The Spiff Blog

SEPTEMBER 1, 2022

If you’ve worked in sales, revenue operations, or finance for any amount of time, I don’t have to tell you how important sales compensation is. You already know the right sales compensation plan can motivate your team, improve their performance, and boost overall job satisfaction. Insurance Sales Agents: $50,600.

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Compensation Salary Incentives Incentive 81

The Spiff Blog

JANUARY 9, 2024

What does this mean for sales teams? It means they might be tasked with supporting loftier business goals– without much in the way of additional manpower or resources. If you’re responsible for reaching demanding sales targets, you must be more dynamic and strategic in 2024. Let’s get into it! Streamline the ramp-up process.

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Banking Hiring Churn Scale 84

Highspot

OCTOBER 11, 2023

Effective sales management is the core of any successful business. Read on as we break down why strong sales management matters, along with proven strategies to achieve it. It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals.

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Sales Management Strategy Lead Rank Lead Scoring 59

Sales Hacker

SEPTEMBER 27, 2022

In this episode of the Sales Hacker Podcast, we have Scott Barton , VP of Industry Solutions at Varicent. He’s an expert in the sales world, particularly in revenue operations and incentive compensation. Join us for a great conversation about driving the right behaviors within your sales team. powered by Sounder.

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SBI Growth

MAY 21, 2013

Does your Chief Sales Officer rely heavily on you for their success? As the sales operations leader, you focus on helping your sales leaders shine. Download the Guide to Understanding Your CSO here. Download the Guide to Understanding Your CSO here. Think about your most valued sales ops team members.

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SBI Growth

SEPTEMBER 24, 2013

As a sales ops leader, you face problems every day. For the Sales Ops’ Guide to Selecting a Consultant , click here. By registering for SBI’s Sales & Marketing Research Review , you''ll get the Guide. You''ll also get plenty of other tools to help you meet all types of Sales Ops challenges. First Step.

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Case Study Face-to-face Compensation Retention 306

SBI Growth

JUNE 26, 2013

The average tenure of a B2B Sales VP is about 18 months. That means roughly one-half of B2B sales VP’s last less than 18 months. Today''s post provides ways sales operations can deliver value quickly to a new sales VP. A complete guide will be available for download at the end. How do they view sales operations?

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Hubspot Sales

MAY 9, 2022

Even the most seasoned, effective salespeople can struggle when hashing out how to lead a sales team. Taking the reins doesn't come naturally to everyone, and even born leaders might need a little guidance when transitioning into a sales management role. Remember, you're managing them — not commanding them.

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Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. Why Sales Comp Planning is Key to Rep Retention. Who should be responsible for sales compensation planning?

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Compensation Retention Hiring Commission 86

Hubspot Sales

OCTOBER 2, 2019

As a sales leader, your ability to develop and retain your sales reps is important to your company’s bottom line and future success. Employee retention in the sales field continues to be an issue. In 2018, the average sales professional tenure was reported to be 1.5 Why Sales Performance Management Matters.

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SAP Oracle Compensation Territories 119

Xactly

JANUARY 18, 2019

Motivating your sales reps is one of the key factors of sales success. In most sales organizations, the sales commission plan is the best way to do this. Your sales commission plan is a portion of your sales compensation plan. sales commission structures , bonus plans, pay mix, etc.)

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The Spiff Blog

SEPTEMBER 22, 2022

With a new year around the corner, it’s time to start thinking about your sales compensation plans for 2023. We recently sat down with Chris Semain, Principal and Tech Practice Leader at the Alexander Group to discuss the future of sales comp. Pivoting your focus mid-operating period rarely goes over well with the sales force.”.

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Groups Conversion Commission Lead Rank 67

Mereo

NOVEMBER 15, 2023

Like a number of our clients, they are moving towards a stronger sales-led oriented culture, recognizing the benefit of higher growth rates across all parts of the organization. There are a number of factors that should tip off sales and go-to-market leaders to rethink their organizational approach.

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Xactly

JANUARY 17, 2019

A strategic sales plan is a portfolio of ideas, processes, and technology that guides a sales organization’s strategy and provides the resources and tactics for reaching sales goals. With goals in hand, sales leadership must then assess and determine the needs and means to achieve those goals.

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Hiring Territories Incentives Incentive 70

Xactly

SEPTEMBER 10, 2018

Sales performance management (SPM) and incentive compensation management (ICM) are often used interchangeably. While at one time, these two terms did essentially mean the same thing, SPM now encompasses far more than just compensation. Fact #3: A lost sales rep can cost companies an average of $115,000 to replace.

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Highspot

NOVEMBER 21, 2023

This guide reveals how to lead with unparalleled skill. What Makes a Great Sales Manager? What Sets Great Sales Managers Apart? Metrics Sales Managers Should Care About Common Mistakes Sales Managers Should Avoid Embrace the Challenge of Great Sales Management What Makes a Great Sales Manager?

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Braveheart Sales

JUNE 29, 2021

While the compensation plan is one piece of the puzzle, it is incumbent upon the manager/leader to understand what really will inspire the salesperson to achieve or even over-achieve. Managers must take a personal interest in what the salesperson is working toward. Accountability Planning. What are their hopes for their future?

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Compensation Account Salary Motivation 64

SBI Growth

AUGUST 19, 2013

As a Sales Operations leader, your success depends on getting change initiatives to stick. John Kotter is a best-selling author and recognized expert on Change Management. The “Expert Panel Change Management Guide” will be available to all registrants. This group shouldn’t include managers or supervisors.

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Hubspot Sales

SEPTEMBER 6, 2023

Read on to find out how Teamwork.com increased sales efficiency by 50% when they ditched "more is better" in favor of "better is better." Teamwork.com's Sales Story Who are you and what is Teamwork.com all about? My name is Beau Brooks and I’m the Global VP of Sales at Teamwork.com, a project management tool for client work.

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The Spiff Blog

JANUARY 12, 2023

So, today, we explore five ways to double down on Seller Experience to save money, bring in more revenue, and ultimately create an environment where sales professionals can thrive– even in the face of hardship. When sales reps are happy, engaged, and supported they’re able to provide prospects and customers with a better experience.

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Compensation Hiring Commission Face-to-face 67

Janek Performance Group

MARCH 30, 2022

In sales, we can learn from a Cinderella story. Here are ways to create your own sales Cinderella story: Team-First Culture. The best basketball teams and sales organizations have positive cultures. Compensation counts. Of course, there’s some debate about paying college players, but compensation is more than money.

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Lead Rank Lead Scoring Coaching Compensation 62

Sales Hacker

NOVEMBER 10, 2023

We’ll dive into 3 ways that revenue leaders are successfully doing so – let’s get into it. Guided Onboarding and Resources: Providing intuitive onboarding accelerates the user journey to the “aha moment.” This is something that strong operators such as Farlan Dowell (GTM / Sales Coach / Advisor) suggest.

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Loyalty Customer Lead Rank Face-to-face 93

Hubspot Sales

FEBRUARY 20, 2018

You were an outstanding sales rep -- and now, as a sales manager, you’re eager to cultivate the same performance from your team members. Thousands of newly minted sales managers have been in your exact position, and many of them have written top-notch guides to thriving in this role. Sales Management.

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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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Xactly

SEPTEMBER 19, 2018

Working in Sales is no easy game. For the days that are more the latter than the former, we’ve put together a list of a handful of motivational sales success stories to bring you some inspiration, along with a list of additional motivational sales articles at the end. Broke to Billionaire. The Incentive of Getting Fired.

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Highspot

OCTOBER 30, 2023

In this article, we help you navigate the intricacies of sales performance metrics, guiding you on which ones are pivotal and how best to measure them. What Is Sales Performance? Sales Performance vs. Sales Metrics Why Analyze Your Sales Performance? Why Analyze Your Sales Performance?

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Lead Rank Lead Scoring Churn Top of Funnel 59

Hubspot Sales

JULY 9, 2019

Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily. Think about it this way: If you're a sales manager and you help each of your 10 reps sell 20% more, you've essentially just "created” two new salespeople. Set Goals and Quotas.

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Miller Heiman Group

FEBRUARY 27, 2020

It’s hard out there for your average sales manager. Sales trends like ever-expanding buyer expectations, changing sales methodologies and nonstop transformation initiatives have coalesced to make their role more challenging than ever. Constant sales transformation initiatives. Enable Sales Managers Directly.

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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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Xactly

OCTOBER 29, 2018

For sales organizations, sales performance data can be a useful tool to drive strategic planning and increase performance. . Using a sales performance management (SPM) solution to analyze sales performance data, organizations can gain vital insights into the landscape they operate in.

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Data Top of Funnel Territories Compensation 85

Hubspot Sales

JUNE 9, 2023

If you’re looking to get into sales, not having a college degree can feel like a huge barrier to your career. But what if I told you that a degree isn't always required for a sales job? In this guide, we’ll explore how you can get into sales without a degree. Table of Contents What does it mean to work in sales?

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Hiring Salary How To Ideal Customer Profile 100

Xactly

NOVEMBER 7, 2018

This blog is the second in a series of sales planning fundamentals being written by Xactly Chief Sales Officer Marc Gemassmer. . Understanding sales rep ramp time and anticipated attrition rates is crucial for effective sales planning. Ensuring a Correct Sales Capacity Plan.

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Hiring Enterprise Enterprise Compensation 79

Nutshell

JANUARY 14, 2020

The SaaS industry has different selling techniques , key metrics , and sales process activities compared to the ones you’d encouter while selling a tangible physical product or a more traditional service like a marketing consultation package. By the end, you should have a clear roadmap for reaching your or your company’s sales goals.

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Paid Content Lead Rank Commission Lead Scoring 127

Vengreso

MARCH 22, 2022

The success of your business depends on the success of your sales hiring process. But, you need to focus on the perfect hiring profile and teach your sales managers how to nail it from the beginning. . We will teach you all about sales hiring: what it is, what it isn’t, and how to get it done.

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Vengreso

MARCH 22, 2022

The success of your business depends on the success of your sales hiring process. But, you need to focus on the perfect hiring profile and teach your sales managers how to nail it from the beginning. . We will teach you all about sales hiring: what it is, what it isn’t, and how to get it done.

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Hiring Paid Content Salary Sales Qualified Lead 98

DiscoverOrg Sales

FEBRUARY 25, 2016

We’ve seen it happen time and again: firms are wowed by their top sales performers and all rational thought gets thrown to the wind. These are the salespeople who have little concept of quotas; they push and push until their numbers, placements, and billings are towering over the rest of your sales team. They get promoted.

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Promotion Lead Rank Lead Scoring Ideal Customer Profile 120

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. MBOs can be an extremely useful tool in addition to your sales commission structure because they give each rep individual goals to strengthen the overall sales organization.

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