The Spiff Blog

NOVEMBER 22, 2022

If you’re currently creating sales comp plans for the new year and are struggling to come up with compensation plans for your sales engineers, you’re not alone. In fact, compensation planning is something many leaders struggle with. Motivating Sales Engineers.

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Engineering Compensation Commission Motivation 71

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.

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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

Autoklose

FEBRUARY 26, 2024

Sales is challenging. Having proven rules to follow adds to predictability, which is of paramount importance to every high-performance sales development team. We’ve analyzed all that data and come up with these 10 tips for building and managing a high-performance sales development team. Create a compensation plan.

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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

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. Keep reading!

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Commission Compensation Cancellation Strategy 77

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. Let’s get into it.

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Hiring Compensation Commission Face-to-face 79

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.

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Commission Compensation Motivation Intent Signal 78

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 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

OpenSymmetry

FEBRUARY 14, 2018

So what makes good quota-setting so challenging? When executives design a good sales compensation plan, the team steps back and admires the final product. When executives design a good sales compensation plan, the team steps back and admires the final product. See Beyond a Single Number.

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Quota Compensation Fashion Groups 57

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

Zoominfo

MAY 12, 2020

You already know how to recruit active candidates. They’re easy to find. They’re the ones with the ready-to-go resume and up-to-date website. They’re attending networking events, following your company on social media, and applying for your open positions. If that sounds like marketing—you’re right!). What is a Passive Candidate? Ask for referrals

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Hiring How To Networking Salary 278

The Spiff Blog

MAY 18, 2023

For decades, perhaps longer, organizations of all sizes have struggled to effectively manage sales commission. In today’s blog post, we’re going to get to the bottom of this phenomenon and answer the following questions: Why has sales commission been such a persistent problem? Let’s get into it!

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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. They’re more subjective, but equally important skills that make someone a valuable asset in any role they may take on.

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Account Commission Hiring Compensation 90

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. Prepare for a change in demand.

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Compensation Face-to-face Consumer Motivation 52

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. Prepare for a change in demand.

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Compensation Face-to-face Consumer Motivation 52

The Spiff Blog

DECEMBER 8, 2022

These are the ones you never hear about, good enough, but not great. The variable component of success between great historic leaders and sales managers is exactly the same, and that variable is motivation. Once a rep is promoted to sales manager, the expectations change. Switching the Context of Success.

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Compensation Motivation Sales Management Strategy 71

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 Sales Hunter

AUGUST 2, 2013

A sharp sales manager who is a strategic thinker and has clout in the company. They don’t have time for petty stuff and especially for a sales manager or anyone else who wants to pick apart everything and insist on over complicating everything. Top-performing salespeople have options. Does that make it my opinion?

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Hiring Motivation Compensation Selling Skills 238

The Pipeline

MARCH 7, 2012

The Pipeline Renbor Sales Solutions Inc.s Never Let a Good Plan Get In The Way Of Success! Stored in Attitude , Business Acumen , EDGE Sales Process , Planning , Proactive , Sales Process , Sales Strategy , Sales Success , Sell Better , Video , execution , qualifying. EDGE Sales Process.

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Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210

The Spiff Blog

DECEMBER 14, 2023

In other words, knowing how to sell to the CFO is essential if you want to hit your sales quota. This first tip might sound obvious, but it’s important to note that selling to a CFO requires more targeted and in-depth research than you may be accustomed to in your traditional sales preparation. Lead with cost benefits.

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Decision Maker Sales Forecasts Forecasting Compensation 75

The Spiff Blog

MARCH 21, 2023

Why share this story at the beginning of an article about using Salesforce to calculate sales commission? One of the coolest experiences I had at Harvard Business School was stumbling across a dusty plaque that hung on the wall of one my classrooms–Aldrich 108. The invention of spreadsheets was a huge step toward commission automation.

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Commission SalesForce Siebel Software 74

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

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. Why so high?

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Hiring Commission Compensation Churn 70

Smooth Sale

SEPTEMBER 20, 2023

Accordingly, our collaborative blog offers insights into the question, Do you realize the many virtues of humanizing your brand? Accordingly, our collaborative blog offers insights into the question, Do you realize the many virtues of humanizing your brand? __ Humanizing Your Brand In 2023, humanizing your brand is likely the better method.

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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.

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Hiring Commission Compensation Incentives 75

The Pipeline

JANUARY 18, 2012

The Pipeline Renbor Sales Solutions Inc.s Stored in Business Acumen , Interview , Proactive , Proactivity , Productivity , Sales Leadership , Sales Success , audio , execution. We covered a number of topics relating to sales and success. Sales Success , Tibor Shanto. A Random Walk Up Sales Street.

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Pipeline Cold Calling Hiring Compensation 253

The Pipeline

AUGUST 22, 2011

The Pipeline Renbor Sales Solutions Inc.s Compelling Opening Statements – Sales eXchange – 111. Stored in Attitude , Business Acumen , Cold calling , EDGE Sales Process , Proactive , Prospecting , Sales Success , Sales Technique , Sales eXchange , execution. Home About The Pipeline. Free Resources.

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Pipeline Cold Calling Hiring Sales Qualified Lead 255

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 Pipeline

FEBRUARY 21, 2012

The Pipeline Renbor Sales Solutions Inc.s Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. A collection of three top sales books, including my award winning book on Trigger Events. Start tweeting and Good Luck!

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Pipeline Cold Calling Sales Qualified Lead Hiring 220

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 Pipeline

FEBRUARY 20, 2012

The Pipeline Renbor Sales Solutions Inc.s Flaunt Your Next Steps – Sales eXchange – 137. By now you would think that there are few if any sales people who do not understand the importance of “next steps” in sales. Home About The Pipeline. Free Resources. 0 Subscribers. Subscribe by Email. February 2012.

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Pipeline Top of Funnel Hiring Demand Generation Targets 218

The Pipeline

MARCH 5, 2012

The Pipeline Renbor Sales Solutions Inc.s We Don’t Need No Stinkin’ Sales Process! Sales eXchange – 139. Stored in Attitude , Business Acumen , Buying Process , EDGE Sales Process , Metrics , Planning , Proactive , Sales Process , Sales Strategy , Sales Success , Sales eXchange , execution.

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Sales Process Pipeline Hiring Top of Funnel 238

The Pipeline

FEBRUARY 15, 2012

The Pipeline Renbor Sales Solutions Inc.s Sales Force (Mis)Alignment. Stored in Business Acumen , Coaching , Demand Generation , Hiring Sales Talent , Planning , Sales Force Alignment , Sales Leadership , Sales Management , Sales Strategy , Sales Success , Sales eXchange , execution.

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Pipeline Hiring Demand Generation Targets Demand Generation 223

The Pipeline

OCTOBER 10, 2011

The Pipeline Renbor Sales Solutions Inc.s Sales eXchange – 118. Stored in Attitude , Business Acumen , EDGE Sales Process , Interactive Selling , Interview , Objection Handling , Planning , Proactive , Sales Strategy , Sales Success , Sales eXchange , execution. Home About The Pipeline. 0 Subscribers.

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Pipeline Hiring Top of Funnel Cold Calling 230

Xactly

SEPTEMBER 5, 2018

Management by Objectives, aka MBOs, are goals set for employees to improve overall sales performance, as agreed up on by sales manager and rep. Management by Objectives, aka MBOs, are goals set for employees to improve overall sales performance, as agreed up on by sales manager and rep. How exactly do you do that?

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Examples Compensation Incentives Incentive 78