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. Don’t neglect retention after an upswing. Retention is important in good times and bad times.

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Groups Conversion Commission Lead Rank 67

Zoominfo

MARCH 21, 2022

Faced with increasingly stressful work environments, many workers are leaving lower-paying roles to pursue jobs with better compensation. Data from Indeed, the recruitment platform, indicates that between July 2020 and July 2021, searches for vacancies advertising such incentives increased by 134 percent. and 4.5 %, respectively.

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SBI Growth

SEPTEMBER 23, 2013

Territory design, quotas and compensation plans. Steve is a VP of The Americas of a large enterprise software company. Change the compensation plan to incent new logo growth by adding an accelerator. Increase base pay by 7-9% across the board to help with retention. Compensation plans come last not first.

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Hubspot Sales

JUNE 24, 2019

To Mark, a root problem is sales compensation. This was an epidemic in pre-SaaS software (and still happens, even in SaaS). It reduced the friction to implement software or move to a different vendor if one overpromised. People understand this intuitively, but our sales compensation plans haven’t caught up.

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The Spiff Blog

JANUARY 12, 2023

Let’s address something that, although obvious, often goes unstated during conversations about sales compensation. Something else to consider: A shocking 89% of sales turnover is caused by deficient or unclear compensation ( source ). How to Motivate Sales Managers with Compensation Strategy. Get involved with hiring processes.

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Growbots

SEPTEMBER 19, 2018

When salespeople do leave a company, the top five reasons are : Salary and compensation. Building a retention strategy that hits some of these key pain points can help ensure that you are retaining your best salesperson. Avoid changing your compensation structure. Most salespeople are driven by financial incentives.

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Openview

JANUARY 14, 2019

Software that’s sold with a traditional license and maintenance contract is rapidly taking on dinosaur status. Clearly, the software as a service (SaaS) model is here to stay; most vendors that sell via the long-established model need to contemplate making the switch. The Pros and Cons of Using One Rep.

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Sales Hacker

MAY 26, 2021

If you love seeing results and helping sales teams get paid, focusing on performance and sales incentives is up your alley. Here, you can use your sales operations skills to get into your reps’ heads by creating compensation and incentive plans. This function supports the implementation of sales methodologies and best practices.

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Xactly

DECEMBER 12, 2018

Accurate quota allocation impacts your team’s ability to achieve their anticipated incentive compensation. This, in turn, affects rep satisfaction and—ultimately—the retention of your top performers. Advanced and automated territory mapping software ensures that data provides the foundation for your territory alignment.

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The Spiff Blog

JUNE 29, 2023

Managing sales compensation is both a highly complex and highly consequential responsibility. The design and execution of a sales compensation program directly influences the performance and morale of a sales organization, as well as the overall financial success of a company at large. What is a Sales Compensation Manager?

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The Spiff Blog

JULY 28, 2022

He soon discovered he had a passion for technology and software! She made the decision to embark on a career in Customer Success and throughout her journey has done just about every tactical role possible with accounts ranging from training, implementing, driving adoption, expansion and retention. Vincent Cifelli, Solutions Engineer.

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Hubspot Sales

MARCH 21, 2019

And sales leaders use these metrics to track progress toward goals, make decisions and plans, adjust compensation, award bonuses and incentives, and identify issues before they become large problems. Sales Dashboard Software Providers. calls, emails, meetings), new accounts, generated MRR , and customer retention numbers.

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The Spiff Blog

MARCH 10, 2022

At Spiff, transparency is baked into everything we do, from the software we build, to the way our team operates. This is equally true with hiring as it is with employee retention. That’s why we’ve committed to documenting and sharing our progress and intentions when it comes to cultivating a diverse and inclusive hiring process.

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Sales Hacker

OCTOBER 30, 2018

Amy Appleyard is an experienced, strategic sales leader with demonstrated success in overseeing cross-functional teams to improve the customer experience, drive sales and increase retention in both Distribution as well as SaaS-based sales organizations. Andrea Austin – VP at Nokia Software | Published Author.

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OpenSymmetry

JULY 17, 2015

Software-as-a-Service (SaaS) is generally thought to be a challenge for incentive plan designers – but is this true – why is it important and what are some of the key considerations in getting the design right? SaaS sales models are a challenge as an incentive designer, sales operations or finance for a number of reasons.

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Chorus.ai

MARCH 5, 2021

Setting clear goals for your sales strategy is just as important, helping establish company-wide performance expectations and giving your salespeople the incentives they need to excel. Whether times are stable or chaotic, retention is a proven strategy for keeping your company in a secure place. Step 1: Set clear goals.

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Allbound

SEPTEMBER 12, 2018

As AppDirect co-CEO Daniel Saks points out , “80% of on-premise software vendors operate a channel program to enable other companies to sell their products, while only 20% of SaaS vendors operate similar programs.” Every software company is different, and likewise, every partner program is different. 3 Types of SaaS Partner Programs.

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The Spiff Blog

SEPTEMBER 5, 2023

When your job is to design sales compensation plans , it’s easy to feel like you’re stuck in a maze of uncertainties. You care about getting a raise this year, and you also worry about your company’s overall performance, as the business’s success may play a factor in how every employee is compensated.

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Sales Hacker

NOVEMBER 19, 2018

Building out career ladders and incentives to drive retention and performance. That’s Aircall , your advanced call center software, complete business phone and contact center, 100% natively integrated into any CRM. A criteria for selecting the right early stage business to join. The impact of culture on future growth.

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The Spiff Blog

JULY 14, 2022

Nearly half of full-time workers in the United States report their employers discourage or ban discussing compensation ( source )— in spite of formal pay secrecy policies being illegal in the private sector for almost a century. Wages used to be kept quiet to promote teamwork and diffuse tensions over minor differences in compensation.

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Bigtincan

SEPTEMBER 8, 2021

This is, fundamentally, a technology and software question: What software is being used to share content with the sales team? Delivering the right content to the right people, finding the right content when you search, setting permissions so the right people can edit the right content are all dictated by software.

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Xactly

OCTOBER 3, 2018

While this may sound like a huge task to overcome, it can be done much more efficiently and effectively with sales rep management software. Consider your sales incentive plan –it works in the same way. A little can go a long way with incentives. Take Advantage of Sales Rep Management Software.

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The Spiff Blog

JUNE 16, 2022

The psychology behind compensation plan design usually focuses on behaviors to encourage or discourage. Data visualization is one of the most powerful tools at your disposal when it comes to creating compensation plans that motivate employees. Why traditional compensation processes are failing you. Let’s dive in! Absolutely.

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The Spiff Blog

APRIL 21, 2022

Compensation is the biggest line item at any organization, but leaders often overlook the processes behind it— including commission calculation and commission management processes. And, 89% of sales turnover is caused by deficient compensation ( source ). In B2B sales, the average turnover rate is a whopping 35% ( source ).

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The Spiff Blog

DECEMBER 14, 2023

According to recent Deloitte research, the most worrisome challenges identified by CFOs are execution risks to their strategies/transformations, and talent risks, including retention and well-being ( source ). Or, consider the growing issue of talent retention. Capitalize on positive word-of-mouth.

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The Spiff Blog

OCTOBER 12, 2023

How well can you explain (or defend) the way your company compensates sales employees? In today’s world, where pay transparency and compensation fairness are increasingly in the spotlight, sales employees and high-quality job candidates want to know more than just “how” your sales reps are paid. Let’s get into it!

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Crunchbase

JULY 27, 2022

Performance and incentive program management. Often, sales ops oversee sales reps’ salaries, bonuses and other incentive programs that impact their current or future earnings. Sales ops will also work with IT in choosing and enhancing the company’s customer relationship management software. Be a full-spectrum sales ops team.

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The Spiff Blog

MARCH 14, 2023

About Spiff Spiff is a new class of software that creates trust across the organization by delivering real-time automation of commission calculations and motivates teams to drive top-line growth. If you don’t want to listen to hour-long shows only to leave with just a few minutes worth of actionable advice, here’s the antidote.

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LeadFuze

MAY 17, 2021

This means staying up-to-date on new sales software that can make everything from lead generation to maintaining client relationships easier. Even though it doesn’t seem like it, finding the right software helps to improve your sales manager skill set. This is where great sales software can really come in handy.

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Paid Content Sales Management Hiring Lead Rank 98

Xactly

SEPTEMBER 17, 2018

Download the "2018 Sales Compensation Administration Best Practices Executive Guide," for incentive compensation trends, best practices, and tips to drive the right sales behaviors to kickoff your sales compensation planning. Be Competitive with Compensation. Embrace Your Inner-Child. Be Stingy with Meeting Time.

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Hubspot Sales

AUGUST 27, 2020

This encourages your sales team to find opportunities to make additional sales with current customers, such as additional software or a larger subscription plan. Retention Contest. This encourages your sales team to boost your customer retention and, therefore, your ROI. Gift Card. Electronics or Equipment. Winner's Choice.

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Marketing Qualified Lead Retention Motivation Lead Rank 120

Close.io

OCTOBER 29, 2018

And with the addition of our predictive dialing call automation software, you’ll drastically cut down on the amount of time spent listening to dial tones. Financial incentives always help. Adding the right incentives into the mix will create a powerful combination with a direct impact on sales productivity. Reduce meeting time.

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Sales Hacker

DECEMBER 8, 2017

Powerful buyer influence of software review sites like G2Crowd & Capterra. SaaS was the end of forms based software. Focus time, budget, and other resources on fostering customer relationships, support, and retention. Adopt a millennial-focused incentives and promotions scheme. AI is the backbone of dynamic coaching.”

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The Spiff Blog

JULY 27, 2023

Here’s why: SDR Retention & Engagement 52% of companies reveal that the average tenure within their SDR organization is less than a year ( source ). Given this context, it’s clear why formalizing a career progression strategy would have a significant impact on SDR retention and engagement.

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