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. Is change in the air?

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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

The Spiff Blog

OCTOBER 6, 2022

But remember that while the execs are driven by revenue and low customer churn, your sales reps are driven by their incentive compensation plans. Next, you’ll need to identify the who, what, where, when, why and how of the commission plan. What are you trying to achieve with this compensation plan?

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Commission Compensation Churn Incentives 75

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. If your compensation plan doesn’t motivate team members to hit their numbers and stay with your organization, you won’t see business success. 4 things to include in a sales compensation plan. Commissions.

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Compensation Competition Salary Commission 98

The Spiff Blog

SEPTEMBER 28, 2023

Within this list, you’ll learn what questions to ask vendors about the key features, functionality, and benefits you should be looking for in a commission platform. All so that you can make an informed, logical decision that improves your compensation management processes and makes you the sales comp hero. Let’s get into it!

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The Spiff Blog

JANUARY 9, 2024

What does this mean for sales teams? In today’s blog post, we’ll cover some key tactics that will position both you and your team for success this year. With 2023 in the rearview mirror, business leaders find themselves reflecting on their Q4 results and simultaneously charting the course for the forthcoming year. Let’s get into it!

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Banking Hiring Churn Scale 84

The Spiff Blog

DECEMBER 8, 2022

This individual more or less had complete control over their success, and therefore, they also had complete control over their sales compensation. If we don’t understand the situation we are asking them to be in, how can we appropriately set up a compensation plan to set sales managers up to reach their goals? The list goes on and on.

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Jeffrey Gitomer

MARCH 8, 2013

Tweet What are you doing to keep your salespeople? Structure a fair compensation package that is commission based The more they sell, the more they earn. Have a generous compensation package that rewards success. Have incentives and contests to keep it competitive. Pay a larger incentive the second time.

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Incentives Incentive Compensation Referrals 255

The Spiff Blog

AUGUST 22, 2023

Whether you’re feeling that pressure right now, or simply want to prepare for future down swings, today’s blog post is for you. This will help you identify gaps in your tech stack— and it will also enable you to better educate GTM teams on the customer journey, what role each tool plays, and how to effectively use tools to maximize revenue.

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The Spiff Blog

JANUARY 12, 2022

Compensation strategy is a core factor that plays a role in any business’s ability to be successful. Often, when “bigger” issues arise, we tuck our compensation strategy away in the back of our minds and promise to revisit the topic when we have the time. See what we did there? Let’s get into it! Okay, moving on. .

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Compensation Strategy Salary Commission 52

Crunchbase

JANUARY 13, 2022

We are honored to feature and promote their contribution on the Crunchbase blog. Here’s how sales leaders should respond regarding compensation, documenting sales processes, performance reviews, onboarding and training processes, and defining sales performance metrics. Tie compensation to desired behavior.

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The Spiff Blog

AUGUST 11, 2022

Although not all comp changes are inherently negative, employers must exercise caution when it comes to communicating compensation changes to their sales teams. The type of company you work for and where you’re located will dictate what you must legally include in the letter. After all, salary and pay are deeply personal.

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Commission Compensation Salary Remedy 77

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. Who: Helen Rendos.

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Compensation Incentives Incentive Commission 70

Partners in Excellence

JULY 14, 2022

Every time, the experience is far better than what I might have chosen myself. We get compensated based on doing the complete job. It’s unimaginable that we are considering incentives for those pieces of the job they must do but don’t like doing. What’s causing them to think this way?

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Incentives Incentive Commission Compensation 70

CloserIQ

JULY 20, 2020

Retaining top-performing sales representatives will require more than simply a robust compensation plan. Clearly explain what they need to do to reach the next step, and follow through with any plans you create together. Create a comprehensive benefits and incentives program. Follow through on all your promises on schedule.

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B2B Incentives Incentive How To 76

Xactly

JANUARY 17, 2019

What incentives and sales commission structures will you use to motivate sales reps? Technology: What sales performance management tools can you invest in to reduce administrative burdens, increase performance visibility, create stronger reports, and analyze your team performance? Compensation plans. Territory design.

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Hiring Territories Incentives Incentive 70

The Spiff Blog

MARCH 21, 2023

We believe Salesforce realizes that its software isn’t ideal for handling incentive compensation systems. So what are the drawbacks? The plaque had an image that read: “In this room in 1978, Dan Bricklin conceived of the first spreadsheet program. Salesforce started 20 years after VisiCalc, in 1999. True, I’m biased. )

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The Spiff Blog

MAY 31, 2022

After all, does your organization really need to sink even more money into sales compensation ? You need a proper commission management software to effectively future-proof your compensation strategy, so your team can run like a well-oiled machine— rain or shine. The short answer is, yes. Spreadsheets are inefficient.

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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 without further ado, here’s what we’ve been sharing and laughing at throughout the year. You’ll get there too!

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Commission Banking Cold Calling Scale 80

Xactly

SEPTEMBER 5, 2018

Download our "Guide to Sales Team Compensation" to learn how to compensate each sales role. Download our "Guide to Sales Team Compensation" to learn how to compensate each sales role. When was the last time you thought to check-in on the goals you set for your employees? Setting Goals That Drive Sales Engagement.

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Examples Compensation Incentives Incentive 78

Xactly

JANUARY 2, 2019

The sales planning process can become quite complex, especially when it comes to designing sales compensation plans. Ultimately, the new compensation and incentive plans must successfully motivate the right sales behaviors to achieve goals, all while driving growth. Time in sales compensation: 4 years.

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Compensation Incentives Incentive Commission 69

Braveheart Sales

DECEMBER 10, 2020

The end of the year is when many leaders tend to consider transforming their sales compensation plan since a new year equals making a fresh start. If you are a leader contemplating changes, I would suggest that a real purpose be at the core of any new compensation plan. 2) “Is my compensation plan structured to motivate them?”.

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Compensation Hiring Motivation Incentives 52

OpenSymmetry

JANUARY 4, 2018

In this six-part blog series OpenSymmetry and IBM outline the impact of Sales Performance Management Technology on each area of the business including Sales, HR, Finance and Executive Management. Sales compensation administrators face a significant workload dealing with many stakeholders, sensitive pay-related outputs and tight deadlines.

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Compensation Commission Incentives Incentive 64

The Spiff Blog

AUGUST 25, 2022

In today’s blog post, we’re introducing you to a performance management framework called the skill vs. will matrix. What is the skill vs. will matrix? Let’s take a look at the matrix and explore what each of the four quadrants means: Quadrant 1: High Will, Low Skill. The reason for this is simple, sales is a numbers game.

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Commission Compensation Motivation Intent Signal 78

Xactly

JUNE 27, 2018

Sales compensation plan can be a complex process. Those who work to create a plan for their company must develop a compensation process and incentive plan that will motivate the right sales behaviors to achieve goals, all while driving growth. Time in sales compensation: 4 years. How were our Sales team compensated?

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Compensation Incentives Incentive Pharmaceuticals 52

The Spiff Blog

JANUARY 12, 2023

Tech companies are buckling down for what many predict will be a severe and lengthy economic down turn. What’s more, the survey found that only 34% of these CEOs think the recession will be mild and short. But first, what is Seller Experience and why does it have such a major impact on your bottom line?

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Compensation Hiring Commission Face-to-face 67

Your Sales Management Guru

NOVEMBER 16, 2012

While this is a great incentive for keeping your sales team motivated to bring in revenue, that same incentive be counterproductive in the lead qualification process. While this is a great incentive for keeping your sales team motivated to bring in revenue, that same incentive be counterproductive in the lead qualification process.

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Sales Qualified Lead Lead Rank Lead Qualification Leads 83

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. What excites you most about your role at Spiff? What excites you most about your role at Spiff? Welcome, readers!

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Showpad

MARCH 3, 2020

In this blog we will discuss the differences between sales enablement and sales operations, the roles they both play in the sales cycle, and how they can work together for a more impactful overall strategy. So, what roles do operations and enablement play in the process? Establishing compensation plans. Download our example.

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Sales Operations Sales Enablement Hiring Compensation 100

Hubspot Sales

MAY 18, 2018

What would a 30% better performance from each of your reps look like for you? The incentive for your reps to meet their quota? To receive their bonuses and/or variable compensation and keep their jobs. So what’s the incentive for meeting these smaller goals? Consider what motivates your reps. Sequence goals.

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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. We came away with six key considerations to keep in mind while preparing your compensation plans and processes for 2023. If you’re feeling overwhelmed, we don’t blame you. Let’s dive right in!

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Groups Conversion Commission Lead Rank 67

Xactly

JUNE 27, 2018

Sales compensation plan can be a complex process. Those who work to create a plan for their company must develop a compensation process and incentive plan that will motivate the right sales behaviors to achieve goals, all while driving growth. Time in sales compensation: 4 years. How were our Sales team compensated?

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Compensation Incentives Incentive Pharmaceuticals 45

Xactly

DECEMBER 3, 2018

This blog is the third in a series of sales planning fundamentals written by Xactly Chief Sales Officer Marc Gemassmer. Leaders are scrambling to put together plans for the new fiscal year—looking back at what worked or didn’t work over the last year—in order to form a blueprint for the next. Stop Playing Quota Planning Roulette.

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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. Sizing It Up.

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Compensation Margin Commission Salary 120

Jeffrey Gitomer

MAY 22, 2011

Recognize Employee Recognition For What It Is: GOLD! What’s the value of this type of ceremony? There is an incentive for that person to maintain or improve his or her performance to stay at the top. KEY POINT OF UNDERSTANDING: Incentives and awards are economic stimuli of the first degree. Online Training.

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Hiring Social Media Loyalty Incentives 291

Xactly

SEPTEMBER 20, 2018

From territory planning to sales team organization, to sales coaching and leadership strategies to sales compensation planning, each element helps to create a strong sales plan. Sales Compensation is one of the most important steps because it drives sales behaviors and ultimately helps your company reach its goals. Who: Robert Felberg.

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Compensation Incentives Incentive Lead Rank 40

The Spiff Blog

MARCH 8, 2023

Amplifying Female Voices on International Women’s Day This International Women’s Day and for the remainder of March, Spiff has decided to explore what it means to sell like a girl. So, What Does it Mean to Sell Like a Girl? What does it mean to do something like a girl? You throw like a girl.

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Face-to-face Incentives Incentive Commission 76