What sales reps want for Christmas

While most people are taking a few early holidays, good sales reps are coming into the office and planning out who they are going to call in early 2015. We are (mostly) in the office at Ideal Candidate and I thought it would be fitting to put out a list of 5 things every sales rep wants for the holidays.

1. A deal to come in on December 31st

Believe it or not some companies still have budget to get rid of before the end of the year. It’s hard to get the last few dollars of budget, but perhaps you can get your customer to commit to a low cost pilot project in January that will eat up their last few dollars of budget. Nothing makes coming in to the office on December 31 better than getting a purchase order.

2. More inbound leads in 2015

Good sales reps will not need inbound leads to be successful, but that doesn’t mean they don’t love getting them. Although inbound lead generation seems like common sense if you have a SaaS business, many sales teams don’t have the marketing efforts in place to create an inbound lead strategy.

3. Better sales tools for the job

If you work at a company that uses CRM, marketing automation, good VOIP calling solutions and email tracking – don’t take it for granted. Many sales teams still have antiquated sales tools in 2014 with some large companies not even having a CRM.

4. A better compensation plan

Does your compensation plan still pay a quarterly or annual bonus, capped at a certain amount regardless of how much business you close? If you closed the biggest deal of your career and still received the same “bonus” as last year you really don’t earn commission. Heading into 2015 sales reps would like a piece of every deal they close to stay motivated and bring home more money.

5. More referrals and introductions

Time and time again data shows that referrals are the best way to close new business. I have seen it work first hand and there are books, blog posts and entire platforms to helping improve referrals. People buy more and faster when they get a referral from someone they trust.

If you are in sales I suspect a few things on your list are mentioned above, but I am sure I missed a whole bunch. Let me know in the comments what you are looking forward to in 2015.

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Shaun Ricci

COO at Ideal
Shaun Ricci is a Canadian entrepreneur and the Co-Founder of Ideal. Shaun served as Co-Founder and COO of Field ID until it was acquired in December 2012. Shaun’s accomplishments include spots on the Profit Hot 50 and Deloitte Fast 50 Companies-to-Watch lists as well as the 2012 Ontario Ernst & Young Entrepreneur of the Year Award. Shaun is also an active writer, documenting his wins and losses while building his startup sales team.