The Spiff Blog

FEBRUARY 9, 2023

These functions include territory management, goal setting, capacity modeling, forecasting, sales performance improvement, seller experience, and countless other exercises that set a business up for success– or failure. In fact, optimizing territory design can increase sales by 2 to 7% each year ( source ).

Quota 70

Quota Revenue Lead Rank Territories 70

Pointclear

MAY 14, 2018

Territory Adjustments. Salespeople expect there may be territory adjustments at the beginning of a year. Yet, when done across the board in many territories, especially mid-year, you can expect a major hiccup in sales momentum as salespeople judge the consequences, adjust their schedules, meet new accounts and prospects, etc.

Territories 124

Territories Quota Sports Compensation 124

No More Cold Calling

SEPTEMBER 15, 2011

Next, we gave them a phone, a list, and a desk and expected them to figure out how to build their territory fast enough and well enough so that they could make the kind of money we promised them. And you know I believe in referral sales to guarantee your salespeople’s success.). Right Tools, Right Results.

Hiring 248

Hiring Territories Salary Social Media 248

SBI

MAY 10, 2018

OpsPanda integrates with CRM and other sources systems and can pull in data such as pipe and closed deals together with rep assignments and territories to provide a comprehensive view of an enterprise’s critical asset, its sales organization.

Forecasting 139

Forecasting Sales Forecasts Hiring Territories 139

MarketJoy

AUGUST 22, 2023

They are experts in their respective fields, but when it comes to branding, sales, marketing, and CRM automation, they often find themselves in uncharted territory. This guarantee, coupled with their result-oriented approach, ensures that you’re not just spending money – you’re making a worthwhile investment.

Outsourcing Services 52

Outsourcing Services Customer Buyer Intent Intent Data 52

criteria for success

JUNE 12, 2020

If you’re exploring the possibility of going “remote,” adding new territories, or if you’re already managing a remote sales team, this eBook is here to help guide you. emails are guaranteed to: Reduce salesperson workload by streamlining the follow-up process. Email Template. Use our D.E.A.L. Download Now. Template: D.E.A.L

Guarantee 52

Guarantee eBook Territories Follow-up 52

Xactly

JULY 19, 2018

The draw against commission is a “guarantee,” paid with every sales paycheck. It is generally used to get sales reps through times of sales uncertainty, where they may experience decreased cash flow due to inexperience within a particular territory or product as they ramp up. Draw Against Commission Definition.

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Commission Hiring Incentives Incentive 83

BuzzBoard

DECEMBER 22, 2022

As stated in the press release, the upcoming Advantage Illinois (AI) Loan Guarantee Program has been approved to enable small businesses to obtain financing more conveniently. Back in September, California Governor Gavin Newsom announced $1.1 which happen to be the key industries.

Demand Generation 52

Demand Generation Demand Generation Targets Small Business Small Business 52

Hubspot Sales

JUNE 27, 2022

Let's say a major retailer sells mattresses in a specific territory. That said, there's no guarantee that the strategy pan out that conveniently. Here's a hypothetical example to help you get a better picture of how predatory pricing works. How Predatory Pricing Works. That's how predatory pricing works in a nutshell.

Retail 83

Retail Discount Consumer Competition 83

BrainShark

AUGUST 24, 2022

Territory Management. Download the blueprint for better sales onboarding to develop a plan that ensures reps not only complete their onboarding but master key competencies and guarantee long-term results. Territory Management. Ensure your sales reps are engaged in the right messaging based on their territories.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

criteria for success

JUNE 12, 2020

If you’re exploring the possibility of going “remote,” adding new territories, or if you’re already managing a remote sales team, this eBook is here to help guide you. emails are guaranteed to: Reduce salesperson workload by streamlining the follow-up process. In fact, remote teams can be incredibly successful. Template: D.E.A.L

eBook 52

eBook Guarantee Territories Follow-up 52

BrainShark

MAY 31, 2023

Follow The Blueprint for Better Sales Onboarding to efficiently and effectively onboard your sales team to guarantee long-term results. Using a more holistic or arbitrary metric such as time to competency naturally compensates for variables across organizations such as territory, products, and customer base (enterprise vs. mid-market,etc.).

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Hiring Sales Talent Scale Sales Enablement 62

SBI Growth

AUGUST 27, 2012

Every top performer has experienced the dreaded year-end “opportunity drop,” which from the rep’s point of view includes: The most rewarding territories are “re-balanced’ (split up). What opportunity (accounts, industry or geography) does the new territory hold? Is there an adjusted quota or a guarantee? Who are the customers?

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Compensation Commission Territories Quota 244

Apptivo

DECEMBER 12, 2022

In most countries, laws and regulations make a business duty bound to provide after-sales service and it is imperative to meet Guarantee and Warranty terms under which the product has been sold. At scale, FSM will help to be organized and is essential for effective and efficient management of your business operations.

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Software Software Scale System 98

criteria for success

JUNE 5, 2020

If you’re exploring the possibility of going “remote,” adding new territories, or if you’re already managing a remote sales team, this eBook is here to help guide you. emails are guaranteed to: Reduce salesperson workload by streamlining the follow-up process. In fact, remote teams can be incredibly successful. Download Now.

Film 52

Film Lead Rank Lead Scoring eBook 52

SalesLoft

OCTOBER 6, 2017

This process allows them to select specific people based on their role, territory, or when they were added to your Salesforce account. Say your SDRs are divided by territories and they are only reaching out to people with the title “manager.” This way you can guarantee your contact and account data are accurate and correct.

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Maximizer Territories SalesForce Guarantee 52

Mindtickle

DECEMBER 16, 2021

Examples of pre-work activities you can assign each rep include: Pre-recorded territory plans: Record a territory review before SKO, enabling productive discussions. That way you can show up, execute, and enjoy an epic event that’s guaranteed to energize your team to break new sales records! .

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Everest Sales Enablement Territories Exercises 52

Bigtincan

OCTOBER 11, 2021

So if your enterprise has a special product catalog for the southwest sales territory, the search would automatically surface documents that apply to that territory. And internet service is not always guaranteed. And best of all, the Bigtincan Learning training platform is designed for mobile training and offline use.

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Fashion Software Software Training 105

Miller Heiman Group

MAY 15, 2019

Research engines employ predictive analytics to help sellers focus on target-rich territories. Now the buyer has access to more than just a hammer—he also has an advisor who can help guarantee that the surprise for his wife is a happy one. A new map for the modern sales landscape.

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Face-to-face Pharmaceuticals Decision Maker Lead Rank 96

Smooth Sale

JANUARY 3, 2020

No one can guarantee a 100% conversion ratio. Developing rapport with new clients includes: Mapping the territories. Developing new clients can cost anywhere between 5 to 25 times more. Source: Harvard Business Review. . Adding new customers is a costly yet essential activity. But there is something you can get back most of the time.

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Up-Sell Ideal Customer Profile Prospecting Lead Rank 88

Xactly

JANUARY 7, 2019

The start of a new year comes with a new sales plan—and that means you must reassess your sales capacity needs , align and balance sales territories , and create a sales incentive plan that drives sales performance. A draw against commissions guarantees pay for sales reps to motivate them to perform. Enter sales compensation planning.

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Compensation Incentives Incentive Commission 90

MJ Hoffman

FEBRUARY 20, 2019

From compensation splitting and territory assignments, to the right way to ask for vacation and how to increase your potential earnings. You’re the rep covering the NYC territory, and your colleague is covering Chicago. Attempts to bring management into compensation issues when arguing on territory assignments or ownership are FUTILE.

Salary 40

Salary Negotiation Territories Compensation 40

MJ Hoffman

APRIL 22, 2019

As salespeople become comfortable in their role and territory, they begin to develop strong relationships with certain customers. As soon as the rep gets comfortable and assumes she’s guaranteed her customer’s business — both current and future — she exposes herself to the competition. But familiarity breeds complacency.

Buyer Persona 69

Buyer Persona Hubspot Account Guarantee 69

Pipeliner

AUGUST 18, 2018

Conversely, even if they do change employers, and if they remain in your territory or sphere of influence, your relationship can and should transition right along with them. Invest in your executive selling efforts by giving your sellers the book that is guaranteed to enhance their sales performance. Top Line Tips by Lisa Magnuson.

Gatekeeper 61

Gatekeeper Social Media Guarantee Territories 61

Hubspot Sales

MARCH 7, 2018

How are your salespeople contributing to the expansion of your business in their given territory? If your prices don’t differ much, you can consider a price-matching strategy to guarantee your customers the lowest prices, and you the most sales. New Leads/Opportunities. This is the metric that managers most consistently monitor.

Lead Rank 143

Lead Rank Lead Scoring Sales Management Scale 143

Hubspot Sales

DECEMBER 29, 2017

Why this works: The unexpected subject line is guaranteed to boost your open rate. Find one that applies to your prospect’s industry, geographic territory, product space, target demographic, and/or internal policies and pass it along. 3) “No sales pitch, guaranteed”. Your name]. 8) Most expensive breadsticks ever.

Guarantee 100

Guarantee Industry Prospecting Fashion 100

InsightSquared

MARCH 8, 2019

For example, have I absolutely butchered a pitch reaching out to one of the hottest prospects in my territory? Guaranteed, there would be a massive void to fill if I had to give up even just one piece of the tech I leverage on a daily basis; my workload would double, at minimum. Does that mean I’ll never try again?

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SalesForce Face-to-face LinkedIn Account 106

The Brooks Group

OCTOBER 19, 2015

Without strategic territory planning at the senior leadership level, your organization can’t move forward. The first step is getting your team to commit to carving out dedicated time that is focused solely on territory planning activities. Simply setting aside a time for prospecting won’t guarantee success, however. Learn More.

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Prospecting Territories Top of Funnel Sales Qualified Lead 40

DiscoverOrg Sales

APRIL 11, 2016

Salespeople comb LinkedIn, check their rolodex of former clients, and pay attention to what’s going on in their territory in order to identify potential opportunities and contacts. These lists come with limitations, of course, including the fact that they are typically produced via web-scraping, so accuracy and relevance cannot be guaranteed.

Lead Rank 120

Lead Rank Lead Scoring Leads Marketing Qualified Lead 120

Pipeliner

FEBRUARY 6, 2018

Are sales territories fairly balanced and clearly defined? ?Does The Perfect Book to Kick-Off your Year: Invest in your executive selling efforts by giving your sellers the book that is guaranteed to enhance their sales performance. Does your organization promote a winning attitude? ?Do Is your organization ‘fun’ to work in?

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Guarantee Territories Sales Talent Account 60

Hubspot Sales

MAY 24, 2019

Experience with opening new territories. But the result -- the creation of a winning sales team -- is guaranteed to make life less stressful for any sales leader. Because you need to focus on key responsibility areas that drive success. For example: 100% percent quota achievement for a minimum of five years. Articulate.

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Hiring Ideal Customer Profile How To Scale 97

Hubspot Sales

SEPTEMBER 17, 2019

You also might feel thrown off by presenting on your prospect’s territory, instead of your own. First, it guarantees your meeting will take place in a conference room, rather than their office — which balances the power dynamic. How to Approach Field Sales Meetings. Always arrive early. This has several benefits.

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Meeting Face-to-face Sales Meeting Conference 87

Allbound

FEBRUARY 20, 2019

Transparency is key in this situation and will guarantee that you’re choosing your ideal channel partner. Expanding your partner program into uncharted channel territory is, at times, scary, exhilarating, and refreshing all at once.

Buyer Persona 60

Buyer Persona Channels Demographics Campaigns 60

Hubspot Sales

MAY 14, 2019

As salespeople become comfortable in their role and territory, they begin to develop strong relationships with certain customers. As soon as the rep gets comfortable and assumes they're guaranteed their customer's business -- both current and future -- they expose themselves to the competition. But familiarity breeds complacency.

Quota 88

Quota Forecasting Buyer Persona Networking 88

Allego

AUGUST 14, 2019

After Natalie finished her six-week training, McGlothlin asked his top five territories to make three different videos a piece: one about a favorite insurance carrier, another about a favorite product, and a third advising reps on proven-effective sales messaging for customers. Because of Allego, I can tie $1.6

Hiring 59

Hiring Insurance Insurance Face-to-face 59

Pointclear

MARCH 17, 2015

A while back we dealt with a sales rep whose territory was Warner Robins Air Force base. You’ll not only walk away fully equipped—I guarantee you will also be fully inspired. I have a perfect example from my own experience. He told us he is there every day and there was no sense in our calling into Warner Robins.

Handbook 100

Handbook Face-to-face Outbound Inbound 100

Pipeliner

FEBRUARY 28, 2018

Do each of your salespeople have an up to date plan for their territory? ?Do The Perfect Book to Kick-Off your Year: Invest in your executive selling efforts by giving your sellers the book that is guaranteed to enhance their sales performance. The below checklist includes highlights from the full Top Line Sales Assessment.

Compensation 45

Compensation Referrals Guarantee Territories 45