30 Minutes to President's Club | No-Nonsense Sales #231 - Incentivizing Your Team to Dominate Q4 (Doug Landis @ Emergence Capital)
Nov 30, 2023
Doug Landis, a Growth Partner at Emergence Capital and mentor, shares invaluable insights on maximizing sales team performance. He emphasizes re-evaluating Q4 incentives to keep reps motivated, including introducing SPIFs for more significant deals. Doug suggests building a 2024 model focused on efficiency rather than pure growth, and discusses the dynamics of navigating sales challenges. He highlights the importance of balancing team capacity with strategic planning and boosting current team members' potential over just hiring new talent.
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Q4 Incentive Adjustments
- Re-evaluate Q4 sales incentives, especially if reps are struggling to hit quota.
- Implement SPIFs and kickers for high-value deals or customer referrals to boost motivation.
Prioritize Efficiency over Growth
- Build your 2024 sales model around efficiency, not just growth.
- Focus on improving attainment and reward sales leaders who achieve it with additional headcount.
Nurturing Customer Relationships
- Nurture existing customers by tiering them and partnering AEs with CSMs for high-value accounts.
- Leverage these relationships for referrals and expansion opportunities.