Topline
TOPLINE HOTLINE: How do I incentivize my AEs to outbound?
Jun 27, 2024
In this episode, the hosts discuss creative ways to incentivize account executives to focus on outbound activities, such as spiffs, incentive plans, games, and competitions. They explore the importance of diversifying outbound channels, leveraging competitions and AI tools, and targeting tier one prospects for enhanced opportunities. Insights are shared on increasing quotas, OTE, and deciding on hiring new salespeople based on customer interactions.
16:27
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Quick takeaways
- Incentivize AEs through spiffs, competitions, and AI tools for outbound sales success.
- Consider team expansion, channel diversification, and modified compensation structures to sustain momentum and growth.
Deep dives
Incentivizing AEs for Outbounding
One of the main points discussed in the podcast is how to motivate Account Executives (AEs) to engage in outbound activities despite high inbound sales win rates. The importance of driving this behavior is highlighted as a strategy for future-proofing against potential changes in demand. Various methods such as spiffs, competitions, and incentives like commission structures are suggested to encourage AEs. Additionally, embracing AI tools and fostering innovation through demo day competitions to enhance outbound workflows is proposed as a strategic approach.
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