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!

Incentives 81

Incentives Incentive Compensation Commission 81

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 recently sat down with Chris Semain, Principal and Tech Practice Leader at the Alexander Group to discuss the future of sales comp. Any changes you should make to comp plans should be thoughtful, not reactionary.

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Groups Conversion Commission Lead Rank 67

Partners in Excellence

JULY 14, 2022

Every time, the experience is far better than what I might have chosen myself. Traditionally, we have comp plans where commissions are paid for getting the order, generating revenue. But it’s interesting, increasingly, I’m seeing “a la carte” comp plans. I’m noticing something similar in selling.

Incentives 70

Incentives Incentive Commission Compensation 70

The Spiff Blog

SEPTEMBER 28, 2023

Needless to say, purchasing a sales commission solution is not a decision you can rush or take lightly. As a result, you can save countless hours, drive sales performance improvement , boost morale, and spend more time and resources on deep strategic work. Don’t stress, we’re here to help. Let’s get into it!

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Commission Software Software Scale 81

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

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. Avoid a Myopic Focus. The Hot Product.

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Sales Talent Territories Compensation Quota 312

Understanding the Sales Force

DECEMBER 19, 2012

Understanding the Sales Force by Dave Kurlan Today I had the following email exchange: Subject: Question on Comp. Dave, I have a question on comp and I need help. Sales complains that the leads suck. We have the sales process dialed in and we are training on it now. I am stuck on comp. No pressure there!

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Follow-up Incentives Incentive Sales Qualified Lead 228

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.

Incentives 83

Incentives Incentive Scale Compensation 83

Partners in Excellence

NOVEMBER 10, 2022

” As a result, we take whatever template HR provides, fill in a few blanks, like quota, comp, etc, then send it to the person. .” ” As a result, we take whatever template HR provides, fill in a few blanks, like quota, comp, etc, then send it to the person. Great performance planning is a collaborative process.

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Quota Coaching Account Retention 52

Partners in Excellence

JUNE 30, 2022

But I love selling–and I love working with highly professional sales people. Yeah, there’s the challenge of meeting quota, there’s the reward of blowing away your comp plan. ” What a rush! Exploring what it might mean to them (organizationally and individually).

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Outsourcing Services Face-to-face Quota Up-Sell 101

OpenSymmetry

DECEMBER 6, 2016

Sometimes, it’ll vary in a way that brings a smile to your sales reps’ faces – like when the number’s particularly high. Because of the feelings those less-than-optimal commissions checks evoke, many sales people subscribe to Ronald Reagan’s old saw, “Trust but verify.”

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Account Commission Compensation How To 40

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. Sales turnover is at an all time high.

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Commission Compensation Salary Remedy 77

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.

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Compensation Channels Fashion Construction 292

OpenSymmetry

FEBRUARY 15, 2018

But this historic approach can punish your top performers – you’re simply adding a bigger expectation on top of a rep that had a great sales year. But this historic approach can punish your top performers – you’re simply adding a bigger expectation on top of a rep that had a great sales year. Keep it simple, sales comp people.

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Quota Transportation Telecommunications Territories 59

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?

Compensation 67

Compensation Hiring Commission Face-to-face 67

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. The best sales engineers are technically-minded like an engineer, forward-thinking like a product manager, and have the selling chops of an AE.

Engineering 71

Engineering Compensation Commission Motivation 71

The Sales Hunter

AUGUST 2, 2013

Below are 8 secret insights on what top-performing salespeople really want. Here is what top salespeople want in an employer: 1. A sharp sales manager who is a strategic thinker and has clout in the company. Everyone wants to work for an organization that embraces what they do and shows respect for people.

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Hiring Motivation Compensation Selling Skills 238

Partners in Excellence

DECEMBER 6, 2022

This time of year, sometimes we look back to see what’s happened how things have changed and the progress we’ve made. Could we have done more or what cause us to miss? What challenges did we face, how did we address them? These help us understand what has happened and how we responded.

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Face-to-face Maximizer Report Buying Cycle 95

Partners in Excellence

FEBRUARY 8, 2022

LinkedIn is filled with surveys about, “What is the highest priority focus for [Fill In Your Favorite Role]?” ” There are surveys asking for the one area sales managers should focus on. These cover things like comp/metrics, training, forecasts, hiring, sometimes even coaching.

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Survey Hiring Territories Incentives 92

SBI Growth

APRIL 12, 2013

The purpose of this blog is to better understand the CEO’s perspecti ve on sales. As the head of sales you are dependent on the CEO for many things. The direction of the organization, your quota, and the sales budget. In this blog you will be evaluating the CEO. Show how your sales initiative makes him look smart.

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Hiring Promotion Objections ROI 297

Partners in Excellence

NOVEMBER 2, 2022

Great sellers create differentiated value through helping the customer understand this and what it means to each of them. We have to develop our people, not only for what they are currently doing, but helping them grow, develop, and contribute over time. While comp is important, it is insufficient to maintaining deep engagement.

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Customer Relationals Positioning Sales Management 68

Partners in Excellence

OCTOBER 10, 2022

Leaders are struggling with what to do…… They ask, “How do we create comp plans that attract and retain the right sellers…,” or, simply, “What if we just paid everyone more?” What if we stopped asking questions focused on responding to these crises and how we handle them?

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Revelation Face-to-face Retention Field Sales 62

Score More Sales

APRIL 16, 2012

I’m spending the next three days at the largest International conference for Inside Sales Professionals at their annual Dallas Leadership Summit. If you are a sales leader, you should be here – and you might still be able to squeeze in by going to the AA-ISP website. Comp plans? Interested in what is working?

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Inside Sales Lead Rank Lead Scoring Case Study 189

Score More Sales

APRIL 16, 2012

I’m spending the next three days at the largest International conference for Inside Sales Professionals at their annual Dallas Leadership Summit. If you are a sales leader, you should be here – and you might still be able to squeeze in by going to the AA-ISP website. Comp plans? Interested in what is working?

Inside Sales 189

Inside Sales Lead Rank Lead Scoring Case Study 189

SBI Growth

OCTOBER 22, 2013

As part of that, they are evaluating comp plans and quotas. As a sales rep, are you wondering if your compensation fair? If you know what value you provide, you’ll know what you deserve in return. In this article I cover the basics of calculating your sales value. Become world class today.

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Compensation Trends Quota Exercises 300

Score More Sales

DECEMBER 3, 2012

Many sales leaders and smaller company CEOs are discussing sales tam planning for next year. They poll their team members, and eventually make recommendations based on what’s best for the team as a whole. Some have completed theirs. Good leaders ask tough questions. It can be a really challenging time.

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Territories Distribution Outbound Outside Sales 220

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. Sales Compensation Manager.

Compensation 70

Compensation Incentives Incentive Commission 70

Score More Sales

OCTOBER 21, 2013

Networks are important for sales professionals. What would be much more effective for me is to go to industry events that represent who my buyers are. What would be much more effective for me is to go to industry events that represent who my buyers are. What Spokes in Your Wheel? . A Sellers Network.

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Networking Inside Sales Lead Rank Lead Scoring 215

SBI Growth

NOVEMBER 30, 2013

How should the top sales leader in the company utilize this limited time? Download the SBI Sales SVP New Year’s Guide here. Let’s look at several ways sales leaders misallocate their year-end days. These competencies correlate to sales success. Anyone know what this activity really consists of? They are relevant.

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Policies Incentives Incentive Channels 303

Score More Sales

APRIL 5, 2014

Remote professional selling, or Inside Sales, is tough – lots of activity and not always a lot of revenue to show for it. Suddenly your first deal closes – or your first deal after a slump – or enough deals to get you to the next level in your comp plan – and wow, is sales great! – Jack Canfield.

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Inside Sales Positioning Territories Insurance 212

Partners in Excellence

JUNE 7, 2022

Every organization I work with has everything a sales organization should have in place. We go down laundry lists all the programs, tools, processes that are in place: CRM and the classic “sales stack?” Check, every sales person has access to Sales Navigator. Sales process? So what’s the problem?

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Lead Rank Lead Scoring Fashion Coaching 68

Partners in Excellence

APRIL 29, 2021

There’s a lot written about what managers should expect of their people. In sales, it’s usually summarized as “Make your numbers and stay out or trouble!” The primary reason people leave a company is not comp, but because of their direct managers. What could cause them to be perceived as bad performers?

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Maximizer Commission Call-back Resources 96

Partners in Excellence

OCTOBER 30, 2022

What if we tried something different? You want to keep your job, the comp plan is outrageous. So you need to figure out what do do differently. What questions might you ask yourself to begin to develop a strategy? What evidence do we have that they may have an urgent need to change, now? This is just insanity!

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Prospecting Conversion Maximizer Research 67

Braveheart Sales

JUNE 29, 2021

It seems sales hiring is heating up and that means we are having more and more conversations about compensation. Too often I see leaders so entrenched in their financial models that they can’t get the right person in the right seat, because they won’t provide the right comp. How Comp Plans Fail. More Than One Size.

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Hiring Compensation Salary ROI 52

The Spiff Blog

JANUARY 19, 2023

It goes, “The only consistent aspect of sales commission is change.” Over the past four years, I’ve talked to hundreds, maybe even thousands, of people about sales compensation. Keeping your team involved will help them get a better sense of what is coming. And, we all know how much fun it is to manage around these changes.

Compensation 71

Compensation Commission Follow-up Retention 71

Partners in Excellence

JUNE 23, 2022

Where a few months ago we were scrambling for talent, comp was skyrocketing to attract the right people; now we are seeing job offers being withdrawn. Execs are also asking, “How do we maintain sales, how do we keep driving revenue as much as possible? But that’s not what bothers the customer in tough times.

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Churn Face-to-face Call-back Sales Talent 74

SBI Growth

JANUARY 23, 2013

Sales VPs consistently ask me: ”How can I control my boss?” 117 Chief Sales Officers gave us feedback. Download the Sales VP Relationship Assessment to get the questions created from their answers. Or download it if you want to know what to do to manage them. But you can manage him. Building trust is key.

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Forecasting Quota Coaching Objections 308