The Spiff Blog

JULY 28, 2022

We use this space to introduce readers, customers, and potential Spiffers to the faces behind the Spiff brand. Taylor Montero, Sales Operations Analyst. What excites you most about your role at Spiff? What excites you most about your role at Spiff? What excites you most about your role at Spiff?

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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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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. Here are just some of the people who work with us to make Spiff what it is today.

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The Spiff Blog

OCTOBER 18, 2022

Our meet the team series is a blog post series we created to give us the opportunity to introduce the faces behind the Spiff brand. A core tenet of Spiff culture is treating people with respect and counting on repeated games. This path ultimately led Kevin to a career at Spiff. What excites you most about your role at Spiff?

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The Spiff Blog

NOVEMBER 22, 2022

If you’re currently creating sales comp plans for the new year and are struggling to come up with compensation plans for your sales engineers, you’re not alone. The best sales engineers are technically-minded like an engineer, forward-thinking like a product manager, and have the selling chops of an AE.

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The Spiff Blog

OCTOBER 19, 2023

Believe it or not, the new year is right around the corner– and that means it’s time to plan your sales compensation strategy for 2024. But, in this era of constantly shifting market conditions, it can be difficult to know what changes will best set your sales organization on the path towards success.

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The Spiff Blog

MARCH 8, 2023

Earlier this year, Whitney Sharpe , Vice President of Sales at Mindlance shared a TikTok that has since gone viral. Despite progress made toward a more diverse, inclusive workforce in recent years, this anecdote highlights just some of the challenges women in sales– and women in general– continue to face regularly.

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Hubspot Sales

JULY 30, 2020

This is a toxic combination for sales reps and their managers. Sales leaders that fall back on run-of-the-mill motivation techniques struggle to drive their reps toward aggressive growth targets. Invest in sales management coaching. Plan a sales contest. Sales contests are another engaging way to propel reps forward.

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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. Current Sales Compensation Benchmarks.

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SBI Growth

AUGUST 13, 2013

Remaining effective as a sales force means continuous improvement. This might be a new buyer-aligned sales process. Or sales recruiting to staff a new go-to-market channel. Whatever the Sales Force Effectiveness (SFE) improvement, it will require funds to get it implemented. If it is sales process improvement, Sales pays.

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Sales and Marketing Management

JUNE 29, 2020

Being well-prepared and truly understanding how to get your people, your operations and your sales back and running at full bore will be essential for survival. As organizations emerge from the pandemic crisis and fire up their sales engines, it’s clear that the channel must adapt? Leverage the right engagement tools to drive sales.

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The Spiff Blog

SEPTEMBER 16, 2022

We use this series to introduce some of the faces behind the Spiff brand– that way, you can put a face to the name so to speak. She’s excited to join Spiff’s marketing team! What excites you most about your role? What excites you most about your role? What excites you most about your role?

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The Spiff Blog

SEPTEMBER 7, 2023

As a sales leader, you already know that effective sales performance management isn’t just setting lofty sales targets and then pushing your team to achieve them. These pillars include organizational alignment, robust reporting, ongoing professional development, incentive compensation, and sales enablement.

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The Spiff Blog

MARCH 17, 2022

Welcome back to our Meet the Team series where we give you a peek behind the curtain and introduce you to some of the people behind the Spiff brand. Whether you’re interested in working with us or you’re simply browsing our website, our people are our most important asset and it’s impossible to know Spiff without knowing our team.

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The Spiff Blog

OCTOBER 6, 2022

That’s all it takes for a sales rep to jump ship and take their skills elsewhere. Tweaks here and there can be a necessary (and sometimes arduous) challenge for your sales and finance team, but these variables provide valuable internal data about which commission structures generate the most growth. Prioritize a positive sales culture.

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The Spiff Blog

OCTOBER 13, 2022

Automating sales compensation is a big deal. But, you already know the payoff of automation– efficiency, visibility, and accuracy baked right into your sales engine. What you’re probably less clear on is the timing. What you’re probably less clear on is the timing.

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The Spiff Blog

MAY 31, 2022

Convincing your boss to sign off on more resources for sales comp can feel like an uphill battle. After all, does your organization really need to sink even more money into sales compensation ? Compounded over time, even minor blips can erode the trust sales has in the finance team and in the organization as a whole.

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The Spiff Blog

DECEMBER 8, 2022

The variable component of success between great historic leaders and sales managers is exactly the same, and that variable is motivation. In relation to sales, let’s quickly walk through the transformation we assume most reps will undergo as they are promoted and attempt to become successful managers. Switching the Context of Success.

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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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The Spiff Blog

JANUARY 27, 2022

At Spiff, we know we’re nothing without our team. Our team is what drives the innovation, usability, and success of our platform. So in this blog post we’re celebrating just a few of the people who make Spiff, Spiff. What excites you most about your role at Spiff? Nicholas Mosley, Sr Product Designer.

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The Spiff Blog

NOVEMBER 17, 2023

In this day and age, no one doubts the importance of sales compensation when it comes to driving growth for a business. What does an incentive compensation manager do? As an incentive compensation manager, you manage or play a key role in the design of your sales commission plans. Administer commission plans.

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The Spiff Blog

AUGUST 19, 2022

Developing an effective sales compensation plan requires a lot of brain power. It makes sense to focus on behaviors you’d like to incentivize, or pulling certain levers to impact other components of your sales engine. Document your current sales compensation processes. Let’s dive in! Who owns each step?

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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. What is the skill vs. will matrix?

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The Spiff Blog

FEBRUARY 24, 2023

Sales objections are a common occurrence during a typical sales cycle. Therefore, learning how to effectively handle objections is crucial to hitting goals, crushing sales quotas , and developing a successful sales career. Whether you’re new to sales or a seasoned professional, today’s post is for you.

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The Spiff Blog

JANUARY 19, 2023

It goes, “The only consistent aspect of sales commission is change.” Over the past four years, I’ve talked to hundreds, maybe even thousands, of people about sales compensation. Keeping your team involved will help them get a better sense of what is coming. And, we all know how much fun it is to manage around these changes.

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The Spiff Blog

FEBRUARY 9, 2023

What works for one company won’t necessarily work for another. But one thing sales and RevOps leaders all have in common is that they collectively struggle to set realistic, motivating sales quotas. Here’s why: the sales quota is a key variable in many of the equations that dictate core business functions.

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The Spiff Blog

FEBRUARY 24, 2022

But, unless real transparency, visibility, and clarity are intentionally baked into every function of your revenue engine, your sales team is essentially operating in a black box. It’s a classic case of one hand not knowing what the other is doing. Today, we cover: What it means to be a data-driven sales organization.

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The Spiff Blog

AUGUST 22, 2023

After all, RevOps teams play an active role in supporting every function that drives revenue growth, from sales to marketing to finance to customer success. They require collaboration platforms or channels that your sales, marketing, and customer success teams understand and consistently engage with. Efficient communication channels.

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The Spiff Blog

AUGUST 11, 2022

Sales commission plans constantly change to reflect shifting business priorities, unstable market conditions, new product releases, and more. With these changes, businesses typically provide reps with something called a change of commission letter– or, sales commission agreement letters. Sales turnover is at an all time high.

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Sales and Marketing Management

OCTOBER 31, 2017

Author: George Kriza, CEO, MTCPerformance Your organization wants to drive sales with an incentive program. What do you need to do to ensure your program gets their attention and delivers the results you desire? Know your audience: Profile the people in your sales audience. What is their demographic makeup?

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InsideSales.com

APRIL 13, 2020

Much as we like to think we can exersize an iron grip on our own destiny and the destiny of the sales people in our team, some things are beyond our control. List what you can do to mitigate the impact – what do you stop doing? What do you double down on? What do you start doing? Spiffs on target industry deals.

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Troops

AUGUST 7, 2018

Today, Andrew oversees multiple sales teams at Square. Andrew has been building out sales teams at Square for the last four years. Andrew has been building out sales teams at Square for the last four years. Not just one sales team, but a bunch of them: Sales Development: global inbound lead qualification.

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SBI Growth

JULY 18, 2013

This is a story of how a bad comp plan can ruin a sales force. The CEO was upset with the rampant discounting used by his sales team. The sales force revolted and sales plummeted. To right the ship (pun intended), he hired a new head of sales. Chris Truscott became the head of sales in February of this year.

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The Spiff Blog

OCTOBER 28, 2022

New research from Gartner has revealed a startling truth– almost 90% of B2B sales reps are experiencing burnout ( source ). Although it’s no secret that sales is a high-stress job, uncertain market conditions have only amplified the pressure to perform. What is Sales Burnout and Why is it so Common?

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The Spiff Blog

JANUARY 12, 2022

If you’ve worked in sales or compensation for any amount of time, you already know that money alone can’t fix most things. And, how psychology helps sales leaders build teams that reach their true potential. Or, should we say, we’re putting a little Spiff on it. See what we did there? But, that time never really comes.

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Hubspot Sales

JANUARY 23, 2020

You’re beyond excited, but your sales team seems less enthusiastic. You need them to move X number of units to meet your company’s sales goals, but they aren’t as motivated as you’d like them to be. You’re at a loss for what to do next, so you start exploring your options. What is a Spiff? Why Use Spiffs?

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The Pipeline

AUGUST 19, 2013

Some of these things apply to athletes, many companies have figured out that hiring former athletes, or top rated collage athletes who just missed being drafted into the pros, make great salespeople, discipline, action oriented, perseverance – the willingness to learn and do what it takes to win.

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