CloserIQ

DECEMBER 26, 2018

One of our goals this year was to create and curate the best sales content out there for advancing your career and building top sales teams. Every week we compiled our favorite posts on everything from sales strategies to hiring plans. Here are 20+ of our favorite sales blogs from 2018.

Hiring 79

Hiring Decision Maker InsideSales Face-to-face 79

Smooth Sale

FEBRUARY 13, 2024

The job market constantly evolves, and your skill set deserves substantial compensation. If you’re in a rut and don’t know where to go on your career path, perhaps reading our guest blog list of the highest-paying jobs in 2024 may well inspire you. Know that moving may be necessary.

Salary 93

Salary Scale Compensation Energy 93

The Spiff Blog

MAY 19, 2022

Sales Development Reps– or SDRs– are a crucial part of any business. To put it bluntly, how you compensate your SDRs can make or break the success of your sales organization. The most common sales compensation plan we see used in SDR organizations is a combination of base salary and variable pay.

Commission 85

Commission Compensation Salary Inbound 85

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. As a result, a larger number of finance employees can play a role in processes they’d otherwise be excluded from— and the team as a whole can become more agile and equipped to handle change.

Commission 84

Commission Account Compensation Face-to-face 84

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. Why has sales commission been such a difficult problem to solve?

Commission 73

Commission Scale Compensation Hiring 73

The Spiff Blog

JUNE 20, 2023

But, mathematical skills and role-specific expertise are just a piece of the puzzle– success in finance or accounting also requires a number of equally important soft skills. Let’s take a look: Hard skills are job-specific duties required of a role. Keep reading! These are often technical, measurable, and objective.

Account 90

Account Commission Hiring Compensation 90

The Spiff Blog

JULY 14, 2022

Nearly half of full-time workers in the United States report their employers discourage or ban discussing compensation ( source )— in spite of formal pay secrecy policies being illegal in the private sector for almost a century. This is a big problem— not just for individual employees and teams, but organizations as a whole.

Salary 73

Salary Compensation Hiring Commission 73

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. Let’s get into it! Streamline the ramp-up process.

Banking 84

Banking Hiring Churn Scale 84

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. We’ll get into unique responsibilities of each later in this article.

Sales Operations 100

Sales Operations Sales Enablement Hiring Compensation 100

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. Will you motivate sales reps to go the extra mile? Unfortunately, sales comp managers aren’t the only ones facing uncertainty. Will your comp plans earn your business more revenue?

Influencer 86

Influencer Commission Lead Rank Lead Scoring 86

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.

Commission 80

Commission Compensation Scale Report 80

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. However, the role of the SDR is often thankless. Let’s dive in!

Hiring 73

Hiring Motivation Lead Rank Sales Qualified Lead 73

The Spiff Blog

DECEMBER 22, 2022

This is where Revenue Operations, or a “RevOps,” team comes in. RevOps teams are responsible for aligning and integrating the various business functions that are critical to driving revenue growth. These functions often include sales, sales enablement, marketing, finance, and customer success teams.

Revenue 73

Revenue Commission Face-to-face Exercises 73

SBI Growth

DECEMBER 4, 2012

A post for Sales and HR leaders to ensure success of 2013’s Sales compensation plan. A Chief Sales Officer is meeting with Sales VPs and the VP of Sales Operations. They are trying to decide between keeping and scrapping the recently-implemented Sales Comp Plans. Sales roles that are new.

Compensation 292

Compensation Channels Fashion Construction 292

Janek Performance Group

OCTOBER 13, 2021

Sales are up and it’s time to expand the sales department. But before you do, you need to find a new sales manager to support the additional sales reps. Peter was your first business development rep hired in the sales department. He was promoted to sales development and currently, he is the senior SDR on the team.

Promotion 118

Promotion Sales Management Hiring Coaching 118

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.

Commission 78

Commission Compensation Motivation Intent Signal 78

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.

Ideal Customer Profile 111

Ideal Customer Profile Salary Hiring Lead Rank 111

The Spiff Blog

JUNE 6, 2023

Whether you’re a Spiff blog regular or a first-time visitor, we’re thrilled to have you here for our latest installment of our Meet the Team series. Without further ado, let’s dive in and get to know some of the incredible people who make up the Spiff team! What excites you most about your role at Spiff?

Meeting 67

Meeting Travel Engineering Hiring 67

Braveheart Sales

APRIL 27, 2023

For sales leaders, being prepared for the next recession is crucial to ensure the survival and success of their sales teams and organizations. In this blog, we will explore what it means for sales leaders to be ready for the next recession and the potential side effects they may encounter. Right Mindset Right Seat.

Compensation 52

Compensation Face-to-face Consumer Motivation 52

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.

Commission 77

Commission Compensation Cancellation Strategy 77

Emissary

SEPTEMBER 27, 2021

It goes something like this: The customer success manager (CSM) grabs usage data from the analytics team. Role-play it with a leader who mirrors your target audiences. Connect technical roles with your technical experts. Connect business leaders with equivalent roles in your organization. . Your QBRs lack “B.”.

Exercises 245

Exercises Demand Generation Agencies How To ROI 245

Braveheart Sales

APRIL 27, 2023

For sales leaders, being prepared for the next recession is crucial to ensure the survival and success of their sales teams and organizations. In this blog, we will explore what it means for sales leaders to be ready for the next recession and the potential side effects they may encounter. Right Mindset Right Seat.

Compensation 52

Compensation Face-to-face Consumer Motivation 52

The Spiff Blog

JUNE 16, 2022

The psychology behind compensation plan design usually focuses on behaviors to encourage or discourage. But we often fail to bring psychology into how we’re actually sharing this information with our sales teams. Why data visualization matters in sales. Why traditional compensation processes are failing you.

Data 80

Data Commission Compensation Incentives 80

Anthony Iannarino

AUGUST 23, 2019

An exhaustive list of all the reasons your sales results aren’t what you want them to be would require a vast number of posts. You have to solve the root causes of your poor sales results if you want them to improve. You have to solve the root causes of your poor sales results if you want them to improve. No Strong Direction.

Hiring 96

Hiring Account Compensation Lead Rank 96

Hubspot Sales

JUNE 9, 2023

If you’re looking to get into sales, not having a college degree can feel like a huge barrier to your career. But what if I told you that a degree isn't always required for a sales job? In this guide, we’ll explore how you can get into sales without a degree. Table of Contents What does it mean to work in sales?

Hiring 100

Hiring Salary How To Ideal Customer Profile 100

Xactly

APRIL 9, 2018

Building a successful sales compensation plan carries an incredible amount of responsibility for compensation planning teams. Those tasked with creating a plan must develop a process and incentive plan that will motivate and encourage the right sales behaviors to achieve goals, all while driving growth.

Compensation 70

Compensation Incentives Incentive Commission 70

The Spiff Blog

MARCH 31, 2023

Welcome back to our Sell Like a Girl series– where we’ve spent recent weeks unpacking gender bias in sales. Today we’re continuing this conversation by sharing a preview of our latest research on sales commission. The Current State of Gender Bias in Sales Before we take a look at our newest findings, let’s level-set.

Commission 52

Commission Data Salary Face-to-face 52

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.

Commission 89

Commission Compensation Territories Incentives 89

Xactly

JUNE 27, 2018

Sales compensation plan can be a complex process. From compiling a team to piecing together metrics and goals, the job carries an incredible amount of responsibility. Finding the right mixture of compensation requirements is a balancing act, but luckily, it doesn’t have to be a stressful, time-consuming task.

Compensation 52

Compensation Incentives Incentive Pharmaceuticals 52

CloserIQ

SEPTEMBER 17, 2019

This presents a wealth of opportunities for sales professionals. Working at a startup can offer many opportunities to learn new skills and assume significant responsibilities. Keep in mind that you will be responsible for selling a product or service. They also play a key role in shaping the day-to-day work experience.

Hiring 92

Hiring Compensation Scale Sales Qualified Lead 92

SBI Growth

NOVEMBER 9, 2012

The 2013 Number came back from the Board for the VP of Sales. Regional Sales Leaders? VP of Sales Operations? If you answered anything other than #4 , revisit the value your Sales Operations Leader is providing. If you have a world class Sales Ops Leader, you’ll know that this is your first and best resource.

Hiring 303

Hiring Webinar Metrics Sales Operations Forecasting 303

Hubspot Sales

MAY 25, 2021

Welcome to Breaking the Blueprint — a new blog series that dives into the unique business challenges and opportunities of Black business owners and entrepreneurs. Small business owners are known for doing it all: marketing, finance, operations, sales, project management, admin, HR, and more. How can one person do it all?

Cost per Acquisition 118

Cost per Acquisition Hiring Licensing Face-to-face 118

Babette Ten Haken

JANUARY 18, 2018

When customer retention processes become a sanctioned sales spectator sport, everyone suffers. What could go wrong, post-sale? Besides, the post-sale care and feeding of those valuable clients is SEJ: Someone Else’s Job. After all, sales professionals are compensated for acquiring customers, not baby-sitting them, right?

Sports 74

Sports Retention Customer Compensation 74

Zoominfo

JANUARY 22, 2019

In today’s hyper-connected, digital age, online reviews play a large role in the B2B sales cycle. But, here’s the good news– a strategic response to a negative review can actually improve your customer relationships and help you win more business in the future. Post a public response. Today we teach you how!

Social Media 213

Social Media B2B Scale Follow-up 213

The Spiff Blog

JUNE 9, 2022

Sales turnover is a major expense. 2X their base salary, and that’s without factoring in lost revenue from reduced sales capacity while you recruit, onboard, and ramp new hires ( source ). fact, the average annual turnover rate in B2B sales is now 35% ( source ). Changes in a sales rep’s attitude.

Hiring 75

Hiring Commission Compensation Incentives 75

Xactly

JUNE 27, 2018

Sales compensation plan can be a complex process. From compiling a team to piecing together metrics and goals, the job carries an incredible amount of responsibility. Finding the right mixture of compensation requirements is a balancing act, but luckily, it doesn’t have to be a stressful, time-consuming task.

Compensation 45

Compensation Incentives Incentive Pharmaceuticals 45

Xactly

JANUARY 2, 2019

The sales planning process can become quite complex, especially when it comes to designing sales compensation plans. From building a team to analyze metrics and company goals, the job carries a large amount of responsibility. Fortunately, sales compensation planning doesn’t have to be a tiresome, drawn-out process.

Compensation 69

Compensation Incentives Incentive Commission 69