🎮 New Report: How Salespeople Game The System

📬 Friday, February 14, 2025

Happy Friday, and Happy Valentine’s Day! Did you deliver any candy hearts to your prospects this week? 💝 Depending upon when you’re reading this, you still have time to win over the hearts of your prospects… 🥰

Here’s what you missed this week while you were out selling and growing your business:

1) Prediction: 10% of Sales Associates Will Use AI to Secretly Juggle Multiple Jobs by 2028 🤹

Gartner’s survey of 3,496 global employees conducted in September 2024 found that 41% of sellers surveyed at least somewhat agree that new technology has freed up their capacity by automating manual and repetitive tasks. It will be important for sales leaders to be aware that top talent might no longer be…Read more here. 👈🏼

📎 Sales Tip(s) of The Week:

Hey 𝗦𝗔𝗟𝗘𝗦 reps:

You’re not paid for how hard you work. You are paid for how hard you are to replace.

There are multiple messages within this tip.

A career in 𝗦𝗔𝗟𝗘𝗦 can offer fantastic flexibility and earning potential. Most producing roles aren’t measured against the weekly hours you’re working. You are measured on “hitting your numbers.” Additionally, companies will weigh the ROI (return on investment) of your salary, benefits, and other costs against your production (revenue generated). When any 𝗦𝗔𝗟𝗘𝗦 rep continues to display a positive ROI against their direct costs, you become “hard to replace.”

𝗦𝗔𝗟𝗘𝗦 reps who are terminated due to production, most times, is due to your position becoming a cost-center (expense) versus a returnable investment.

All organizations seek consistent streams of revenue. When you have it, the last thing you want to do (as a business owner) is give that up. Sourcing a new rep, onboarding/training, and other soft costs are significant disadvantages for companies to want to/have to replace productive 𝗦𝗔𝗟𝗘𝗦 reps.

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2) 20 Strategies For Managing Operational Costs And Driving Growth 💰

For businesses facing rising operational costs, company leaders face increased pressure to maintain profitability. Staying competitive while staying “in the green” requires a proactive and strategic approach to…Read more here. 👈🏼

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3) New Report: How Salespeople Game The System 🎮

When managers design incentive plans, too often, they focus only on gaming techniques they’ve encountered in the past without taking into account the wide range of behaviors they might face. To broaden their perspective, we’ve developed a typology of eight distinct categories of sales incentive gaming - each of which can be fairly benign or high-risk, depending upon…Read more here. 👈🏼

⏩ ForwardSelling

In Q1 of 2025, Sales Homie will launch its digital product brand, ForwardSelling. Bookmark the web link/URL.

ForwardSelling will provide ‘Sales Tools to Power Your Business Development,’ providing Sales Homie’s digital sales prospecting tools, strategic sales forecasting and process documents, and marketing-related publications, which will be available for download.

📊 Weekly Financial Forecast:

The share of outstanding US consumer debt that’s in delinquency rose in the fourth quarter to the highest levels in almost five years, according to a Federal Reserve Bank of New York report.

The report suggests Americans are increasingly struggling financially as they face a third year of elevated interest rates imposed by the US central bank in its campaign to bring inflation down.

🦉 Who Is Sales Homie?

To do this, we focus on three areas :

Fractional Sales Leadership, placing a seasoned Sales executive at any level (Manager, Vice President, Chief Revenue Officer) into your department. Additionally, we’ve built our Sales Leader Pro for Small Businesses program that helps organizations under $2M in annualized revenue scale their sales strategies to increase business revenues and profits.

Sales Homie Recruiting builds sales teams that drive results for their organizations. Our retained searches provide 180-day placement guarantees, detailed 30/60/90-day onboarding plans, and more.

Coaching and Training programming includes membership in one of our Sales Squads, a sales peer group ecosystem, individual Sales and Business Owner Coaching, plus our quarterly sales education series, the Revenue Hangout.

For more information, please visit our website.

If you found this content relevant and helpful, please hit the subscribe button below to receive The Sales Report. You can also follow Sales Homie on LinkedIn or Nate Zoellner on Twitter and LinkedIn for more conversation and discovery!