we are in good shape” Posted: 02 Apr 2019 07:32 AM PDT Who says this and how can you push back? This is clearly someone who either has a false sense of security or is brushing me off. Any advice on how to overcome this objection? [link] [comments]  |
| Posted: 01 Apr 2019 08:37 PM PDT Say someone had 3 jobs in 2 years or 4 jobs in 3 years, say one of them was a year long but the rest were shorter stays (under 6 months). Heard a podcast from a sales trainer who had a recruiting firm manager talk and he said after your 3rd job out of school it becomes more of a red flag. In other industries it seems like you have to be at your first job for at least 2 years. At what point do good companies and quality employers worth working for just shy away from you? [link] [comments]  |
| Posted: 01 Apr 2019 09:27 PM PDT |
| (Plastics) Transitioned from technical side to sales, have some questions and need some advice! Posted: 02 Apr 2019 12:06 PM PDT Hey all! I have been involved in the plastics industry since I had interned in college. When I graduated with my associates degree, I took a job as a QC Lab Tech. I spent 1 1/2 years in this role, when I was eventually laid off due to a lull in business. I floated my resume out to various companies, and had a local resin distributor reach out to me. They offered me a job doing "Internal Sales" which would include training for 8-12 months in which I would move into a more general sales role encompassing accounts I had picked up in the ~1 year in internal sales, and the ability to pick up fresh leads. I have been with this company for a little over 3 months now, and recently my manager has been telling me to "go find new accounts to stamp your name on" instead of trying to dig through inactive customer accounts that other salesmen havent been calling on. My trouble is, in my state, 90% of the accounts I have found are either: A. Being called on by one of our salesmen or B. Used to be called on by one of our salesmen To make matters worse, my manager does not want me chasing out of state accounts, telling me to give my state another 2-3 months of searching time. He keeps saying that there is tons of "low hanging fruit" in my state, but everywhere I've looked (Google, LinkedIn, ThomasNet, IQS Directory, Plastics News) hasn't shown me much. (I know this subreddit is mostly tech sales, but I figure I'd try to reach out anyway.) My question is: With my situation above, how would you guys reccomend I find new accounts? How should I appropriately and professionally air my concerns with my manager? [link] [comments]  |
| How to SDR -> AE between companies? Posted: 02 Apr 2019 05:08 AM PDT Been working 9 months at my current company (SaaS B2B company) as SDR, good results & money but seeing no path to promotion (too many reps here before me, not enough AE spots opening up) unless I stay for 24 months + (which I definitely do not want to do, hoping to leave SDR ASAP, not much more to learn from cold-calling to book meetings, ). I'm looking at AE job listings but they all require previous closing experience of which I have 0. Should I cold call the sales manager or is that rude? Has anyone been in a similar situation? How did you convince another company to take a risk on you with no closing experience? The AEs are cool people and competent but my stomach churns when they make $8,000 in commission from a meeting I booked and get paid $500 for, I know damn well I have the brains and work ethic to do their job) Thanks [link] [comments]  |
| Should I push back on this BDR comp offer? Posted: 02 Apr 2019 09:52 AM PDT I was offered a remote BDR role today at a software company. I've been out of college working for 4 years in an unrelated position with no outside SaaS or direct sales experience. I want to get into software sales, but I'd be taking a significant step back in terms of salary with where I'm coming from as an analyst, and I also have a wife and kids. Needless to say I'm looking at this very carefully. Here's what I'm being offered:
I understand that I am entry level, but after speaking with my family, going from 65K(my current salary) to 40K base is really hard to sell to my wife, even if the OTE commissions are there. Any advice/guidance/perspective is appreciated. [link] [comments]  |
| How Do You Tell A Prospect How You Found Them? Posted: 02 Apr 2019 09:10 AM PDT When I prospect, I'm usually using Google with this format "[industry I work with]+[my territory (city, state)]. When I come across companies I prequalify them to make sure it's a customer that we could work with through their website, FB, LinkedIn, etc. After that I send a quick intro email and then it's a cold call. I've been playing around with talk tracks and something I haven't noticed until now has been telling the prospect how I came across them. My current intro is "I came across your website while looking for [industry] companies". I'm unsure how much this first part matters but I loved to hear some other ideas of how you are telling prospects you are finding them to reach out to [link] [comments]  |
| Looking for recommendations for a work from home sales job Posted: 02 Apr 2019 07:20 AM PDT Hey guys, I just recently joined this sub so forgive me if this doesn't belong here. I have a bachelors degree in marketing/sales from a respected university. I have shown great success in behind a desk sales, outside sales, retail sales, even door to door. But I'm looking for something that pays a good base salary ~$50k w/commission that I can work from home. Please serious replies only I realize I have my sights set high [link] [comments]  |
| Can / do pharmaceutical sales reps sell non-pharma products? Posted: 02 Apr 2019 07:11 AM PDT Someone told me that pharmaceutical sales reps' contracts allow them to sell other products. For example, while a pharma sales rep is talking to a doc he/she could suggest an electronic health records product and be compensated if that leads to a sale of the EHR product? Wouldn't have to be EHR... just an example. True? False? If true, is this common? Rare? [link] [comments]  |
| Is 7am too early to cold call? Posted: 02 Apr 2019 07:10 AM PDT Title says it all. I like getting started early. It's just a mental/pet peeve of mine but I don't like waiting around or sending emails or whatever until 9 or 10am. Is 7am too early to call people? B2B SaaS for context. Edit: Okay glad to know that this is too early. [link] [comments]  |
| How do I become the best salesman for my own digital agency? Posted: 01 Apr 2019 11:01 PM PDT Hey everyone! Long story short: I got let go of my day gig and wrote a post on /r/Entrepreneur about needing to improve my sales for my own side business (post is here: r/Entrepreneur/comments/b63b2b/i_desperately_need_help_increasing_sales_digital/ ) one advice I got was to post in /r/sales to get more of a sales perspective of what I should be doing. Short about me: - Typical IT guy that hasn't worried much about selling - Quite social and are able to connect with most people - In a tough spot and will do anything to succeed - Been slowly growing a digital agency but we haven't figured out sales yet. Most of our clients have been "walk-ins" How we used to get leads - Most are from people who spot us on LinkedIn (By seeing us promote our case studies for example) - Some are from our email marketing (Very low success rate, like one client every 2-3 months) - Some just find us on websites like Clutch and end up on our website What I have done - Setup a new frontpage that's much more focused on value and less about the tech - Setup an account at Crunchbase & Hubspot & started finding prospects and started sending emails. - Focused on customized emails from me directly to company CEO's where I look at their website and offer what I think they might need (For example improving their sales funnel) What I need help with How do I figure out a good approach to this? - Do I just send out emails and wait for the "no" and then let it go? Or do I try to save the situation despite a no? (Or the typical "Hm we don't need you right now but we'll be in touch if we need you") I don't know what's a good approach sadly - How do you guys get your email lists? Right now it's a lengthy process of me having to look through crunchbase and manually picking up the emails to later write to - Is it possible to find sales reps who are ok with a pure commision based salary? As a company we show great capability to deliver on our promises & have always delivered on time, but as a company we really lack the sales aspect [link] [comments]  |
| Posted: 02 Apr 2019 06:23 AM PDT Hello all, Me and my boss are trying to start doing some prospecting of businesses in the area and we have a certain size in mind. We want businesses that have 50-100 employees approximately and that are not schools/government/banks national corporations etc. We sell group health benefits. Just curious if anyone has some good advice for doing this type of research. We are primarily reaching out by email where possible. Right now we are just doing it by going on google maps and looking up their websites finding the owners info and then reaching out to them. Thanks [link] [comments]  |
| Sales insights for introverts. Posted: 01 Apr 2019 05:40 PM PDT If you perceive introverts as those who are shy, please restrain yourself from hitting reply before reading through. I LOVE talking to people, helping find solutions, representing a company whose products I can stand behind. I applied for a sales position and potentially have a second interview coming up in the next couple of weeks; I am processing this potential career shift from a job where I only deals with my employees and don't really HAVE to interact with many folks on the daily. I am curious how many sales people out here are introverts, in that talking to people is kinda exhausting and you need your solo time to decompress. I'm a mom of 3, I need my alone time and already hardly get it (as I sit, in the bathroom, pre shower, until my husband starts texting me to hurry up....). I feel like I should reiterate, this is not about being shy or not wanting to interact with people or sell. It's about how you manage to recharge at the end of the day with other people/family demanding attention. Is it doable? How? [link] [comments]  |
| Posted: 02 Apr 2019 04:07 AM PDT Applied to 4 positions there and status says "Review" for 30-45 days. Anyone off assistance or advice? Seasoned sales prof. Very interested coming from CRM Real Estate software. Selling to other sales people. Need to get noticed. [link] [comments]  |
| Posted: 02 Apr 2019 03:58 AM PDT I understand BDRs are responsible for setting appointments for AE's and that an AE is responsible for closing the deal. Where does an Inside Sales Rep fit in? Do their duties involve both prospecting and closing? [link] [comments]  |
| Posted: 01 Apr 2019 07:18 PM PDT I finish high school in June and when I start college, I'm thinking about working for t mobile, I'm currently a lead Generator for a water treatment company. So I have face to face experience. A salesmen at t mobile was telling me he makes 3k a month working part time, idk if he was saying that to try to get me to apply or not. Is it true that someone can make 3k a month working part time at t mobile? [link] [comments]  |
| How do you define account ownership? Posted: 02 Apr 2019 12:45 AM PDT Hi guys, I'm in a direct sales team selling VoIP and fibre products. We're by and large up-selling and cross-selling existing customers from ADSL/PSTN to more modern solutions. Given that most of the job is outbound, each sales agent is assigned 300 or so accounts to contact. We have a problem, however, where our two territories are opportunistically (and sometimes deliberately) stealing sales opportunities from one another. How would you approach a definition of ownership? For instance: No contact = anyone's game Qualifying conversation = ownership for 30 days 5 attempted calls with no contact = reasonable attempt, ownership for 30 days If no contact in 30 days thereafter = back up for grabs [link] [comments]  |
| Posted: 01 Apr 2019 08:56 PM PDT Recently stumbled upon an excellent paper by Belschak, Verberke and Bagozzi (2008) talking about SCA (Sales Call Anxiety - not reluctance). After 10 years in sales and management I still get the butterflies sometimes. The article is called Coping with sales call anxiety: The role of sale perseverance and task concentration strategies. It's behind a paywall so I'll summarize. The authors statistically test 2 approaches to solving SCA: Task focus (ignoring thoughts, focusing on the dial and the next move) and curiously, "sales perseverance", or persistence in the call ("closing" and objection handling, keeping the prospect on the phone as long as possible). The authors find that Task focus is great at handling negative cognitions (I can't do this, they aren't interested, his tone is bad) but horrible at handling physiological reactions and general anxiety. In contrast, sales perseverance is great at handling physiological reactions but not cognitions. There is some mental mechanism that records even failed calls where the salesperson persists as "wins". This research suggests that the vogue "just make the call" approach is great at winning half the battle, but the other half is won by a concept that is absolutely not in vogue today in selling - being "pushy" during prospecting calls. Neil Rackham disproved the efficacy of "closes" in high ticket sales in SPIN Selling. Today, objection handling is hardly drilled in many SaaS offices. This research suggests that the point of persistence is not "for the sale" but "for the salesman", and that it's the quickest approach to getting new hires over the curve of prospecting anxiety. It also concludes that people who have desensitized themselves to prospecting have done this accidentally. This is probably the root of the belief that some people just "aren't cut out" for sales - there's an "unspoken" formula that gets you over the hurdle of rejection sensitivity. The authors collab'd on a bunch of other studies that I look forward to reading too. What do you guys think? Have you accidentally used this in your career? [link] [comments]  |
| How would you approach a 3 month sales cycle? (B2B/SaaS) Posted: 01 Apr 2019 08:12 PM PDT I'm applying to a job where they ask on the second round to send input on how you'd approach different things. One question asks how you'd handle an email nurturing strategy. They sell a service to entrepreneur type audiences basically. In my experience, I've done drip series for more expensive products but never b2b type stuff. Sales cycles for me would never be longer than a month. They don't want anything pitchy or "trying to convince" so I'm concerned suggesting client reviews or case studies would be a no go. Each of the three months needs a goal. I was thinking month 1 learning what their needs are and learning what problem they are trying to solve. I don't know what to do for month 2 or 3. Help! I need to send this in by wed. [link] [comments]  |
| Bored out of my mind in recruitment - other options? Posted: 01 Apr 2019 02:12 PM PDT I recruit for frontend contractors in London, and while it pays well and is reasonably good as far as recruitment jobs go, I'm just jaded with recruitment at this point and am looking for a way out. I've never looked at other sales jobs before, what are some good options (been recruiting for 3 years)? [link] [comments]  |
| B2B Outside Sales Foot Prospecting Help Posted: 01 Apr 2019 06:18 PM PDT Evening gentlemen, I've hit my 1 year mark in B2B Outside Sales with effectively zero prior-sales experience. I sell wireless and SaaS (EMM, Telematics, Office collaboration tools) to SMB 1-499 employees in an assigned geographic module (all verticals minus government and named enterprise accounts). I'm very good at phone prospecting. I have a great system and its easy to track prospects and interactions but I've been lacking in terms of in-person prospecting. I'm not scared or anything but I just don't have an effective system for knowing where to go and tracking my territory penetration so I tend to blow it off with the exception of hitting neighboring businesses when I have prospect/client meetings. I want to get out more in my territory and get in front of more client's/prospects. The map function in Salesforce is pretty limited since it won't show correct business information (pulls from D&B so that's another issue) but how are you top performers mapping out your territory? Are you printing out sheets from GMaps and making routes and adding points as you go in Photoshop or is there a trade-secret website that can create business maps for you? I've tried to Google "Office Parks in (insert your city)" but it's not effective. Maybe I'm overthinking this but I'd like to hear how other sales professionals are mapping their targets and tracking penetration in a visual way. Thank you [link] [comments]  |
| You are subscribed to email updates from Sales and Selling. To stop receiving these emails, you may unsubscribe now. | Email delivery powered by Google |
| Google, 1600 Amphitheatre Parkway, Mountain View, CA 94043, United States | |
No comments:
Post a Comment