The Spiff Blog

DECEMBER 8, 2022

Throughout history, you see the best soldiers promoted to captains, the best athletes promoted to coaches, the best students promoted to teachers, and the list goes on and on. These are the ones you never hear about, good enough, but not great. Failure – I probably don’t need to do much explaining on this one.

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Compensation Motivation Sales Management Strategy 71

Xactly

DECEMBER 5, 2018

Sales compensation is a balancing act. First and foremost, you need to incent your sales team to close deals. Without the right incentives and fair pay, performance will suffer. But you also must pay reps at an affordable cost to your company. 6% of sales revenue), for every sale they make.

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Xactly

DECEMBER 10, 2018

Compensation drives sales behavior, which means your sales incentive plan is a critical factor in sales performance and objective achievement. The incentive compensation planning team faces the challenge of balancing executive priorities and designing incentives that motivate reps.

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Incentives Incentive Competition Compensation 79

No More Cold Calling

SEPTEMBER 21, 2017

Women in sales have everything they need to succeed. We know bias is there, but we can’t confront it until it’s stated and proven. It’s sneakier than gender discrimination or racial prejudice of old, but just as damaging for careers, relationship-building opportunities, and account based sales teams.

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Hubspot Sales

APRIL 24, 2019

Did you know 43% of workers would be willing to leave their companies for a 10% salary increase ? Compensation is an important factor in attracting and retaining employees, especially in sales. Imagine if almost half of your sales team left the company because of a poorly designed compensation plan.

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Xactly

OCTOBER 29, 2018

However, like any tool, the value of data analytics depend on how you use it. For sales organizations, sales performance data can be a useful tool to drive strategic planning and increase performance. . Start With the Right Sales Performance Metrics. There should be a correlation between tenure and sales performance.

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Data Top of Funnel Territories Compensation 85

Zoominfo

MAY 9, 2022

It wasn’t long ago that sales as an industry was driven largely by volume — more leads meant more prospects, which sometimes translated into more revenue. Today, sales is driven by insights. In an increasingly competitive business environment, organizations of all sizes are turning to sales engagement platforms to manage this workload.

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Scale Sales Automation Hiring ROI 130

Partners in Excellence

AUGUST 21, 2019

Many senior sales execs are starting their planning for next fiscal year. Can you help?” ” Of course I can help, but I always ask, “What makes you think it’s the compensation plan that’s standing in the way of sales performance? We need to change the comp plan to do this?”

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Hubspot Sales

OCTOBER 20, 2020

It's powerful, chilling, motivational, and applicable in every field or facet of life, and sales is no exception. As a manager, you're bound to have reps that go above and beyond — salespeople that take the proper steps to pursue perfection and catch excellence. How can you tell if a rep is truly achieving sales excellence?

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The Spiff Blog

JANUARY 12, 2023

I need you to do more with less. whether you agree with this mindset or not, you’ll likely be asked to follow suit at some point in your career. Where Your Seller Experience is Costing You. When sales reps are happy, engaged, and supported they’re able to provide prospects and customers with a better experience.

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Hubspot Sales

FEBRUARY 17, 2020

Not only is the product innovative, but it answers a direct need your customers have and your company is planning for it to be a hit with buyers and stakeholders. But how do you know how well your product is performing? That’s where measuring sales volume comes in. How to Measure Sales Volume.

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Xactly

DECEMBER 31, 2018

These bonuses pay employees based on individual tasks and thus, are highly motivating incentives. The saying “when you try and do everything, you do nothing” definitely rings true in this case. To be successful, these bonuses and objectives should stem directly from higher-level organizational targets.

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Incentives Incentive Compensation Top of Funnel 67

The Spiff Blog

AUGUST 25, 2022

Although all professions require a certain balance of skill and motivation, sales in particular relies more heavily on motivation than others. The reason for this is simple, sales is a numbers game. When a sales rep doesn’t have the necessary selling skills, leaders have options. Let’s jump into it.

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Hubspot Sales

JUNE 24, 2019

What does he see as some of the biggest problems in sales teams and scaling them? What does he see as some of the biggest problems in sales teams and scaling them? Where Can You Tie Sales Comp Plans to Customer Success? To Mark, a root problem is sales compensation. It’s republished here with permission.

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PandaDoc

APRIL 26, 2023

A sales process is crucial to any commercial organization looking to secure revenue and grow. To do so, you need to be able to attract top talent to succeed — just like with any other business department! So how do you strike a perfect balance between business goals and the compensation needs of employees?

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SBI

JULY 24, 2018

Sales reps love their CRM. In fact, who doesn’t love a good forecast session with their sales manager? Not only that, sales reps see tremendous value in the information reported back to them from the CRM. Not only that, sales reps see tremendous value in the information reported back to them from the CRM.

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CRM SAP Forecasting Incentives 95

Openview

FEBRUARY 5, 2018

As a sales leader, you are evaluated by the success of your team – for better or worse. If you can get these four things down, you’ll be well on your way to inspiring your team to new heights (and your business and career with it). This is the most important role of a leader (in any department, not just sales).

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Compensation How To Incentives Incentive 72

Sales Hacker

DECEMBER 12, 2017

With increasing focus on grit and many claims of meritocracies in organizations across the country, why does variable pay compensation even exist? On top of that, why are sales people some of the few employees subject to variable compensation structures? What is Variable Pay Compensation Anyway?

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Compensation Hiring Incentives Incentive 79

Partners in Excellence

MARCH 23, 2020

For those critical people that must come into the office (and there are few in sales/marketing that should be needed), make sure they are doing everything to be physically safe and you are protecting your facilities from things they may, inadvertently, bring with them. So what do we do?

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Highspot

APRIL 2, 2020

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. Why is sales operations important? What is the difference between sales enablement and sales operations? Sales operations roles.

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Sales Hacker

MARCH 30, 2021

This week on the Sales Hacker podcast, we speak with Neil Ringers , EVP of Revenue Grid. Neil’s experience includes a long history of sales leadership, primarily in the Salesforce ecosystem, and is now running revenue for Revenue Grid. If you missed episode 153, check it out here: Learning Drives Sales Effectiveness with Paul Fifield?.

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Sales Hacker

MAY 26, 2021

There are many moving parts in a successful sales organization. If you know that you love strategizing to increase sales but don’t want to be an account executive, sales operations may be the right place for you. What is Sales Operations? Why do we need Sales Operations?

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Gong.io

JULY 11, 2022

These are the luxuries afforded to the typical inside sales rep. Compare that to long days on the road stuck in traffic, in the air, or on your feet, trudging through the rain going from door to door, and you start to understand the appeal. What is inside sales? . Inside sales vs. outside sales .

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Hubspot Sales

OCTOBER 3, 2017

And in order to get quality leads, you’ll need to have quality people who specialize in generating and developing quality leads. But early on in younger sales teams, most of the reps take on all the responsibilities in the sales process -- from prospecting to closing. You want to have a Super-Bowl-winning football team?

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Partners in Excellence

JANUARY 17, 2014

As is usual this time of year, I’ve been involved in lots of discussions of incentive and commission plans–both last quarter as people plan for the new year, and now as these plans are being introduced at Sales Kick Off Meetings. and the lists go on and on.

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The Spiff Blog

APRIL 7, 2022

You also have to follow some incredibly complex directions if you don’t want to get stranded by the side of the road (or fined by the SEC). Gone are the days when commission, bonuses, and incentive pay were accounted for as direct expenses. Functionality that allows you to drill down into commission data. Think about it.

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Close.io

JUNE 20, 2018

On top of that, you don’t need to pay for a giant office space, meaning employees can be compensated better; your employees don’t have to suffer through a morning commute, giving them more time to execute; and everyone has the freedom to work wherever they feel comfortable. These things aren’t so easy with a remote sales team.

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Highspot

AUGUST 2, 2022

When you work in sales, it’s not enough to just meet your goals. You want to exceed them, expand them, and then exceed them again. To truly maximize revenue, the sales team requires a style of management that uses collaboration, analysis, and a proactive approach. What Is Sales Performance Management?

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No More Cold Calling

MARCH 3, 2016

And those are all great qualities for women in sales. The bulldog in question is Amy, director of sales strategy at a large B2B software company. She has both a deeply rooted sense of integrity and an unbounded passion for sales. If you wouldn’t buy what you’re selling, that’s a problem,” says Amy. “If

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The Spiff Blog

MARCH 16, 2023

Last week we explored gender bias in sales. Today, we’re continuing the conversation by celebrating a group of incredible women from a variety of sales organizations who have made their mark in the world of sales. In doing so, we hope to show the next generation of women that sales is a viable career path for women.

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LeadFuze

JULY 13, 2021

Worrying about how to handle sales rejection? In time though, you’ll get used to it and realize that it’s part of the business. For now, let’s first talk about what sales rejection is. . What is a Sales Rejection? You’ve been rejected a number of ways in life before you even got into sales, right?

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How To Top of Funnel Decision Maker Face-to-face 98

Xactly

JULY 25, 2018

The same goes for young sales professionals. As part of a sales organization, you’ll have peers, managers, and executive leaders that can offer advice and provide guidance in your field. First, having a solid educational foundation with an undergraduate and graduate degree is key, but you should not stop there.

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Partners in Excellence

JUNE 5, 2019

Recently, I reread an article by Brian Halligan, Replacing The Sales Funnel With The Sales Flywheel. Commissions (how that applies, I don’t know, but it is an interesting discussion). There one area I will quibble with: It is the notion, “the more force you apply in more place, the faster it spins.”

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Top of Funnel Funnel Lead Rank Commission 90

Xactly

MAY 7, 2018

Sales compensation is one of the most important components of sales planning. Sales operations and compensation professionals must compile a team to piecing together metrics and goals, which carries an incredible amount of responsibility. Time in sales compensation: 11 years. Who: Padmaja Chavali.

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Your Sales Management Guru

DECEMBER 26, 2017

The Sales Manager Boot Camp. Becoming a new sales leader is overwhelming. Suddenly you go from having a quota to managing the quotas of multiple people. You must quickly learn how to juggle the needs of your salespeople with the demands of your organization’s leadership. Starts 1-19-18.

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The Spiff Blog

MAY 5, 2022

Welcome to our Meet the Team series, where we introduce you to the people behind the Spiff brand. Whether you’re working with us or just browsing our website, our people are our most important asset—so getting to know our team means getting to know Spiff. Trevor is a Utah native who loves everything the state has to offer!

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Marc Wayshak

MAY 25, 2022

Do you manage a sales team or an organization that has a sales team? If so, you might often find yourself thinking, “I feel like with just a couple of small tweaks, we could be making so many more sales…”. If this sounds familiar to you, you’re not alone. Scalable offering. Career progression.

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