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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Compensation Salary Incentives Incentive 81

Sales and Marketing Management

NOVEMBER 22, 2017

Sales manager: I’d like to know what rewards the reps would like for our next incentive. Sales rep: Cash! Sales manager: Sounds good. You may be a seasoned sales manager, fatigued by trying to come up with innovative ways to motivate your reps. Are incentives obsolete? I’ve got bills to pay! Don’t do it.

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Motivation Incentives Incentive Lead Rank 191

Xactly

JUNE 27, 2018

Sales compensation plan can be a complex process. 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. Time in sales compensation: 4 years. How were our Sales team compensated?

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Compensation Incentives Incentive Pharmaceuticals 52

Xactly

SEPTEMBER 20, 2018

Sales planning entails many important factors. From territory planning to sales team organization, to sales coaching and leadership strategies to sales compensation planning, each element helps to create a strong sales plan. Position: Sales Operations. Time in sales compensation: 5 years.

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Compensation Incentives Incentive Lead Rank 40

Xactly

JUNE 27, 2018

Sales compensation plan can be a complex process. 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. Time in sales compensation: 4 years. How were our Sales team compensated?

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Compensation Incentives Incentive Pharmaceuticals 45

Your Sales Management Guru

NOVEMBER 28, 2016

Creating a Sales Compensation Plan for 2017. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans.

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OpenSymmetry

OCTOBER 14, 2016

Impossible-to-reach quotas, a high-pressure sales environment, and a lack of transparency throughout Wells Fargo’s sales organization. Last month, Wells Fargo CEO Jon Stumpf faced the House Financial Services Committee on Capitol Hill, where congressmen questioned the sales practices at Wells Fargo.

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Incentives Incentive Compensation Face-to-face 40

Sales and Marketing Management

JULY 26, 2017

Online retail is expected to grow 8 to 12 percent in 2017 — three times higher than the growth rate of retail overall. Not your father’s incentive program. “We But it’s about more than just employee or sales performance or customer loyalty, Silver says. Paul Nolan is editor of Sales & Marketing Management.

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Incentives Incentive Retail Loyalty 209

Sales and Marketing Management

MAY 18, 2018

Tapping in to the experiential trend is essential for building a brand, engaging B2B customers, and driving sales. Follow these three key steps to plan and implement immersive experiences that engage your B2B customers and transform sales. Sales kickoffs. Step One: Know What Motivates Your Customers. Product launches.

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B2B Customer Social Media Face-to-face 221

Sales and Marketing Management

APRIL 5, 2019

Author: Pete Dufner As a creative director in a past life, I witnessed Natasha Jen’s “Design Thinking is Bull ” presentation back at the HOW conference in 2017. We use it to create meetings, events and incentive programs, but it’s really at the core of everything we do. If you haven’t seen her video yet, it’s 13 minutes well spent.).

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Infusion Incentives Incentive Groups 205

Xactly

MAY 7, 2018

Sales compensation is one of the most important components of sales planning. Sales operations and compensation professionals must compile a team to piecing together metrics and goals, which carries an incredible amount of responsibility. Time in sales compensation: 11 years. Company: Palo Alto Networks.

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Compensation Incentives Incentive Networking 49

SBI

OCTOBER 23, 2017

Dreamforce 2017 is just around the corner. There are over 3,000 sessions scheduled—936 if you filter by role for sales operations or sales professional, and 179 if you filter by Marketing /ABM as a role. The other thing to keep in mind is that not every solution provider caters to marketing or sales.

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Vendor Hoovers Lead Rank Sales Qualified Lead 140

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

Sales and Marketing Management

OCTOBER 29, 2018

This kind of content positions you as a thought leader in a given field or industry, does not contain a sales pitch, and should never mention your company or brand except as the source of the content. 4 Examples of Product-Agnostic Content. The product-agnostic approach to content marketing has been around for a long time.

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Top of Funnel B2B Webinar Metrics Marketing 237

PandaDoc

APRIL 26, 2023

A sales process is crucial to any commercial organization looking to secure revenue and grow. However, since sales activities have been notoriously hard to measure in terms of performance, many business owners have adopted various commission structures to keep their sales reps motivated. Let’s dig in.

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Commission Salary Margin Scale 52

Mindtickle

JANUARY 19, 2023

In 2023, many sales organizations will focus on measuring and improving sales productivity. But first… What is sales productivity? Simply put, sales productivity is how efficient and effective your sales reps are at hitting a variety of revenue milestones and goals. Forrester’s 2021 B2B Buying Study ).

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Strategy Cold Calling Lead Rank Lead Scoring 52

Sales and Marketing Management

MARCH 8, 2020

Predictions for the impact of AI, the authors state, suggest a doubling of the economic growth of developed countries between 2017 and 2035, potentially adding $7.4 There’s no reason it can’t have equally powerful impacts on B2B sales and marketing, but it’s in its infancy, experts say. “AI trillion to the U.S. economy alone.

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Top of Funnel Marketing Scale Lead Rank 218

Increase Sales

JANUARY 12, 2017

In some sales training or business leadership programs, self leadership is included as a subset of sales skills or even talent development. why do the average salespeople make only two attempts to contact a sales lead or prospect? Purpose (as it relates to people). Source: Scripted). Source: Sirius Decisions).

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Lead Rank Motivation Incentives Incentive 70

Hubspot Sales

MAY 21, 2021

It’s one of the most important components of sustained sales success over time. As a sales manager or director, you can only influence your team’s sales performance in two dimensions: Their skill set (what they can do) and their motivation (how repeatedly or passionately they do it). But motivation is far harder.

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Motivation Strategy How To Hiring 136

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. This is especially risky in sales, where disconnected data can have serious repercussions on your pipeline and revenue. What is data-driven sales?

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Commission Compensation How To Data 56

PandaDoc

APRIL 3, 2023

In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. There is no room for failure in today’s competitive sales landscape. It can also offer insight into automating sales processes to free up more of your team’s time.

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Training Hiring Construction Case Study 98

Xactly

SEPTEMBER 27, 2018

In this piece, she reflects on the importance of diversity in the workplace, and taking data from the Xactly Insights data-driven platform, how diversity impacts the success of sales teams. The same is true for sales team structure. In 2016, only 32% of sales reps met or exceeded sales quota, according to Xactly Insights data.

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Compensation Quota Incentives Incentive 75

Zoominfo

JULY 13, 2022

We collect business information to help organizations and the people who work at them, to connect on sales, marketing, and talent recruiting efforts. ZoomInfo sends out tens of millions of notification emails annually, as part of a process that we put in place back in 2017. Answer: Yes. loyalty programs).

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Data Ideal Customer Profile Call-back Hiring 130

Xactly

NOVEMBER 1, 2018

Public companies have been under compliance since December 2017, and the implementation date for privately held organizations is quickly approaching (December 15, 2018). Under the new revenue recognition standard , companies must change the way they report revenue in their accounting for sales commissions.

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Commission Account Compensation Revenue 82

Xactly

JULY 25, 2018

The same goes for young sales professionals. As part of a sales organization, you’ll have peers, managers, and executive leaders that can offer advice and provide guidance in your field. Continue Learning. First, having a solid educational foundation with an undergraduate and graduate degree is key, but you should not stop there.

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Compensation Education Trends Course 77

Xactly

SEPTEMBER 10, 2018

Sales performance management (SPM) and incentive compensation management (ICM) are often used interchangeably. SPM refers to sales planning, comp management, performance optimization—and everything in between. Fact #1: In 2017, the average quota attainment was at 53%, and this rate is continuing to trend downwards.

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Enterprise Enterprise Compensation Territories 73

Your Sales Management Guru

AUGUST 9, 2017

Sales Management Boot Camp- 8 weeks, online. We have too much to do, we don’t have time to build a sales organization. I am frustrated with my sales team, do I have the right team? I have a problem growing sales profitably. I am unsure what metrics to use to measure sales effectiveness. For the New Sales Manager.

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Hiring Compensation Sales Leadership Course 49

DiscoverOrg Sales

MAY 4, 2017

It didn’t really matter how great our sales force integration was, or how great our Marketo integration was, or how much we were cleansing their data. Get the results of our 2017 Growth Drivers Report here. They had to see growth. Justin : That’s great, and that’s exactly what came out of this report.

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Company Conversion Outbound Video 120

Miller Heiman Group

JULY 18, 2018

When we ask sales leaders this question, answers often range from “not very” to “not at all.” In our 2018 Sales Operations Optimization Study conducted by CSO Insights, only 47 percent of respondents reported adoption rates of greater than 90 percent. CRM ROI: The 4 Benefits of a Formal Sales Process.

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CRM Forecasting Study Top of Funnel 81

OpenSymmetry

FEBRUARY 23, 2017

Getting into the swing of 2017, your company is ready to be liberated from the ancient tools handicapping your sales efforts to a mindbendingly slow pace. Take a fresh look at your sales compensation processes before considering the investment of a new tool. Do your sales staff understand the comp plan?

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Compensation Hiring Commission Churn 46

Groove.co

DECEMBER 5, 2017

How to Meet (or Beat) your December Sales Goals. Whether they're hustling to spend the last of their annual budget, fretting about the endless family visits and company dinners, or — in your case — working to meet sales goals despite an array of "out of the office" emails, it seems like there's never enough time.

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Closing Strategy Incentives Incentive 20

Mindtickle

FEBRUARY 27, 2020

” Building the New Millennial Financial Advisor with Sales Readiness. The majority of advisers industry-wide at end-2017 were between 55 and 64, according to Cerulli. Most aspiring money managers end up failing early on as the pressure to take on new clients and generate sales burns out newcomers.

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Demographics Ideal Customer Profile Margin Banking 59

Mindtickle

FEBRUARY 27, 2020

” Building the New Millennial Financial Advisor with Sales Readiness. The majority of advisers industry-wide at end-2017 were between 55 and 64, according to Cerulli. Most aspiring money managers end up failing early on as the pressure to take on new clients and generate sales burns out newcomers.

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Demographics Ideal Customer Profile Margin Banking 52

The Spiff Blog

JUNE 6, 2023

Brenna Oberg, Sales Development Representative Brenna was born and raised in Minnesota and currently lives in Lakeland, Minnesota with her husband Chase. Brenna, who is also a registered dietitian, stumbled into the tech world last year and started her sales career at Xactly Corp as an SDR.

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Meeting Travel Engineering Hiring 67

Chili Piper

NOVEMBER 21, 2018

This stat comes from a Harvard Business Review study and for today’s B2B sales and marketing teams, it has several problems…. Speed-to-lead is typically measured as the length of time between a demo request form submission and the first contact attempt from a sales rep. Lastly, there is an incentive for sales reps to take their time.

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Lead Rank Lead Scoring B2B Leads 80

Miller Heiman Group

JULY 18, 2018

When we ask sales leaders this question, answers often range from “not very” to “not at all.” In our 2018 Sales Operations Optimization Study conducted by CSO Insights, only 47 percent of respondents reported adoption rates of greater than 90 percent. CRM ROI: The 4 Benefits of a Formal Sales Process.

CRM 51

CRM Forecasting Study Top of Funnel 51

Xactly

NOVEMBER 20, 2018

The commission accounting standard has been in effect for public companies since December 2017. Under the commission accounting standard, there’s no need to amortize if your offering is a one-time point of sale because there’s no capitalization. Take car sales, for example. Determine which plans have longer-term returns.

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Commission Account Compensation ROI 76