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. Let’s get into it!

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The Spiff Blog

NOVEMBER 10, 2022

The sales commission process plays an important role in motivating sales teams and therefore drives top line revenue growth— arguably the most important metric organizations track. There are many benefits to implementing sales commission software, but we’re going to focus on the four most important.

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Canidium

SEPTEMBER 21, 2023

Most solution comparison articles compare software from two different companies. In this case, we're comparing two SAP solutions: SuccessFactors Compensation Module and SAP SuccessFactors Incentive Management (previously SAP Commissions).

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The Spiff Blog

AUGUST 19, 2022

The only remedy is a formal incentive communication strategy. This post will show you how to deconstruct your current sales compensation process to ultimately build a more effective incentive communication strategy. Start from commission plan development all the way through how you handle disputes. Let’s dive in!

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The Spiff Blog

JULY 20, 2023

Most organizations recognize that their sales commission process isn’t perfect. Companies aren’t ignorant of this problem– many are trying to improve their commission process, as evident by the recent surge of businesses hiring sales compensation managers ( source ). You focus on tedious but incredibly detail-oriented manual tasks.

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The Spiff Blog

JANUARY 26, 2023

If your sales team is struggling to hit their numbers and you’ve already considered training, enablement, technology, and other more obvious avenues, it might be time to take a look at your sales commission structure. But, how does a sales leader or finance professional go about designing a winning commission structure?

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Hubspot Sales

DECEMBER 29, 2021

Incentives are natural motivators — and sometimes, some "natural motivation" is exactly what your salespeople need to perform to the best of their abilities. That's why several companies leverage something known as incentive compensation : the practice of offering financial rewards for professional excellence. Annual Incentives.

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The Spiff Blog

AUGUST 4, 2022

Today we’re here to solve your most pressing sales commission woes. We address the following pain points: Difficulty keeping track of complicated commission plan details. Constantly having to field questions and disputes because reps still don’t understand their commission structure. Let’s jump into it! Final Thoughts.

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Sales Hacker

AUGUST 26, 2021

get paid commissions at 8%. get paid at 12% commissions. Complexity aside, a lot of reps have had at least one experience wherein their overall commissions didn’t match with all related criteria promised as part of the plan. You’re usually given guaranteed draws so that you get paid the incentive. hit your numbers ?

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Commission Compensation Incentives Incentive 95

The Spiff Blog

APRIL 7, 2022

Gone are the days when commission, bonuses, and incentive pay were accounted for as direct expenses. With all the complexities in ASC 606, your commission expensing process is more critical than ever. Here’s what you can expect: The Four Types of Commission Expensing Solutions: DIY Commission Expensing.

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The Spiff Blog

SEPTEMBER 14, 2023

Take commission plan creation, for example. Here’s an example: let’s say a female sales rep earns slightly less commission than one of her male counterparts and therefore doesn’t qualify for an accelerator. Recommended reading: Sell Like a Girl: Earn Less [+ Startling New Sales Commission Data] 2.

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The Spiff Blog

MAY 19, 2022

The right commission structure can motivate your SDRs to jump out of bed in the morning and take action while the wrong one can wreak havoc on your revenue and pipeline goals. What’s the best structure for an SDR commission plan? Determine Which Activities or Metrics to Tie to Commission. Let’s jump into it!

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Canidium

MAY 28, 2020

Insurance carriers are always trying to reduce costs and streamline their business processes, from on-boarding producers through compensation. However, they usually have silos of legacy business applications with multiple databases that increase operating costs.

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Salesmate

JUNE 4, 2021

One such practice is that of providing sales incentives to the salespeople. What are sales incentives? Call it what you will, incentives are what get people to work harder.” – Nikita Khrushchev . In simple terms, sales incentives are something that motivates your team to wake up in the morning and get to work.

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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. Commission plan. Nail the basics.

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The Spiff Blog

FEBRUARY 15, 2022

But if you use Excel for commission operations, you’re actually a programmer. However, unlike a typical software engineer, most people patching together complex formulas in Excel don’t actually realize they’re programmers. Dive into that rabbit hole, here: Why Your Commission Spreadsheet will Fail You at Scale.).

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Canidium

APRIL 20, 2020

Incentive compensation is an effective way that can result in such performance. Sales leaders are constantly trying to improve sales performance of their teams.

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Hubspot Sales

APRIL 24, 2019

If your sales organization is struggling to strike a balance between company requirements and the compensation needs of employees, it's likely time to reevaluate your compensation plan and commission structure. Luckily, I've compiled some resources for you to determine the best sales commission structure for your sales team or yourself.

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The Spiff Blog

JULY 21, 2022

If you’re reading this, it’s likely because you’ve made a regrettable software purchase or gone through a nightmarish buying process at some point in your career. And, unfortunately, your software buying woes may only get worse in the near future. Take commission software , for example. We’ve all been there.

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Canidium

SEPTEMBER 20, 2023

If you have chosen a software solution for your organization - incentive management, SPM, agent lifecycle management, cost price quote - your next task is to select the right implementation partner to deploy it.

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Sales and Marketing Management

MAY 31, 2020

What happens to the sales force and their commission-based structure? Is top sales talent at risk of leaving if they can’t earn commissions? . After all, an incentive plan cannot motivate employees if it is too complex for them to understand. Do their existing quota allocations still make sense in this new world?

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The Spiff Blog

SEPTEMBER 7, 2023

These pillars include organizational alignment, robust reporting, ongoing professional development, incentive compensation, and sales enablement. Incentive alignment : Shared goals enable the design of incentive structures that motivate sales reps while aligning with the broader success of the organization.

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Xactly

NOVEMBER 1, 2018

Under the new revenue recognition standard , companies must change the way they report revenue in their accounting for sales commissions. On Oct 17, we held a customer roundtable with Xactly Commission Expense Accounting (CEA) customers. The impact of all commissions paid. How do commission expenses get classified?

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Xactly

NOVEMBER 20, 2018

The commission accounting standard has been in effect for public companies since December 2017. Subtopic 340-40, known as “the incremental costs of obtaining a contract,” has a huge effect on how companies’ commission accounting. ASC 606 commission accounting requires any associated commission expenses to be amortized.

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The Spiff Blog

OCTOBER 19, 2023

For example, paying a high commission rate on a product that drives less profit than your other offerings might contradict an efficiency-first strategy. Recommended reading : How to Develop a Winning Sales Compensation Philosophy Compensation Transformation Tip #3: Personalize your sales incentive programs. The list goes on.

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Allbound

OCTOBER 16, 2019

Incentive programs are critical to any successful channel sales model. By inspiring or rewarding certain behaviors in your partners, incentives can help steer the course for any successful business relationship. Bronze partners may need stronger incentives than those offered to your gold partners. Switch up the reward.

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Sales and Marketing Management

MARCH 27, 2019

These average-performing reps spend nearly five weeks a year, or 10 percent of their time, checking their commission reports, trying to understand them. Sales incentives are meant to attract and retain top talent, keeping them engaged in their work. Integrating Transparency. Retaining Top Talent.

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Xactly

OCTOBER 18, 2018

Few leading indicators are more predictive of a company’s future sales performance than its incentive compensation plans. While multiple factors influence the effectiveness of your sales incentive compensation plans, 5 tips stand out: 1. Creating incentive programs that work require balancing multiple design choices.

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Xactly

JANUARY 2, 2019

Ultimately, the new compensation and incentive plans must successfully motivate the right sales behaviors to achieve goals, all while driving growth. In this post we’re sharing tips from Nuance Communication Commissions System Manager, Robert Walters. Meet The Expert – Robert Walters, Commissions System Manager.

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Hubspot Sales

SEPTEMBER 8, 2020

You’ve decided you need customer relationship management (CRM) software. These are just some of the reasons CRMs have become such an integral part of business success today and why so many companies have invested in finding the right software for their team. Many CRM software providers operate under a freemium model — like HubSpot.

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The Spiff Blog

APRIL 11, 2023

Through research, conversations with women in sales roles, and analysis of commission data , we’re committed to shining a light on this complex and nuanced issue. You may remember, a few weeks ago we unveiled our latest findings when it comes to the pay disparity between men and women in commission-earning roles.

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The Spiff Blog

MAY 31, 2022

Managing your biggest line item with disjointed commission spreadsheets or clunky legacy software muzzles efficiency, motivation, and ultimately growth. 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.

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Sales Hacker Training

SEPTEMBER 10, 2018

Creating a strong sales incentives program will help you attract and retain A-list sales talent, so it is worth putting in the legwork to create a strong plan. . So why do sales leaders overlook something as important as a sales incentives program? Creating a Winning Sales Incentives Program.

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The Spiff Blog

AUGUST 10, 2023

On the one hand, you’d love to be able to automate the more tedious and time-consuming aspects of commission management. If you’re tasked with managing commission plans , you typically face a steep learning curve, as you must become a master of the nuanced logic used to build and optimize plans. Eliminate the learning curve.

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Xactly

APRIL 9, 2018

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. Gartner’s VP of sales mentored me and taught me how sales reps think and act in regards to sales Comp and incentives.

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Xactly

APRIL 2, 2018

Whether a company is trying to grow or has reached the Enterprise level, the right sales commission structure can be the difference between hitting your goals or falling flat. Since sales is tasked with increasing revenues, incentives are an important part of achieving those goals. One thing smaller companies must prioritize is budget.

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The Spiff Blog

JUNE 1, 2023

For sales organizations, this type of clause or provision enables a business to reclaim commission or other performance based compensation paid to a salesperson, under specific circumstances. But, the sales rep who initially closed the deal might’ve received a substantial commission payment.

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