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 ).

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Quota Revenue Lead Rank Territories 70

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 Spiff Blog

APRIL 7, 2022

Gone are the days when commission, bonuses, and incentive pay were accounted for as direct expenses. Robust integrations with other systems. It’s also more familiar— you can jump right in to your next ASC 606 report without having to stop and learn a new software. Think about it. Functional Requirements for ASC 606 Compliance.

Commission 79

Commission Software Software Vendor 79

Xactly

DECEMBER 3, 2018

A quota that is 10% too high might translate into no incentive pay at all. Using advanced planning software, such as Xactly Sales Planning, organizations can apply historical performance and product data to simplify quota allocation. With a fully automated system, they can make adjustments faster.

Quota 77

Quota Territories Incentives Incentive 77

SugarCRM

JUNE 6, 2023

Here’s what we found in our history of collaborating with manufacturing companies: Most manufacturing enterprises struggle with current systems and processes that may help them create sales efficiency and enhance the customer experience. This dynamic, above all, can be translated into a partnership between two (or more) enterprises.

Enterprise 26

Enterprise Enterprise CRM Territories 26

Sales Hacker

MAY 26, 2021

Sales operations teams bring a system of selling and structure to a sales organization. The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals. Sales ops takes a high-level view of the sales organization. Operations. Sales Operations Career Path.

Sales Operations 60

Sales Operations Top of Funnel Lead Rank Hiring 60

The Brooks Group

OCTOBER 17, 2018

SPM is Not Just About Incentives and Compensation Management. Sales Performance Management is often confused with the practice of lining up incentives and compensation plans with organizational goals. It’s Not Just About Software. It’s Not Just About Software. Benefits of a Sales Performance Management System.

Hiring 40

Hiring Incentives Incentive Compensation 40

Xactly

MAY 31, 2018

Previously, sales performance management (SPM) has typically been categorized as solely focused on incentive compensation management (ICM) and sales compensation planning. It is quickly transforming due to a variety of software tools aimed at helping improve day-to-day execution of the sales process.

Enterprise 50

Enterprise Enterprise Scale Compensation 50

Sales Hacker

DECEMBER 21, 2017

Through strategically implemented training, software tools and engagement techniques, sales ops leaders enable sales reps to focus more on selling in order to drive business results. . But perhaps more than anything else, sales operations brings a system to selling. Formulation of Incentives Program. Data Analytics Software.

Sales Operations 89

Sales Operations Top of Funnel Hiring Scale 89

The Spiff Blog

JANUARY 25, 2022

What started as a manageable headache is now causing your organization to leak revenue— especially as you add more products, territories, and go-to-market strategies into the mix. In 2021, organizations used an average of 100 different software applications ( source ). Guess what? You’re not alone. Disjointed data. About Spiff.

Hiring 52

Hiring Scale Top of Funnel Funnel 52

The Spiff Blog

MAY 26, 2022

So, you’ve realized commission spreadsheets are actually evil, and that sales incentive software will vastly improve transparency, efficiency, and your personal sanity. There’s no shortage of sales commission software on the market, and when you factor in the massive operational differences, it’s a recipe for information overload.

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Incentives Incentive Software Software 77

The Spiff Blog

SEPTEMBER 22, 2022

As we start planning for 2023, the only thing we’re certain of is that we’re in rocky territory– some organizations more precariously positioned than others. They should cover things like account ownership, territories, SLA’s, and who gets credit for opportunities. Use ROEs to add context and color to your comp plans. Final thoughts.

Groups 67

Groups Conversion Commission Lead Rank 67

Apptivo

MARCH 9, 2023

Sales automation refers to the software, tools, and techniques that assist salespersons in eliminating time-consuming, manual, repetitive chores so they can concentrate on what they do best: close deals. Automation tools are available for sending emails to people across time zones and territories at various times of the day.

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Sales Automation Lead Rank Lead Scoring Campaigns 64

OpenSymmetry

MAY 23, 2016

While, incentive compensation administration is still a main piece, the broader SPM technology concept is expanding more holistically to include other key aspects which directly impacts how a sales team might perform, including talent development, sales enablement, and territory and quota management. Steps to Success.

Territories 40

Territories Vendor Incentives Incentive 40

Highspot

AUGUST 2, 2022

Create an Efficient System. First, you want to create a system that is tailored to fit your particular product or service. Sales performance management software capabilities can cover sales incentive compensation management (ICM), quota management and planning, sales territory management, and gamification.

Hiring 52

Hiring Lead Rank Maximizer Referrals 52

Highspot

APRIL 2, 2020

Sellers receive the full support of their managers while the sales ops team generates data-driven insights, forecasts strategy plans, and makes sure that all of the necessary systems are in place. Growth forecasts of sales territories. Formulation and evaluation of sales incentive and compensation plans. Communication tools.

Sales Operations 75

Sales Operations Top of Funnel Forecasting Sales Enablement 75

Growbots

SEPTEMBER 19, 2018

Most salespeople are driven by financial incentives. Changing your compensation structure or rezoning your territories should only be done with extreme caution. Offer non-monetary incentives as well. If your budget is tight, consider offering other incentives such as bonus PTO, free gym memberships or public transit passes.

Compensation 55

Compensation Salary Incentives Incentive 55

Hubspot Sales

JUNE 28, 2019

As you'll read below, sales operations includes everything from lead management, sales strategy, and territory structuring and alignment to process optimization, compensation plans, sales automation, training, and data analytics and reporting. Sales Operations manages sales representative compensation plans and incentives.

Sales Operations 101

Sales Operations Hiring Lead Rank Territories 101

Sales Hacker

FEBRUARY 12, 2021

As businesses grow, their software requirements grow as well. As businesses grow and adapt, software shouldn’t hold them back. More often than not, companies end up with overly complicated systems that actually add more friction and complexity to the company. What is an enterprise CRM software? Average Rating: 4.43.

Enterprise 86

Enterprise Enterprise CRM NetSuite 86

The Spiff Blog

OCTOBER 28, 2022

These include exercise incentives, free mindfulness tools, and practical advice about relieving workplace stress. Before we dive deeper, let’s quickly clarify that when we use the term automation we mean any software, system, or tool that handles a manual or repetitive task required to run an effective sales cycle.

Commission 78

Commission Lead Rank Lead Scoring Hiring 78

OpenSymmetry

MARCH 25, 2015

Gone are the days of data being pushed from upstream systems, clunky user interfaces automating the comp plan rule logic, and basic compensation statements with drill-through capabilities. While these lack some of the mapping functionality of specialist territory alignment software, they present a broader range of capability.

Compensation 40

Compensation Cost Per Thousand Territories Forecasting 40

OpenSymmetry

DECEMBER 4, 2015

On November 19 th , 30 organisations gathered in London at the e-reward conference to discuss the benefits of compensation management software. OpenSymmetry’s (OS) focus was Sales Performance Management (SPM) software – how we define it, how we identify the business benefits and how to chose the right software. What is SPM?

Compensation 40

Compensation Incentives Incentive Vendor 40

Xactly

AUGUST 30, 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. Xactly Incent will ensure your commission structure is optimized for your team on each and every sale.

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

Xvoyant

JULY 2, 2020

We throw bright, shiny SaaS software at them, often not integrated, creating workflow inefficiencies. We pay them well and provide incentive motivations and trips (Cancun, anyone?). You can coach an extensive list of topics, such as: Territory optimization. We train them, often without reinforcement. Account planning.

Sales Coaching 62

Sales Coaching Coaching Forecasting Lead Rank 62

OpenSymmetry

JULY 15, 2015

This year’s edition features organizations that expand across the broad spectrum of the SPM and Incentive Compensation Management (ICM) continuum and offers options to help provide transparency across the entire organization for sales related processes. Territory and Quota Management. Coaching and Training. Sales Comp Admin and Design.

Vendor 40

Vendor Territories Compensation SalesForce 40

Xactly

JUNE 4, 2018

In the roundtable, Salomon said that her focus is on obtaining the right data upstream and distributing it all the way through the ERP system. Most “software” problems are truly data/analysis problems. When a CFO and their team are not looking at the right data and metrics, poor performance can often be blamed on the software.

Remedy 48

Remedy Analytics Analysis Forecasting 48

SBI

MARCH 18, 2015

Aviso provides the leading predictive insights software designed to help sales teams optimize their performance and exceed their revenue goals. The barriers between these different functions are breaking down organizationally as well as from an information systems perspective. Rao, CEO of Aviso. Nancy: What does Aviso do?

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Up-Sell Revenue Sales Forecasts Forecasting 50

Hubspot Sales

SEPTEMBER 8, 2020

You’ve decided you need customer relationship management (CRM) software. What if six months go by, and only a fraction of your team regularly enters information in the system? So you need to sell CRM software to your team — otherwise, they’ll behave like customers who churn. What if the money you spent goes to waste?

Software 129

Software Software CRM Hiring 129

Chorus.ai

MARCH 5, 2021

By the end of a successful persona build, you should have a very clear picture of your ideal customer(s): their ages, lifestyle attributes, territories, and pain points. However, the profile of your team breaks down, get together with each of your reps individually , and customize incentives within your sales strategy.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Your Sales Management Guru

AUGUST 10, 2016

What I would like to do in this blog is attempt to document and tell the story of one Worldwide channel focused software organization that did it the best– at building their channel. But before I detail their actions, the three things they did not do were: Add more VAR’s into territories creating too much competition.

Channels 40

Channels Lead Rank Lead Scoring Strategy 40

Chorus.ai

SEPTEMBER 12, 2019

By the end of a successful persona build, you should have a very clear picture of your buyers: their ages, lifestyle attributes, territories, and pain points. Establish company-wide performance expectations and giving your sales reps the incentives they need to excel. Start with your customer relationship management (CRM) software.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Webinar Metrics Strategy 62

Xactly

JUNE 14, 2018

Traditionally, SPM has been synonymous with incentive compensation management (ICM). Using manual forms of incentive compensation management, companies were left with static data that is more of a problem than a solution. SPM solutions have been shown to help companies better manage their sales performance and incentive compensation.

Webinar Metrics 10

Webinar Metrics Enterprise Enterprise Data 10

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.

Sales Enablement 111

Sales Enablement Strategy Enterprise Enterprise 111

Crunchbase

JULY 27, 2022

Sales ops’ roles in generating leads include both the strategic side of lead generation—making sure marketing and sales are aligned in important aspects of sales, such as what constitutes a qualified lead—and the tactical sales enablement side, such as maintaining lead generation and follow up systems, and setting sales appointments with prospects.

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Sales Operations Company Territories Sales Qualified Lead 52

The Spiff Blog

MAY 18, 2023

If done correctly, an incentive compensation strategy is tailored to each particular role so that it drives more of the right outcomes. Multiple, Disparate Data Sources Calculating commission payouts each pay period requires access to several complex data sets– all of which may be housed in a different system. You get the point.

Commission 73

Commission Scale Compensation Hiring 73

Sales Hacker

APRIL 21, 2021

“It looked like being the pain in the butt BDR who asked way too many questions, broke anything that could possibly be broken, and paid for my own subscriptions to software just because I wanted to tinker with things before I had to bother asking for approval and budget.”. Why is RevOps generating so much buzz?

Salary 101

Salary NetSuite Scale Lead Rank 101

The Spiff Blog

JUNE 9, 2022

If a rep is already planning to be gone by then, there’s no incentive to dive into time-intensive sales activities. Territories and account ownership. Making significant territory changes. Think about it, the average B2B sales cycle, from lead to close it’s 102 days on average ( source ). Sales commission and pay. Deal splits.

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Hiring Commission Compensation Incentives 75