Close.io

AUGUST 7, 2019

For all you future Buffets out there, the following sales blogs represent the best-of-the-web when it comes to sales content. You’ll hear from other sales leaders and discover the tips and techniques they use to sell more, faster, and better. Then, get on with your day and crush your sales goals. Sales Hacker.

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Hiring Webinar Metrics Call-back Follow-up 108

The Spiff Blog

JUNE 1, 2023

Organizations must be strategic when designing sales compensation plans. The goal is to strike a careful balance between incentivizing sales performance and protecting the company against financial crisis. A sales clawback clause is more than just a financial insurance policy for an organization.

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Commission Compensation Cancellation Strategy 77

The Spiff Blog

AUGUST 11, 2022

Sales commission plans constantly change to reflect shifting business priorities, unstable market conditions, new product releases, and more. With these changes, businesses typically provide reps with something called a change of commission letter– or, sales commission agreement letters. Commission plan.

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Commission Compensation Salary Remedy 77

The Spiff Blog

OCTOBER 6, 2022

One wrong commission payment. That’s all it takes for a sales rep to jump ship and take their skills elsewhere. This article will show you how the right commission plan execution can retain your employees, reduce customer churn and increase trust between internal teams. . Prioritize a positive sales culture.

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Commission Compensation Churn Incentives 75

The Spiff Blog

DECEMBER 29, 2022

Today, we’re exploring a few ideas: The evolution of commission tracking software. The Evolution of Commission Management Solutions. Like the telephone, commission management solutions have undergone a similar transformation. Long before Excel spreadsheets and computers, we tracked commission pay through manual bookkeeping.

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The Spiff Blog

MAY 31, 2022

Convincing your boss to sign off on more resources for sales comp can feel like an uphill battle. After all, does your organization really need to sink even more money into sales compensation ? Compounded over time, even minor blips can erode the trust sales has in the finance team and in the organization as a whole.

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Resources Commission Compensation Hiring 83

PandaDoc

APRIL 26, 2023

A sales process is crucial to any commercial organization looking to secure revenue and grow. However, since sales activities have been notoriously hard to measure in terms of performance, many business owners have adopted various commission structures to keep their sales reps motivated. Let’s dig in.

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Commission Salary Margin Scale 52

The Spiff Blog

MARCH 21, 2023

Why share this story at the beginning of an article about using Salesforce to calculate sales commission? The invention of spreadsheets was a huge step toward commission automation. A few years ago, the current state of the art commission solution was to use Salesforce + Excel. Salesforce was the next.

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Commission SalesForce Siebel Software 74

Hubspot Sales

APRIL 5, 2023

There are many things to consider if you are interested in starting your career in sales. You’ll also need a thorough knowledge of sales trends and stats to succeed. With a modest, go-get-'em attitude, you can learn the stats you need to know to anticipate what a career in sales has in store for you.

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Ideal Customer Profile Salary Hiring Lead Rank 111

The Spiff Blog

OCTOBER 19, 2023

Believe it or not, the new year is right around the corner– and that means it’s time to plan your sales compensation strategy for 2024. But, in this era of constantly shifting market conditions, it can be difficult to know what changes will best set your sales organization on the path towards success. Don’t worry, we’re here to help!

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Compensation Incentives Incentive Commission 83

The Spiff Blog

JUNE 16, 2022

Not only do you have to build the actual commission plans , but you also have to communicate how it all works in a way that motivates your reps to close more deals. The issue is, actual design is rarely a part of the commission planning process. Why data visualization matters in sales. Let’s dive in!

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Data Commission Compensation Incentives 80

The Spiff Blog

AUGUST 25, 2022

Although all professions require a certain balance of skill and motivation, sales in particular relies more heavily on motivation than others. The reason for this is simple, sales is a numbers game. When a sales rep doesn’t have the necessary selling skills, leaders have options. Let’s jump into it. Set SMART Goals.

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Commission Compensation Motivation Intent Signal 78

The Spiff Blog

JUNE 29, 2023

Managing sales compensation is both a highly complex and highly consequential responsibility. The design and execution of a sales compensation program directly influences the performance and morale of a sales organization, as well as the overall financial success of a company at large. What is a Sales Compensation Manager?

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Compensation Commission Hiring Salary 72

Crunchbase

JUNE 17, 2022

The author is an expert in their field and we are honored to feature and promote their contribution on the Crunchbase blog. Your sales team drives your company’s revenue with its lead generation efforts. However, sales teams tend to have high turnover rates ( 34% on average ). 4 things to include in a sales compensation plan.

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Compensation Competition Salary Commission 98

The Spiff Blog

SEPTEMBER 14, 2023

If you’re a finance leader or sales compensation manager , the potential impact of implementing AI is particularly enticing. Take commission plan creation, for example. But, make sure you check out this post if you’re interested in learning more: AI Won’t Replace Sales Compensation Managers: Here’s Why.

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Commission Account Compensation Face-to-face 84

The Spiff Blog

SEPTEMBER 7, 2023

As a sales leader, you already know that effective sales performance management isn’t just setting lofty sales targets and then pushing your team to achieve them. These pillars include organizational alignment, robust reporting, ongoing professional development, incentive compensation, and sales enablement.

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Incentives Incentive Scale Compensation 83

The Spiff Blog

OCTOBER 28, 2022

New research from Gartner has revealed a startling truth– almost 90% of B2B sales reps are experiencing burnout ( source ). Although it’s no secret that sales is a high-stress job, uncertain market conditions have only amplified the pressure to perform. We answer these questions and more in today’s blog post.

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Commission Lead Rank Lead Scoring Hiring 78

The Spiff Blog

SEPTEMBER 1, 2022

If you’ve worked in sales, revenue operations, or finance for any amount of time, I don’t have to tell you how important sales compensation is. You already know the right sales compensation plan can motivate your team, improve their performance, and boost overall job satisfaction. Current Sales Compensation Benchmarks.

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Compensation Salary Incentives Incentive 81

The Spiff Blog

AUGUST 19, 2022

Developing an effective sales compensation plan requires a lot of brain power. It makes sense to focus on behaviors you’d like to incentivize, or pulling certain levers to impact other components of your sales engine. But how much time do you spend ensuring reps actually understand how their comp plan works? Let’s dive in!

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Incentives Incentive Compensation Commission 81

The Spiff Blog

JUNE 20, 2023

Or, if you’re hiring for a new finance or accounting position, today’s blog post will be just as useful– as these are the skills you should be looking for in any job candidate. For example, say you’ve just released your monthly commission statements to your sales team. Keep reading!

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Account Commission Hiring Compensation 90

The Spiff Blog

OCTOBER 13, 2022

Automating sales compensation is a big deal. Whether you’re transitioning from a manual commission management process or a spreadsheet-based legacy system, there’s a lot of time and resources on the line. But, you already know the payoff of automation– efficiency, visibility, and accuracy baked right into your sales engine.

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Commission Vendor Compensation CRM 77

The Spiff Blog

JANUARY 9, 2024

What does this mean for sales teams? If you’re responsible for reaching demanding sales targets, you must be more dynamic and strategic in 2024. If you’re responsible for reaching demanding sales targets, you must be more dynamic and strategic in 2024. B2B sales has an average turnover rate of 35% ( source ).

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Banking Hiring Churn Scale 84

The Spiff Blog

APRIL 21, 2022

Employee churn is costing your sales organization— big time. In B2B sales, the average turnover rate is a whopping 35% ( source ). Compensation is the biggest line item at any organization, but leaders often overlook the processes behind it— including commission calculation and commission management processes.

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Hiring Commission Compensation Churn 70

The Spiff Blog

MAY 26, 2022

So, you’ve realized commission spreadsheets are actually evil, and that sales incentive software will vastly improve transparency, efficiency, and your personal sanity. There’s no shortage of sales commission software on the market, and when you factor in the massive operational differences, it’s a recipe for information overload.

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Incentives Incentive Software Software 77

The Pipeline

JUNE 8, 2017

If you follow this blog you know that I do not understand or stand with those who say sales is not a numbers game. I find it amusing that many of the pundits who insist that sales is not a numbers game, will drone on for hours about conversion and conversion rate. This may explain why so many sales people fail to achieve quota.

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Proposal Quota Commission Territories 228

The Spiff Blog

JUNE 2, 2022

Today we’re giving you five steps to take now to create a recession-proof sales organization in the future. Step 1: Evaluate your sales tech stack. Even in the best of times, it’s best practice to keep tabs on the ROI you’re seeing from each and every sales solution you invest in. Especially in sales.

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Hiring Compensation Commission Face-to-face 79

The Spiff Blog

SEPTEMBER 26, 2023

Consider this: 67% of lost deals occur as a result of sales reps not properly qualifying potential customers before taking them through the sales process ( source ). Although there is no single right answer to that question— there are dozens of tried and true frameworks sales teams swear by. Let’s get into it!

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Sales Qualified Lead Lead Qualification Sales Cycle Scale 83

Zoominfo

MAY 13, 2018

It’s common knowledge that working in sales is hard. Yet—what most people don’t understand is the extent to which sales pressure can negatively impact an organization. In today’s post we explain the effects of sales pressure and provide ways to mitigate this stress productively. ” ( source ). ” ( source ).

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Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Nutshell

JANUARY 14, 2020

The SaaS industry has different selling techniques , key metrics , and sales process activities compared to the ones you’d encouter while selling a tangible physical product or a more traditional service like a marketing consultation package. By the end, you should have a clear roadmap for reaching your or your company’s sales goals.

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Paid Content Lead Rank Commission Lead Scoring 127

The Spiff Blog

FEBRUARY 9, 2023

But one thing sales and RevOps leaders all have in common is that they collectively struggle to set realistic, motivating sales quotas. In fact, with only 24.3% In fact, with only 24.3% Here’s why: the sales quota is a key variable in many of the equations that dictate core business functions.

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Quota Revenue Lead Rank Territories 70

Mr. Inside Sales

JUNE 23, 2019

I received this question from a reader of my blog last week: “Mike, I have a question for you. This is a good question and many sales reps are wondering the same thing: With so many ways of being contacted, why is it harder to reach them? sales reps hide behind them too. It’s almost like they are hiding.

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Prospecting Face-to-face Decision Maker Call-back 147

Pointclear

OCTOBER 19, 2017

Tastes great, less filling—that’s not only one of the greatest campaigns ever ( AdAge says it’s 8 th on the list), it has a corollary in the sales lead generation space. Marketing and sales leaders often don’t account for all the expenses involved in building and maintaining an inside team. How can this be? We’ve done the math.

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Outsourcing Services Lead Generation PointClear Leads 124

The Spiff Blog

JULY 14, 2022

It’s sort of like paying out sales commission in advance, based on how you think a rep is going to perform, instead of their actual numbers. Allowing your best employees to shoulder the burden of under performers will only create more animosity and dissatisfaction among your best employees– paid well or not.

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Salary Compensation Hiring Commission 73

The Spiff Blog

APRIL 28, 2022

20 Questions Sales Leaders Must Ask Themselves When Reps Underperform. Modern media will have you believe sales motivation is best delivered in the form of an inspirational quote. But, while an inspirational quote can go a long way, it’s simply not going to fix any deep-rooted sales performance issues.

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Commission Compensation Lead Rank Hiring 80

The Spiff Blog

JANUARY 12, 2023

What’s more, the survey found that only 34% of these CEOs think the recession will be mild and short. So, today, we explore five ways to double down on Seller Experience to save money, bring in more revenue, and ultimately create an environment where sales professionals can thrive– even in the face of hardship.

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Compensation Hiring Commission Face-to-face 67

The Spiff Blog

FEBRUARY 24, 2022

But, unless real transparency, visibility, and clarity are intentionally baked into every function of your revenue engine, your sales team is essentially operating in a black box. This is especially risky in sales, where disconnected data can have serious repercussions on your pipeline and revenue. What is data-driven sales?

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Commission Compensation How To Data 56

Vengreso

MARCH 22, 2022

The success of your business depends on the success of your sales hiring process. But, you need to focus on the perfect hiring profile and teach your sales managers how to nail it from the beginning. . We will teach you all about sales hiring: what it is, what it isn’t, and how to get it done. When to Hire a Salesperson.

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