The Spiff Blog

SEPTEMBER 7, 2023

Although SPM strategy varies by company and industry, the most effective sales performance management strategies typically involve a combination of the same core pillars. These pillars include organizational alignment, robust reporting, ongoing professional development, incentive compensation, and sales enablement.

Incentives 83

Incentives Incentive Scale Compensation 83

Hubspot Sales

DECEMBER 19, 2019

When a company first starts out, the founders aren't concerned with establishing a clearly delineated sales process; they're worried about getting any sales at all. The company’s scant sales team — often comprised of just a VP and maybe one or two reps — is often given license to get customers in the door however they see fit.

CRM 92

CRM Sales Process Top of Funnel Hiring 92

Mindtickle

DECEMBER 10, 2018

Creating and maintaining an impactful sales coaching framework in the modern age isn’t as easy as one might think – but with the right mindset and the right tools, it’s not out of reach. In the article, Himanshu analyzes the six major things a next-gen, AI-supported approach to sales coaching can help your company accomplish better.

Sales Coaching 80

Sales Coaching Coaching Remedy Incentives 80

Highspot

OCTOBER 11, 2023

Recruitment and Training Building a competent, successful sales team is crucial. Managers are involved in recruiting, sales coaching and training, and onboarding new sales representatives. Incentives and Recognition Reward top performers with appropriate incentives and recognition.

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Sales Management Strategy Lead Rank Lead Scoring 59

SBI Growth

JULY 14, 2013

Specific performance conditions include: Sales Process : This is your playbook. Is it aligned with the buyer, adopted in the field and reinforced by your “coaches”? With the right game plan, coaches, supporting team, trainers and equipment he’ll remain elite. Huddle Around A Sales Process. Crazy, right?

Territories 328

Territories Incentives Incentive Compensation 328

Janek Performance Group

MARCH 2, 2022

To create a winning culture, consider these tips: Encouragement Motivation Incentives Recognition Team Building. Similarly, most comp plans already consider incentives and bonuses. Sales Coaching. One of the best ways to ensure sales success is regular coaching. This makes one-on-one coaching so critical.

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Strategy Incentives Incentive Coaching 117

Janek Performance Group

APRIL 24, 2024

In B2B sales, micromanaging manifests in various forms, including: Excessive monitoring Overbearing oversight Directive control Lack of trust Intrusive supervision and unnecessary scrutiny of sales activities is disruptive and demoralizing. Of course, managers must sometimes inform reps of suboptimal sales figures.

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B2B How To Exercises Coaching 62

Highspot

FEBRUARY 25, 2024

The Important Role of Sales Operations Common Problems With Sales Operations Practical Tips to Improve Sales Operations Supercharge Sales Operations With Highspot The Important Role of Sales Operations Sales operations (sales ops) works to ensure the sales team functions smoothly.

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Sales Operations Forecasting Incentives Incentive 52

Mindtickle

DECEMBER 10, 2018

Creating and maintaining an impactful sales coaching framework in the modern age isn’t as easy as one might think – but with the right mindset and the right tools, it’s not out of reach. In the article, Himanshu analyzes the six major things a next-gen, AI-supported approach to sales coaching can help your company accomplish better.

Sales Coaching 52

Sales Coaching Coaching Remedy Incentives 52

Chorus.ai

DECEMBER 11, 2019

Coaching is one of the most crucial aspects of a sales leader’s role. But, it can be hard to carve out more than 30 minutes per week to coach. That suggests most sales reps aren’t getting the training they need to succeed which, in turn, can hurt the company’s bottom line. Implement a Coaching Culture in Your Sales Team.

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Coaching Hiring Scale Distribution 73

The Pipeline

MARCH 12, 2021

Once you let the 80/20 establish a beachhead in our sales organization, it’ll take over, like cancer. When the front-line reps see your management team accept, coach, and lead-based on the 80/20 you’re beat. Longer than most sales cycles, certainly longer than the 9-to-18-month effort required by the entire organization.

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Data Sales Leadership Quota Sports 386

Highspot

JANUARY 4, 2024

This feedback informs continuous improvement of the sales team and the training program. Ongoing Coaching Personalized sales coaching helps refine skills over time. This coaching, customized to individual needs, provides support and guidance as reps navigate various sales situations.

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Webinar Metrics Training Strategy Ideal Customer Profile 52

SBI Growth

JUNE 13, 2013

But I’d separate it in two areas: Performance Conditions (Process) and Talent (Execution). Part 1: Sales Process. On the Process side, investments are commonly made in sales processes and CRM tools. I’ve seen great processes built with incredible tenacity. For example, consider a custom sales process.

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Incentives Incentive Motivation Energy 314

Showpad

SEPTEMBER 19, 2019

Does your organization have an effective Sales coaching program? Sales Hacker’s recent webinar “ No B.S. Here are some key takeaways from the roundtable discussion and audience Q&A: The Distinction Between Sales Training & Coaching. Many organizations see Sales training and coaching as one in the same.

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Webinar Metrics Sales Coaching Coaching Collateral 40

PandaDoc

JANUARY 29, 2024

Now, let’s talk incentives. Incentives, or spiffs, can really boost motivation. They can give your team that extra motivation they need to work towards and make achieving those sales targets even more rewarding. But here’s the key – structure your incentives to make your goals more realistic and achievable.

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Closing Proposal Incentives Incentive 52

Sales and Marketing Management

MAY 7, 2018

For example, a supporting framework is required where executives drive sales enablement efforts top-down and sellers receive consistent, proactive coaching from sales managers. Further, in my view the definition should precisely reflect the alignment required between the buyers’ journey, sales process, and content.

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Sales Enablement Hiring Compensation Buyer 192

Hubspot Sales

NOVEMBER 10, 2020

Our coaches took our seasons very seriously. Regardless of where my team traveled or who we were playing, our coaches and trainers worked hard to cultivate a positive, successful environment for us. Another important aspect of a remote sales environment is the feedback process. Incentive-Based Sales Environment.

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B2C Incentives Incentive How To 104

Showpad

OCTOBER 1, 2019

Modern analytics platforms provide data at a breakneck pace that can galvanize the Sales process. But Sales is still about the perfection of communication, at its essence. That’s why Sales coaching is so important. . So how do teams scale Sales coaching for maximum impact in 2019?

Scale 40

Scale Sales Coaching Coaching Hiring 40

SBI

JULY 24, 2018

Every sales automation solution attached to the CRM was supposed to do just that, automate the sales process. Instead, it’s only created more manual processes. IT HASN’T AUTOMATED THE SALES PROCESS, SO WHAT? Sales Managers: Remember, your sales reps are people too. Quotes and proposals process.

CRM 95

CRM SAP Forecasting Incentives 95

Allego

MARCH 16, 2023

Rethink Compensation and Incentives: Tie incentives to outcomes that individuals can influence directly. Coach Sellers for Action and Accountability It’s clear coaching is highly correlated with performance. But what exactly should sales managers coach for?

Strategy 62

Strategy Ideal Customer Profile Hiring Remedy 62

Steven Rosen

SEPTEMBER 21, 2015

Customer buying behaviours are constantly changing and the only way to stay successful is to adapt your sales operations to match them. Speak to your customers regularly and implement their insights into your team’s sales processes to ensure that your customer’s needs align with how your team is selling your company’s product or service.

Sales Leadership 120

Sales Leadership Face-to-face Coaching Incentives 120

Sales Hacker

AUGUST 20, 2020

At Ambition, we give our sales contests a quick litmus test — will this contest contribute to all, if not most, of these ongoing initiatives? Facilitate coaching. If you want to run the perfect sales contest, you’ll need to set specific, measurable goals. Nail Down Incentives. Engage the team. Instill accountability.

Incentives 103

Incentives Incentive Competition Distribution 103

No More Cold Calling

SEPTEMBER 21, 2017

The more women in account based sales understand the technology they sell, the more credibility they bring into client engagements. The more they educate themselves on the industry and trends, the deeper conversations they have, and the faster their sales processes accelerate. But that hasn’t stopped Sue.

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Cold Calling Loyalty Account Intent 266

Understanding the Sales Force

JUNE 11, 2012

New Sales Talent? Buying Incentives? Performance Incentives? Optimized Sales Process? Better Sales Methodology? Improved Sales Model? Effective Sales Management? Stronger Motivation. Stronger Desire? More Pride? More Determination? Assessments? Accountability? Competition? Killer Product?

Lead Rank 188

Lead Rank Incentives Incentive Sports 188

Partners in Excellence

FEBRUARY 8, 2022

” 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. There are surveys for sellers covering things like prospecting, pipeline management, closing, sales process.

Survey 92

Survey Hiring Territories Incentives 92

Emissary

SEPTEMBER 27, 2021

During the sales process, your organization did a lot of hard work to uncover your client’s needs and link a range of possible solutions to those needs. Over the course of a many-month sales cycle, that was refined into an acceptable solution. Looking to Refresh Your Quarterly Business Review Process? Your QBRs lack “B.”.

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Exercises Demand Generation Agencies How To ROI 245

No More Cold Calling

APRIL 20, 2017

I tried coaching, I tried demonstrating, and I tried setting goals and incentives. Account execs are the ones who forge strong relationships during the sales process. Sales reps won’t ask for referrals until they get over their fear of call reluctance. They all agreed that referrals were the best way to work.

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Cold Calling Referrals Sales Qualified Lead Promotion 249

Highspot

NOVEMBER 21, 2023

Responsibilities of a Sales Manager Qualities You Need To Go From Good To Great Sales Management Strategy for Sales Managers The Importance of Sales Coaching And Training What Does Sales Manager Success Look Like? This is the only way a sales manager can onboard, train, and coach their sales team.

Sales Management 52

Sales Management Strategy Lead Rank Coaching 52

Marc Wayshak

MAY 25, 2022

Align incentives. One of the biggest barriers to creating a truly high-velocity sales team is lack of alignment. Aligning incentives is the backbone of any successful sales management training initiative. Sales process. This sales management training tip goes back to the idea of career progression.

Hiring 62

Hiring Sales Management Training Lead Gen 62

Xactly

JULY 2, 2018

Watch the webinar, "Incentivize to the Power of Xactly: Life of a Sales Leader," to learn how to drive the right rep behaviors using Xactly Incent. It’s easy to get lost in the details, but in the long run, sales reps must look at the big picture. Role in decision-making process. Watch Webinar. Keep Your Eye on The Prize.

Coaching 51

Coaching How To Negotiation Objections 51

Hubspot Sales

OCTOBER 20, 2020

Legendary football coach Vince Lombardi was an absolute goldmine for awesome quotes — one of the best ones being, "We didn't lose the game; we just ran out of time.". Could you be hands-off and still expect them to figure out your sales process? Prizes can be valuable incentives to motivate your sales rainmakers.

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Commission Incentives Incentive How To 102

The Digital Sales Institute

JANUARY 9, 2019

It focuses on educating and motivating the sales team to take ownership of their own goals, and to achieve these goals by following a set of sales effectiveness guidelines. Sales Performance Improvement should not be confused with sales training or incentives. Provide Good Sales Leadership and Management.

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Incentives Incentive Sales Leadership Guidelines 56

Highspot

MARCH 18, 2024

Sales teams often face hurdles in hitting targets and meeting revenue growth expectations. Luckily, tech advances have paved the way for new solutions to refine sales processes and improve performance. Enter Artificial Intelligence (AI) sales tools – a breakthrough development in the world of sales.

Sales Tools 52

Sales Tools Tools Lead Rank SAP 52

SBI Growth

NOVEMBER 30, 2013

If someone scores a “1” in this area, haven’t you already coached them out? Do This Instead: Evaluate your Sales Process. Is your Sales Cycle getting longer or shorter? Is your average sales price (ASP) increasing or decreasing? This blog helps you assess your sales process and evaluate if it still works.

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Policies Incentives Incentive Channels 303

Crunchbase

FEBRUARY 16, 2021

Oftentimes, sales leaders put together contests in an effort to boost engagement, but they tend to get a short-lived spike in energy that fizzles out fast. Let’s take a look at how sales leaders can use sales gamification and coaching to deliver an engaging experience that lasts. In sales, it is essential to set goals.

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Competition Hiring Motivation Incentives 59

Miller Heiman Group

FEBRUARY 27, 2020

Nearly a quarter of organizations report spending $500 or less on training each manager , focusing their attention on seller skills such as sales process, methodology and CRM usage. Enabling sales managers through coaching, content and training is often an afterthought.

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Hiring Sales Management Company Ideal Customer Profile 96

Janek Performance Group

MARCH 12, 2024

What matters is the potential mentor’s approach to sales and prospecting. In addition to regular training sessions, coaching, and job shadowing, you should teach every salesperson how to leverage technology and use it as a tool to keep track of data and accelerate the sales process. Reinforce the training.

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Hiring Sales Talent Compensation Lead Rank 62