Скачать или смотреть How To Motivate Sales Teams | The Nuances of ACV

#salesmotivation #salesmanagement #salesgrowth #whatiwishiknew

How can you keep sellers motivated throughout the year? What is the benefit of annual vs. quarterly goals? Beyond comp, what can drive seller performance and revenue growth?

In this episode, Scott Barton sits down with Igor Uroic, Principal at the Alexander Group, to discuss the nuances of ACV (Actual Contract Value) and strategies for keeping sellers motivated and revenue growing earlier in your fiscal year. Learn how to motivate a sales team, especially when sales are down.

*Update (April 2023): Please note Scott Barton is no longer at Varicent.

Timestamps:
00:00 - Intro to How to Keep Sales Teams Motivated
01:06 - What is ACV?
2:50 - Annual Quotas vs Quarterly Cycles
6:08 - Effects of Linearity Bonuses
9:17 - Sales Motivation for Reps
11:43 - Sales Performance Thresholds
12:42 - Results from 2022 State of Incentive Compensation Survey


💡 Learn more at https://www.varicent.com/
⭐ Connect with us   / varicent-software  
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Connect with Igor:   / igoruroic  
Check out the Alexander Group: https://www.alexandergroup.com/

Connect with Scott:   / scottbarton22  
Learn more about Varicent: https://www.varicent.com/

Scott Barton focuses on revenue operations, and how to optimize the talent investments that enable companies to grow sales.

His experience includes incentive compensation design and management, quotas and productivity measurement, and go-to-market org and job design.

Scott helped to lead the go-to-market operations in Palo Alto Networks and Charles Schwab & Co. He’s advised Sales, Finance and HR leadership as part of the salesforce effectiveness consulting practices at Aon, Willis Towers Watson, and the Alexander Group. His clients include Cisco, Dell, DocuSign, Intel, NetApp, PayPal, and Salesforce.