The Spiff Blog

AUGUST 10, 2023

A majority of modern companies are either using or planning to use AI in order to streamline business processes and save costs. If you’re a sales compensation manager, we’re sure you’re familiar with this sort of AI-driven anxiety. Good news: we provide a definitive answer to that question in today’s blog post.

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Commission Compensation Forecasting Trends 80

The Spiff Blog

AUGUST 17, 2023

Understanding the terminology alone can be challenging— especially when it comes to the topic of today’s blog post: the difference between artificial intelligence and machine learning. After you read today’s blog post, you’ll no longer scratch your head when these two terms cross your radar. What is artificial intelligence?

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Commission Compensation Incentives Incentive 77

Sales Hacker

OCTOBER 7, 2022

Scott Barton, Varicent’s VP of Industry Solutions & 20-year sales compensation industry pro, attended WorldatWork’s 2022 Sales Compensation Conference. Despite these advances, few industry pros currently use predictive or prescriptive analytics for determining sales compensation plan effectiveness.

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Compensation Conference Trends Incentives 76

The Spiff Blog

MAY 18, 2023

For decades, perhaps longer, organizations of all sizes have struggled to effectively manage sales commission. Commission management is a universal thorn in the side of finance organizations, RevOps teams , and commissioned employees across organizations everywhere. Let’s get into it!

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Commission Scale Compensation Hiring 73

The Spiff Blog

JANUARY 26, 2023

Just as Olympic athletes train to reach peak performance, so do sales teams. But, just as there are less obvious factors that contribute to an athlete’s performance, there are less obvious factors that contribute to a sales team’s performance as well. Today, we present to you, our latest infographic: Going for Gold in Sales.

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Commission Compensation Incentives Incentive 75

The Spiff Blog

JULY 20, 2023

Most organizations recognize that their sales commission process isn’t perfect. Managing compensation is a complex undertaking, one in which the smallest error can create a domino effect of administrative labor and protracted troubleshooting. Potential: You continuously optimize sales compensation plans.

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Commission Compensation Scale Report 80

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

JUNE 16, 2022

Comp plan design can feel like mental gymnastics. 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. Let’s dive in!

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Data Commission Compensation Incentives 80

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

SBI Growth

SEPTEMBER 14, 2012

For HR leaders, a recent Harvard Business Review blog post provides a stark reminder of the difficult challenge of supporting Sales leaders in recruiting top talent. HR can help the Sales leader to improve recruiting results and play a vital role in making the sales number in 2013. First-rate compensation.

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The Spiff Blog

SEPTEMBER 5, 2023

When your job is to design sales compensation plans , it’s easy to feel like you’re stuck in a maze of uncertainties. You can analyze the data, collaborate with key stakeholders, and create plans that align with business goals and still be left questioning what outcomes your plans will produce.

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Influencer Commission Lead Rank Lead Scoring 86

The Spiff Blog

SEPTEMBER 28, 2023

But, achieving commission management perfection is only possible if you have the right resources and systems. Needless to say, purchasing a sales commission solution is not a decision you can rush or take lightly. The post The Sales Commission Software Buyer’s Guide [Checklist] appeared first on Spiff. And, much more!

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Commission Software Software Scale 81

SBI Growth

DECEMBER 4, 2012

A post for Sales and HR leaders to ensure success of 2013’s Sales compensation plan. As well, a tool is included – a sample rollout communication plan. A Chief Sales Officer is meeting with Sales VPs and the VP of Sales Operations. They analyzed, they built formulas, they tested the plan.

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Compensation Channels Fashion Construction 292

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

NOVEMBER 17, 2022

As another year comes to a close, go-to-market teams everywhere convene to begin their annual sales compensation planning processes. Key stakeholders from sales, finance, and RevOps will join meetings and analyze data in an attempt to create a sales compensation plan that satisfies each party’s needs.

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Compensation Commission Motivation Incentives 72

SBI Growth

DECEMBER 28, 2013

Most sales leaders are getting ready to roll out new initiatives – Sales process, compensation plans, account planning, etc. The first step to improving initiative adoption is your sales leaders. As a starting point, download the Sales Leader Competency Guide. The majority of sales leaders do not.

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Compensation Follow-up Call-back Engineering 296

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?

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Incentives Incentive Compensation Commission 81

The Spiff Blog

AUGUST 22, 2023

After all, RevOps teams play an active role in supporting every function that drives revenue growth, from sales to marketing to finance to customer success. Whether you’re feeling that pressure right now, or simply want to prepare for future down swings, today’s blog post is for you. Efficient communication channels.

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Strategy Compensation Commission ROI 74

OpenSymmetry

FEBRUARY 14, 2018

When executives design a good sales compensation plan, the team steps back and admires the final product. To the design team, it’s not a comp plan, it’s a sales compensationprogram. It carries the same level of impact as the sales compensation plan but often lacks the attention it requires.

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Quota Compensation Fashion Groups 57

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

The Spiff Blog

DECEMBER 7, 2023

Whether you’re a sales compensation manager struggling to get commission statements in order, or a sales rep trying desperately to hit your quota, the last month of the year often ends up being the most stressful. So, we figured it’s a good time to lighten the mood with some of our favorite sales commission memes.

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Commission Banking Cold Calling Scale 80

The Spiff Blog

APRIL 27, 2023

Motivation and compensation are tough to nail under normal circumstances and are even trickier during tough times. In this article we plan to resurface a few well-known, but often overlooked, principles of compensation and motivation that can boost you and your team during these tough times. Let’s get into it!

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Motivation Hiring Compensation Incentives 75

SBI Growth

OCTOBER 11, 2012

Sales teams are getting their 2013 numbers. For the Sales Leaders who learned how to set quotas at the SBI Make the Number tour ( register now! ), the results will be quite different. 2013 results will uncover some long-hidden flaws in the sales force. This blog is NOT about how to correctly set your sales quotas.

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Quota Compensation Commission Margin 257

The Spiff Blog

SEPTEMBER 22, 2022

With a new year around the corner, it’s time to start thinking about your sales compensation plans for 2023. A volatile market and economic downturn make it tough to effectively plan— tough, but not impossible. Any changes you should make to comp plans should be thoughtful, not reactionary. Let’s dive right in!

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Groups Conversion Commission Lead Rank 67

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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The Spiff Blog

NOVEMBER 10, 2022

The sales commission process plays an important role in motivating sales teams and therefore drives top line revenue growth— arguably the most important metric organizations track. There are many benefits to implementing sales commission software, but we’re going to focus on the four most important.

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Commission Scale Compensation Software 75

Xactly

MAY 21, 2018

There’s one role in sales that seems to face all of the sales compensation issues that keep the compensation plan design team awake at night–the business development rep (BDR). This makes designing compensation plans for these reps more difficult for sales operations teams.

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Commission Compensation Territories Incentives 89

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

Close.io

OCTOBER 24, 2019

A high performing sales team is invaluable to a growing startup. It takes a lot more than a generous compensation package to get top candidates to accept your offer. Here’s how a startup can successfully compete in the war for sales talent. Here’s how a startup can successfully compete in the war for sales talent.

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Sales Talent Hiring Compensation How To 91

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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Showpad

MARCH 3, 2020

Sales operations (sales ops) and sales enablement are terms used often within an organization. But how do they contribute to sales productivity and overall business performance? Sales Enablement versus Sales Operations. Sales Operations Roles and Responsibilities. Establishing compensation plans.

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Sales Operations Sales Enablement Hiring Compensation 100

SBI Growth

AUGUST 9, 2012

“For me, Sales has been a challenging group. Among all organizations I support, Sales is the most resistant. Sales leaders do not want interference from HR. I have seen this with many sales leaders. Some HR leaders have earned a seat at the Sales leadership table. Sales is the Achilles Heel for HR.

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Resources Closing Hiring Compensation 288

A Sales Guy

JULY 23, 2014

Note: This blog post is an excerpt from my new book: “Creating High Performance Sales Compensation Plans”. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Compensation plans shouldn’t be developed in a vacuum.

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Compensation Margin Commission Salary 120

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. Examples of hard skills include copywriting, data analysis, project management, and computer programming. Keep reading!

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Account Commission Hiring Compensation 90

The Spiff Blog

JULY 27, 2023

The SDR, or Sales Development Rep, is undeniably the backbone of many successful sales organizations. SDRs play a vital role in building business, managing inbound inquiries, booking meetings, qualifying leads, and prospecting. Despite these hurdles, SDRs are a driving force behind sales growth and revenue generation.

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Hiring Motivation Lead Rank Sales Qualified Lead 73

Xactly

JANUARY 17, 2019

A strategic sales plan is a portfolio of ideas, processes, and technology that guides a sales organization’s strategy and provides the resources and tactics for reaching sales goals. With goals in hand, sales leadership must then assess and determine the needs and means to achieve those goals. Territory design.

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Hiring Territories Incentives Incentive 70

Janek Performance Group

OCTOBER 11, 2021

The best way to accomplish sales goals is to have the right salespeople on your team. To achieve your sales goals in 2022, there is one essential question you need to ask before you spend a dime on marketing. . Do we have the right sales team in place to achieve our sales goals in 2022? But that can be misleading.

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Hiring Compensation Sales Talent Account 117