The Spiff Blog

MARCH 31, 2023

The Sales Commission Gap vs. The Salary Gap Typically in discussions about wage gaps and gender biases, the discussion starts and ends with salary negotiations, promotability, and growth opportunities. However, women don’t always realize the extent to which they are being discriminated against or excluded from professional opportunities.

Commission 52

Commission Data Salary Face-to-face 52

OpenSymmetry

AUGUST 19, 2016

It’s hard to believe that the 2016 Rio Olympic Games are coming to an end. The study reviewed in this HBR article found top-performing salespeople consider themselves confident, likeable, responsible, and productive. Incent to Drive Success. How the right mix of personality, behavior, and compensation drives success.

Compensation 40

Compensation Incentives Incentive Hiring 40

Tenfold

DECEMBER 11, 2017

According to the 2016 State of American Workplace , a Gallup report based on answers from more than 195,000 employees, only 33 percent of US employees are effectively engaged in their work. The Gallup report has come up with top motivators according to today’s employees: the opportunity to do what they do best.

Outsourcing Services 61

Outsourcing Services How To Hiring Survey 61

DiscoverOrg Sales

MAY 4, 2017

Henry : The two things that jumped out from the study about doing the hard things are, you can see that high-growth companies view cold calling, or basically outbound sales development, as something that’s alive and adding great results at more than two and a half times more frequently than low-growth companies. They had to see growth.

Company 120

Company Conversion Outbound Video 120

LeveragePoint

SEPTEMBER 21, 2018

Part 2 of this series highlighted the uses of great Value Propositions to address account-specific business problems and opportunities of a buying organization as a whole. In 2016, according to Brent Adamson , the average number of stakeholders involved in a B2B purchasing decision had risen to 6.8. Here is the clinical study.

Account Based Marketing 20

Account Based Marketing Account Lead Rank Lead Scoring 20

OnePageCRM

MARCH 8, 2017

Further Opportunities. Digital sales platform, Gumroad ran a meta study to compare the conversion rates (the proportion of people who saw a product that bought it). But they used a different incentive… Alternative currencies. What about the 20 customers who would’ve paid $5? And what about those who’d pay $50?

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

Tony Hughes

MARCH 12, 2018

Psychologically, numerous studies show that when we present a client with the unit economics in a deal, we risk self-commoditization. This is a vast challenge in that studies revealed 92% of those listening in on a virtual meeting are disengaged : checking blackberry, calendar, doing email or simply drifting off. Huge mistake, yes?

Social Selling 67

Social Selling Government Top of Funnel Call-back 67

OnePageCRM

MARCH 8, 2017

Further Opportunities. Digital sales platform, Gumroad ran a meta study to compare the conversion rates (the proportion of people who saw a product that bought it). But they used a different incentive… Alternative currencies. What about the 20 customers who would’ve paid $5? And what about those who’d pay $50?

Strategy 20

Strategy Discount Lead Rank Enterprise 20

Cience

FEBRUARY 5, 2019

As you know, we’ve been studying sales development for over a decade now and we’ve issued several reports over this period. SDRs’ average tenure slightly increased after it hit quite a low in 2016. We always encourage our clients to make performance-based incentives. In your opinion, what’s driving this trend? Will it continue?

Ideal Customer Profile 50

Ideal Customer Profile Hiring Outsourcing Services Inside Sales 50

InsideSales.com

DECEMBER 4, 2019

Such was the claim in a 2016 TechCrunch article. Opportunities and salable products may also be different. Scores of studies showed how powerful data could be in helping organizations reach and maintain long-term success. According to a recent XANT response study, the average sales rep at a U.S. I agree with them.

Data 86

Data Hiring Analytics Top of Funnel 86

Pipeliner

APRIL 4, 2018

In its 2016 annual report , 21st Century Fox, parent company of Fox News, wrote, “The Fox News Channel, under new leadership, is stronger than ever, and is on track to have its highest rated year in its 20-year history. That compares to the 2016 of $20.7 This is a leadership issue that traces all the way to the top of the org chart.

Revenue 66

Revenue Company Epiphany Advertising 66