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. You know, the pyramid we all studied in Psych 101?

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Steven Rosen

AUGUST 26, 2021

Do Your Reps Know and Understand Their Compensation Plan? I hope by now you or the head of sales has rolled out the compensation plan. Salespeople need to understand how they are being compensated. It has been proven in multiple studies that highly engaged sales reps create highly engaged customers.

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Xactly

JULY 26, 2018

Figuring out sales compensation is not for the faint of heart. WorldatWork recently partnered with Xactly to share three best practices for sales compensation. While the ins and outs of sales compensation may complicated, sales operations teams can implement several best practices to navigate complex processes more successfully.

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OutboundView

JANUARY 19, 2024

Unlike other leaders or AEs, SDR managers often face different compensation structures, making it hard to attract and retain talent. Quick Case Study A client of ours ramped up to 6 full-time internal SDRs and an SDR manager over a six-month period. Meaning a subpar manager can significantly impact the team’s potential.

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Xactly

AUGUST 8, 2018

Sales and Finance leaders typically deal with limited insights, convoluted systems, and employee demands wherever compensation is concerned. In a recent webinar with CFO Alliance, we reviewed the findings of the study. The study in review was distributed to more than 7,000 CFO Alliance members. Incentive Compensation.

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InsideSales.com

SEPTEMBER 11, 2019

Keep reading to check out some of these sales research studies that will help you gain some insights into what makes a successful sales team. The post 4 Fascinating Sales Research Studies You Should Know By Heart appeared first on The Sales Insider. A Dynamic […].

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Sales 2.0

MAY 14, 2020

A couple pieces of research data: Xant (formerly InsideSales.com): in a 2017 study Xant found sales people spend an average of 36.6% Accenture: An Accenture study found roughly similar results, with 15% of a reps time allocated to research. More sales bring more compensation, which gives you more to invest etc.

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HeavyHitter Sales

MARCH 17, 2015

  How Compensation Impacts Sales Organization Quality and Performance.     Salespeople and sales leaders alike know that compensation can be a strong motivator, but it usually comes at a high budgetary cost. This study explores the answer to that question.   Exciting New Sales Organization Research!

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Miller Heiman Group

JANUARY 14, 2020

In “ Finding an Extra Gear: The 2 nd Annual CSO Insights Sales Operations and Technology Study ,” researchers from Miller Heiman Group lay out the sales operations best practices that companies need to pursue to grow this critical sales function. The new study found that sales operations’ already-expansive ecosystem continues to grow.

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Xactly

MAY 24, 2018

Sales compensation is one of the most costly investments enterprises make every year. From our years in the compensation space, we’ve found that 45% of compensation plans actually drive the wrong sales behaviors. In other words, 45% of the time, compensation plans are leading to missed selling opportunities.

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Sales and Marketing Management

MARCH 27, 2019

There’s a simple solution that will help streamline this issue and create more time for sales reps to spend actually selling the product or service: implement a sales and compensation system that’s transparent and easier to understand. Lack of transparency can also lead to inaccuracy within a company’s compensation calculations.

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No More Cold Calling

DECEMBER 29, 2017

Those adoptive businesses can build stronger employee engagement with the company’s goals, according to a study sponsored by Humana and The Economist Intelligence Unit (EIU). The Humana/EIU study also confirmed that stress remains a severe health problem in the workplace. So, what’s thwarting increased participation?

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Xactly

OCTOBER 18, 2018

Compensation and incentive pay plays a big role in the success of a sales organization. In a recent survey with Salesforce and the CFO Alliance, we found that when faced with incorrect compensation payments and increased turnover, 50 percent of companies don’t adjust their forecasting or compensation plans.

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Sales and Marketing Management

OCTOBER 29, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. In this study, top managers brought in an average $3.5 Author: BRAD WILSTED Companies pour enormous resources into growth.

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Sales and Marketing Management

OCTOBER 22, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. In this study, top managers brought in an average $3.5 Author: Brad Wilsted Companies pour enormous resources into growth.

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Alice Heiman

OCTOBER 6, 2021

On this episode of the Sales Talk for CEOs Podcast, Alice speaks with Chris Cabrera, CEO of Xactly , which provides automated compensation for large sales teams. He was named the “Alumni Entrepreneur of the Year” by the Lloyd Greif Center for Entrepreneurial Studies at the USC Marshall School of Business.

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OpenSymmetry

FEBRUARY 23, 2017

However, automation is not necessarily the answer to all sales compensation problems – in fact, a new shiny tool could be a huge investment that only helps the company make the same mistakes faster. Take a fresh look at your sales compensation processes before considering the investment of a new tool. Don’t know where to begin?

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Xactly

MARCH 22, 2018

Being a sales leader is no easy task, and it takes a lot of strategy and collaboration with sales operations to be incredible at sales compensation planning. Moving your middle even slightly can yield impressive results for a company, and there are many readily available studies to support this. Why Focus on Motivating the Middle?

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OpenSymmetry

JULY 20, 2016

In some cases, incentive compensation (IC) methods have evolved to align with new regulations regarding specific sales metrics. However, a recent article from the Harvard Business Review suggests the stagnant methods of pharmaceutical sales rep compensation may be the root cause of an even bigger public health issue.

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OpenSymmetry

JULY 20, 2016

In some cases, incentive compensation (IC) methods have evolved to align with new regulations regarding specific sales metrics. However, a recent article from the Harvard Business Review suggests the stagnant methods of pharmaceutical sales rep compensation may be the root cause of an even bigger public health issue.

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The Center for Sales Strategy

JUNE 7, 2021

The 2020 Media Sales Report studies the landscape over the past year, including the expectations for sales managers and the strategies deployed by media salespeople to assess their effectiveness across six key topics: Sales Department Structure (Size and Compensation). Training and Development. Appointments and Sales Process.

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SBI Growth

NOVEMBER 24, 2012

The purpose of every incentive compensation plan is to influence the actions of sales reps. HR leaders should act now to align the compensation plan with the customer's interests. Incentive compensation is intended to reward specific behaviors of the sales force. However, these studies focus on customer attitudes.

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SBI Growth

FEBRUARY 5, 2014

Are the compensation mechanisms driving the right behaviors?" To make your assessment easy, SBI has created a 10-point Compensation Inspection tool. Read on to understand the mechanics of effective sales compensation. How Important is Compensation? Too many companies treat sales compensation as a once-a-year review.

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Zoominfo

JULY 25, 2022

A study by Great Place to Work found that productivity increased sharply at the start of the pandemic in 2020. Compensation Going beyond the basics of benefits and compensation, by covering additional costs of difficult times helps employees feel more engaged at work.

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Costello

OCTOBER 30, 2018

As a sales manager at Axial, I realized how important case studies are in the sales process. In the following conversation, Julian discusses how success stories can influence the sales cycles, gives best practices on creating winning case studies, and shares his advice on creating a success story-focused sales process.

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Sales and Marketing Management

MARCH 23, 2018

But I’ve never seen a commission model used to calibrate their compensation. For years, the idea of compensating marketing and communications professionals based on their business impact wasn’t possible because the data wasn’t able to support such an approach. Those same marketers received sizable discretionary bonuses as a result.

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The Center for Sales Strategy

APRIL 28, 2021

One study even found that it surpasses the obstacles of recruiting, hiring, and onboarding. Sales managers try various things to hit their targets: hiring more reps, reassigning territories, changing compensation plans… and more. Increasing sales productivity and performance is a top challenge for any sales leader.

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SalesFuel

FEBRUARY 29, 2024

The study revealed that firms that are “profit-minded” created negative feelings among the greatest number of respondents (almost 40%). Transparency in compensation and important decisions. The staff of the Illinois Supreme Court on Professionalism, “2Civility ,” offers educational programming and resources to that end.

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John Barrows

MARCH 5, 2020

And what are some things that you studied while you were in marketing that help you and your SDR leadership role and as an NSS sales rep? Compensation Plans. Morgan: Are you going to see where people are going to be compensated more on pipeline that they source that’s getting close? Morgan: You mentioned marketing.

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The Spiff Blog

AUGUST 22, 2023

Analyze and modify your compensation plans. Speaking of resource-heavy initiatives, let’s talk about sales compensation. RevOps plays a key role in determining the ROI of sales compensation programs. Recommended reading : How to Use Clawback Clauses in Your Sales Compensation Strategy 4. Erase silos between GTM teams.

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OpenSymmetry

JULY 27, 2015

Fred Sass, Worldwide Marketing Executive for the Sales Performance Management (SPM) division IBM and Laura Roach, Senior VP of Marketing and Customer Success, OpenSymmetry invited Erin Harris, Executive Editor of Integrated Solutions for Retailers to join them in sharing their expertise in securing market share through Incentive Compensation.

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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. Creating the perfect sales compensation plan isn’t easy. Research sales compensation benchmarks to ensure your rates are comparable. But, don’t just take our word for it!

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Smooth Sale

JANUARY 5, 2023

A recent study shows that manual handling accidents cost businesses around $1100 per employee in compensation claims and medical expenses. A recent study shows that manual handling accidents cost businesses around $1100 per employee in compensation claims and medical expenses. Photo by ArtisticOperations via Pixabay.

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The Center for Sales Strategy

FEBRUARY 19, 2020

The 2019 Media Sales Report studies the landscape over the past year, including the expectations for sales managers and the strategies employed by media sales professionals to assess their impact across five key topics: Compensation and Sales Team Size. Training and Development. Number of Appointments and Sales Process.

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Report Media Compensation Survey 86

Zoominfo

MAY 12, 2020

In fact, according to a study by LinkedIn, compensation isn’t even among the top four reasons why people quit a job. Could the opportunity benefit them with more recognition, greater challenges, a better work/life balance, potential travel, or more compensation? There’s a reason people change jobs—and it’s not always money.

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SBI Growth

APRIL 5, 2013

There are four main ways to sell the boss on your idea: Accomplish His Objectives (with your solution): He cares about his compensation. Dave got compensated on revenue and EBITDA. But he advanced his idea with testimonials and case studies. Compensation plan change? And it can help navigate the political landscape.

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Janek Performance Group

DECEMBER 28, 2021

More importantly, content, such as blogs, white papers, and case studies, helps buyers see sales reps and their organizations as trustful advisors at the forefront of their industry. The Pros and Cons of Different Sales Compensation Plans. As such, top sales organizations know their talent is only as good as their compensation plans.

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