The Spiff Blog

SEPTEMBER 7, 2023

It’s about creating a systematic approach to selling at scale. These pillars include organizational alignment, robust reporting, ongoing professional development, incentive compensation, and sales enablement. ” And, it’s true! Of course, this list is by no means comprehensive.

Incentives 83

Incentives Incentive Scale Compensation 83

Lessonly

JULY 2, 2021

Answer: Sales Quota. With a little help from one of our best, most reliable friends: sales coaching software. Good Sales People Can Sell Anything. Hyper-personalized coaching within some sort of sales management software is a real slam dunk. Good Sale Reps with Good Sales Coaching Hit Quotas.

Quota 26

Quota Software Software Sales Coaching 26

Highspot

OCTOBER 11, 2023

Incentives and Recognition Reward top performers with appropriate incentives and recognition. Incentives, training, engagement, and process strategies are proven to work based on the motivation and urgency they drive upon sellers. Quotas: Setting achievable quotas motivates reps and provides a clear target.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

Sales Hacker

AUGUST 26, 2021

Sales compensation was set up to ensure that reps are suitably rewarded for their performance. It started with a simple approach: Here’s your quota? Post your quota attainment ? Don’t be hard on RevOps and finance folks for putting guardrails up. The OTE is of very little use if your comp plan is messed up.

Commission 97

Commission Compensation Incentives Incentive 97

The Spiff Blog

OCTOBER 19, 2023

Meanwhile, the portion of ARR derived from expansion (upsells, cross-sells, etc.) Make sure you define what retention, up-selling, and cross-selling look like for your organization in specific and measurable terms. Personalizing sales incentives is a difficult task for a number of reasons.

Compensation 83

Compensation Incentives Incentive Commission 83

SBI

APRIL 29, 2014

Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software. In order to keep up with the changing buyer, organizations need to be able to respond to changes in the marketplace in real-time. Leslie: Are you making it easy for your sales people to sell, and your customers to buy?

Up-Sell 135

Up-Sell Closing Lead Generation Revenue 135

Sales Hacker

SEPTEMBER 27, 2022

He’s an expert in the sales world, particularly in revenue operations and incentive compensation. Today we’ve got Scott Barton, VP of Industry Solutions at Varicent and a veteran of sales, revenue operations, and incentive compensation. Sales forecasts, territory design, quota management, and incentive compensation.

Compensation 82

Compensation Incentives Incentive Quota 82

The Brooks Group

JUNE 11, 2017

By adding in a few carefully selected sales incentives, you can capitalize on this competitive streak and really get your team to race full speed towards sales goals. Sales incentives can be broken down into three categories. Sales incentives can be broken down into three categories. Tangible Sales Incentives.

Incentives 40

Incentives Incentive Motivation Hotels 40

The Spiff Blog

JUNE 1, 2023

For example, Hubspot uses a four-month clawback, which states that a sales rep must return any earned commission if a customer cancels their plan within four months of signing up ( source ). This provision is particularly critical for companies who sell SaaS products.

Commission 77

Commission Compensation Cancellation Strategy 77

Xactly

JUNE 27, 2018

Those who work to create a plan for their company must develop a compensation process and incentive plan that will motivate the right sales behaviors to achieve goals, all while driving growth. How did you end up where you are today?, Creating Quotas, payout tiers and sales price ranges is key. How did you get your start?

Compensation 52

Compensation Incentives Incentive Pharmaceuticals 52

The Spiff Blog

NOVEMBER 10, 2022

If this sounds anything like your current commission tracking process, it’s time to introduce you to sales commission software , a category of software that automates even the most complex commission processes. There are many benefits to implementing sales commission software, but we’re going to focus on the four most important.

Commission 75

Commission Scale Compensation Software 75

The Spiff Blog

JANUARY 9, 2024

If you’re strapped for budget and can’t rely on new hires to hit your goals, here are some tried and true ways you can set sellers up for success in 2024. Streamline the ramp-up process. Sales ramp-up time can be costly, considering how much training and coaching is required to get new reps up to speed.

Banking 84

Banking Hiring Churn Scale 84

Xactly

JUNE 27, 2018

Those who work to create a plan for their company must develop a compensation process and incentive plan that will motivate the right sales behaviors to achieve goals, all while driving growth. How did you end up where you are today?, Creating Quotas, payout tiers and sales price ranges is key. How did you get your start?

Compensation 45

Compensation Incentives Incentive Pharmaceuticals 45

OpenSymmetry

FEBRUARY 10, 2016

In the first scenario, the eager software sales rep wants to expedite the project start and does not want to introduce any delays in their sales pipeline. They are thinking about a potential 6-12 month delay in the sales pipeline, then delayed recognition of the software sale before the project can get underway. Future Vision.

Incentives 40

Incentives Incentive Compensation Territories 40

Hubspot Sales

OCTOBER 2, 2019

Looking to set your sales team up for this kind of success? Whether you have sales reps on your team who are new to the field of sales or seasoned sales people ready to learn more advanced selling techniques, employee development is a major perk of having a sales performance management process in place. Performance-based compensation.

SAP 124

SAP Oracle Compensation Territories 124

The Spiff Blog

MARCH 8, 2023

The clip shows her, not in her typical role as a seller, but as a buyer evaluating a piece of software. Although women make up just over half of the college educated workforce, they hold less than one third of B2B sales jobs ( source ). In fact, only 78% of men regularly reach quota attainment compared to 86% of women ( source ).

Face-to-face 76

Face-to-face Incentives Incentive Commission 76

Hubspot Sales

NOVEMBER 10, 2020

You can define your sales environment according to a number of factors: where you’re selling from, who you’re selling to, how you incentivize the selling process, and more. A B2B sales environment is defined by who you’re selling to — other businesses. B2C sales environments see more transactional selling.

B2C 108

B2C Incentives Incentive How To 108

The Spiff Blog

AUGUST 17, 2023

AI and machine learning are often used interchangeably, typically because the delineation between the two can’t exactly be summed up in a few sentences. Telling AI what to do instead of doing it yourself will not only speed up the process, but also reduce the potential for human error. Personalize sales incentives.

Commission 77

Commission Compensation Incentives Incentive 77

The Brooks Group

JUNE 11, 2015

By adding in a few carefully selected sales incentives, you can capitalize on this competitive streak and really get your team to race full speed towards sales goals. Sales incentives can be broken down into three categories. Sales incentives can be broken down into three categories. Tangible Sales Incentives.

Incentives 40

Incentives Incentive Motivation Hotels 40

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up. Achieving sales quotas and targets.

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

The Spiff Blog

OCTOBER 12, 2023

How you pay sales reps depends on the way you design your comp program, what metrics relate to what incentives, and so on— all the details we’ve covered in many past articles about comp plan design. This company might also implement a more rigid sales qualification framework that equips reps to only sell to the right prospects.

Compensation 84

Compensation Commission How To Incentives 84

Sales and Marketing Management

OCTOBER 21, 2019

In fact, these types of administrative functions end up taking a good chunk out of a sales rep’s day. Research from Sirius Decisions has found that salespeople typically spend about 27 percent of their time on administrative tasks, and only 26 percent on actual selling. The good news, at an industry level, is that the tide is changing.

Top of Funnel 136

Top of Funnel Hiring Commission SAP 136

PandaDoc

OCTOBER 30, 2023

Employee engagement increases when the incentives are worth the effort required to do well. When executed properly, contests can dramatically boost sales productivity by offering incentives for high performers. This could be a monetary incentive like a cash prize, or a prize of some significant value.

Sales Process 52

Sales Process Incentives Incentive Hiring 52

Hubspot Sales

APRIL 24, 2019

Will additional bonuses or incentives be a part of the compensation plan? Relative Commission Plan : The relative commission plan is when a target or quota is set. Let's say a salesperson has a quarterly quota of $90,000 and a quarterly commission of $10,000. If they meet 85% of the quota, they'll receive 85% of the commission.

Commission 127

Commission Salary Compensation Territories 127

Hubspot Sales

DECEMBER 19, 2019

But an even better solution, according to experts, is to implement the best CRM software you can find. Defining the sales stages in a CRM helps firm up the sales process for your current team. It allows new salespeople without a solid concept of your sales process to get up to speed quickly. More accurate quota tracking.

CRM 99

CRM Sales Process Top of Funnel Hiring 99

SBI Growth

SEPTEMBER 23, 2013

Sign up for SBI''s free onsite research session here. You sell to a more informed buyer. You must match selling capacity with market demand. Territory design, quotas and compensation plans. Steve is a VP of The Americas of a large enterprise software company. Steve is going to use social selling to solve this).

Compensation 325

Compensation Social Media Incentives Incentive 325

Xactly

OCTOBER 3, 2018

Sales reps may share one common goal—closing deals—but managers need to understand different personalities, adapt to unique learning styles, and provide the tools each rep needs to hit (and ideally, exceed) their quotas. Consider your sales incentive plan –it works in the same way. A little can go a long way with incentives.

Top of Funnel 67

Top of Funnel Incentives Incentive Compensation 67

Gong.io

OCTOBER 27, 2021

It’ll show up here soon enough.). Throw up the Bat-Signal and sales ops are on their way. They’re game to dig into the details on performance metrics and process optimization, create new strategies for things like rep incentives and training, and analyze potential tech solutions and tools. Selling is what they’re here to do.

Forecasting 62

Forecasting Hiring Quota Pipeline 62

Janek Performance Group

APRIL 24, 2024

Selling is a dynamic profession. Proposal software provider Qwilr shows the benefit of effective coaching. Sales professionals may defer critical decisions to higher-ups or become paralyzed by indecision. It places the emphasis on a seller’s quotas over customer needs. It can also reduce customer trust in your team.

B2B 62

B2B How To Exercises Coaching 62

The Spiff Blog

APRIL 28, 2022

Be honest with yourself, do you trust your sales team to execute on your direction, do the work needed to hit quota, and represent your organization in a positive light? When you trust your team to do the job you hired them for, not only does it free you up to do other work, but it also promotes confidence and motivation among your reps.

Commission 80

Commission Compensation Lead Rank Hiring 80

The Spiff Blog

DECEMBER 14, 2023

The economic ups and downs of the past several years have radically changed the way businesses spend their money. In other words, knowing how to sell to the CFO is essential if you want to hit your sales quota. Or, do you throw out your tried-and-true selling tactics and adopt an entirely new approach to win over a CFO?

Decision Maker 75

Decision Maker Sales Forecasts Forecasting Compensation 75

LeadBoxer

JANUARY 10, 2021

Account managers do this by upselling or cross-selling additional products to a current customer. Time and time again, research proves retaining and selling to current accounts provides a higher return on investment (ROI) than acquiring new customers. Only Sell if It’s Logical. Account Expansion Best Practices.

Account 97

Account Lead Rank Lead Scoring Commission 97

Mindtickle

DECEMBER 28, 2023

The team handles the “behind the scenes” work so sales reps effectively and efficiently sell and sales managers can spend their time coaching and improving team performance. In addition, both sales enablement and operations teams typically report up to the head of sales. But what exactly does the sales operations team do daily?

Sales Operations 52

Sales Operations Top of Funnel Sales Enablement Forecasting 52

Hubspot Sales

JULY 22, 2020

The HubSpot Sales Platform gives sales professionals the tools they need to sell more deals faster in one integrated suite. HubSpot Sales gets rid of manual data entry, a huge time waster in sales, so professionals can spend time selling. TimeTrade Sales Scheduling Software. HubSpot Sales Platform. Pricing: Free. Pricing: Free.

Tools 115

Tools Closing Territories Hubspot 115

SBI

APRIL 28, 2014

Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software. In order to keep up with the changing buyer, organizations need to be able to respond to changes in the marketplace in real-time. Leslie: Are you making it easy for your sales people to sell, and your customers to buy?

Up-Sell 54

Up-Sell Closing Lead Generation Revenue 54

Xactly

SEPTEMBER 5, 2018

Management by Objectives, aka MBOs, are goals set for employees to improve overall sales performance, as agreed up on by sales manager and rep. It’s extremely important to keep reps engaged and motivated to meet quota. You already know the traditional method of coming up with and tracking goals is manual and cumbersome.

Examples 78

Examples Compensation Incentives Incentive 78

LeadFuze

MAY 17, 2021

What is it you’re selling? Who are you selling to, C-level prospects, vendor managers, or small, one-man shops? What is the pricing model because there’s a difference between selling jumbo jets and a monthly SaaS service? Revenue/Quota Based Plan. What is the length of the sales cycle? The delivery cycle? Balanced Plan.

Compensation 52

Compensation Hiring Incentives Incentive 52