As we enter 2022, Covid-19 and uncertainty continue to impact every aspect of incentives. Adaptation, flexibility, and communication will continue to be key as companies weigh their options about bringing employees together, whether it’s opening the office or travelling on an incentive trip. Incentive professionals are called to motivate a changing workforce while corporate goals also continue to change. For the foreseeable future, a remote and hybrid workforce is here to stay. A Mercer survey last May found that 83% of employers will continue to provide flexibility at greater scale post pandemic. Given the importance of recruitment, retention, and engagement, incentive programs will be more important than ever. Dramatic hiring shifts are driving companies to examine how to be even more competitive in the job market, and a robust incentive program is an important part of a company’s full benefits package. According to the IRF’s Industry Outlook for 2022, overall incentive budgets are expected to increase by 34% in 2022, with the per-person spend increasing to $806 from $764 the prior year - although these budgets will need to accommodate price increases resulting from workforce, inventory, and supply chain challenges. Click below to download this important report.

Shifts that occurred during the pandemic and that continue to change the work world have made managing and motivating teams more challenging than ever. Here’s how to keep employees positive, productive and performing at high levels.  

Learn the #1 skillset sales leaders and professionals most need to create personal success today.   Sales is the growth engine of any successful organization. Modern sales skills will position you to earn trust and help your clients solve their biggest challenges. These skills are even more critical in times of disruption and uncertainty. Written for sales leaders and sales professionals, this eBook offers modern strategies to win new business, expand your current clients, and create stronger relationships.

Sales leaders know their teams need enablement. Sellers need onboarding to get up to speed, personalized coaching to continually improve, and access to the content and tools that will help them drive deeper buyer engagement and hit their targets.

It’s no secret that B2B buyers have higher standards and expectations for each sale they’re involved in. And their attention is short and fleeting. This makes each touchpoint all the more important. 

Technology is rapidly evolving in current times and businesses must keep up with the latest innovations to ensure they can retain and grow their customer base. As your business gets more advanced, it is important to ensure your customers not only understand but are able to adopt these changes as well. 

Download this eBrief to find out how to streamline sales content management to a digital approach that solves content challenges—for sellers AND buyers.

Before you embark on expanding your initial sales team, focus on equipping your sales team for success. Thinking about your sales organization as a machine will help you focus on the critical success factors (outlined in this e-book) needed to build a repeatable and predictable revenue stream for your company.

Are your salespeople faltering with 75% of their prospects and customers? Research shows that salespeople only genuinely connect with 25% of their customers. This means strong customer relationships are rarely built with the other 75%, leaving needs unmet and deals lost.

Funnel looking thin? A bit emaciated? Prospecting is the first activity your reps give up when pressed for time. Any other sales activities feel more important. But when they don’t make time for prospecting, they starve the sales funnel. To refill it, you’re forced to monitor their every activity until you see progress.   

In this webinar, Henry Glickel will discuss the specifics behind the labor shortage for salespeople. Including demographics, the great resignation, generational differences, and how you can step into and find hiring success.

On average, 83% of all newly hired salespeople quit within 3 years while 30% of them quit within just 3 months. One of the biggest reasons that newly hired sales representatives fail is because of their inability to prospect and build a pipeline of opportunities. Without effective prospecting, there will be no sales. Solid prospecting skills thus are of vital importance to the success or failure of any salesperson.

Most salespeople are missing a huge opportunity because they don't understand the power of LinkedIn and Sales Navigator.  

This webinar will teach five specific tools and methodologies they can not only assist in your sales coaching efforts but develop higher performing sales teams. This webinar will illustrate the use of five tools and strategies that have enabled sales teams to become more productive and win more business. 

"Hybrid" is the word that describes the unpredictable environments required to present your sales demonstrations. As you navigate the changes occurring in workplaces, you may have felt unprepared for handling a physical audience along with a virtual audience. Have you ever discovered that a key buyer was at the conference table at the conclusion of your sales presentation? Have you been caught flat-footed when asked to present virtually to an on-premises team? Have you found it difficult to engage both the face-to-face and virtual audiences at the same time?

One-way facilitation, where virtual trainers ask one question and move on to the next subject, is like the - Hi!, Hello, and Good-bye!" - conversation. The virtual trainer signals to the learner that the learning is bound to be shallow, most likely lacking depth, expectedly boring, and possibly a total waste of time.  For virtual learners to be engaged, we need to facilitate penetrating and in-depth conversations. We want learners to be glued to your session - all ears, excited, and anticipating the end of the session so they can quickly apply ideas.

A person’s credibility is no different in virtual meetings than face-to-face meetings, yet many people exhibit behavior on camera that undermines their efforts to build trust and calls their credibility into question. Traditional methods of building trust fail in virtual meetings when you are unaware of how the camera (and thus, your customer or team) reads and interprets certain on-screen behaviors. In this session virtual-selling expert Julie Hansen shares the must-know secrets from her new book, "Look Me In The Eye: Using Video to Build Relationships with Customers, Partners and Teams."

I’ll show you how to teach your sales team to  build the 5 core stories every business needs to attract, engage, and endear high-value audiences. Then discover my ‘Cashflow Content’ system for turning those stories into an endless supply of social media, email, blog, ad, and sales content that converts.

Spend a week with high-performing sales professionals and you’ll find a common theme. They plan and intentionally invest in the right prospects, clients, and sales activities. They’re both strategic and tactical, and they over-achieve in their sales results.

A true webinar experience isn’t just the event itself. It’s everything that happens from concept creation to on-demand archive that determines how much demand and ROI your webinar will generate. To make your webinars stand out from the crowd, it’s time to look at the entire experience through a different lens.

With supply chain constraints, long lead times, and inflationary pressure driving uncertainty, it is more important than ever for your sales team to sell value over price.  Are your salespeople able to drive sales conversations that help buyers discover the full value of your product or service?  Do they ask great questions, uncover compelling reasons to buy, and create urgency to act now?  Are your sales managers coaching your salespeople to get better at selling value?  

It’s January and you want a fast start. Yes, prospecting during a pandemic has been challenging. But you can put that behind you. It’s time to fill your pipeline and set yourself up for a successful year. Join prospect attraction authority Kendra Lee and learn how to set yourself up for a fast start with a prospecting plan that targets your top markets, referral partners, and stretch opportunities.

In an environment of nonstop meetings, there are few tools as indispensable as the icebreaker. If you’ve tried to run meetings with Zoom, Google Meet, or other video conferencing software, you’ve probably noticed screens can impose a distance that is challenging to overcome. When participants don’t feel engaged, meetings are less productive. But when you deploy the right icebreaker at the start of your virtual meeting, you help participants get mentally in the room, connect with one another, focus on a common goal, and  get energized to contribute.  

If you can just inspire and enable the middle 60% of your sales team to increase their sales just 10 - 20%, they can have the greatest impact on boosting your company’s sales and profits. The key is to understand each sales rep’s current level of engagement, then to empower them with the resources and support they need to amp their performance and succeed.