The Spiff Blog

SEPTEMBER 1, 2022

You already know the right sales compensation plan can motivate your team, improve their performance, and boost overall job satisfaction. In the 1990s, approximately 25% of US companies were using non-cash rewards compared to 80% in 2018 ( source ). More than 40% of surveyed sales leaders missed revenue targets in 2020 ( source ).

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Xactly

JUNE 27, 2018

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. What do you anticipate for 2018 that was different for 2017? 2018 will be more dynamic.

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Xactly

JANUARY 2, 2019

Ultimately, the new compensation and incentive plans must successfully motivate the right sales behaviors to achieve goals, all while driving growth. After close to a year, we decided that Express was not flexible enough to handle our complex plans and increasing number of reps, so we decided to implement Xactly Incent in 2015.

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Xactly

JANUARY 7, 2019

The start of a new year comes with a new sales plan—and that means you must reassess your sales capacity needs , align and balance sales territories , and create a sales incentive plan that drives sales performance. To motivate reps, attract new talent, and keep top sales reps from leaving, your compensation must be competitive.

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The Brooks Group

DECEMBER 18, 2018

To round out the year we’ve compiled a list of our top 10 most-viewed blog posts of 2018. Most-Viewed Blog Posts of 2018. 17 Creative Sales Incentives (Other than Money) to Motivate Your Salespeople. If you haven’t subscribed yet, join the community by subscribing now so you never miss a post!

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Xactly

SEPTEMBER 20, 2018

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. What do you anticipate for 2018 that was different for 2017? Finding the right mixture of compensation requirements is a balancing act.

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Xactly

JUNE 27, 2018

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. What do you anticipate for 2018 that was different for 2017? 2018 will be more dynamic.

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SalesLoft

APRIL 10, 2018

It’s no secret that salespeople are motivated by money. When you’re looking to reward reps outside of a structured commission program, other incentives may actually be even more effective. Think outside of the box when it comes to motivating sales teams without money. Alternative Ways to Motivate Sales Teams.

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Zoominfo

SEPTEMBER 1, 2019

Establish an Incentive-Based Customer Loyalty Program. While there are many different forms of incentives you can offer within your program, here are a few recommendations: Create a Tiered Incentive Program. Offer Incentives that Speak to Your Customers’ Values. Personalize Your Incentives.

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The Center for Sales Strategy

SEPTEMBER 21, 2018

- WHAT'S MOTIVATING US THIS WEEK -. > 10 TED Talks Every Sales Professional Should Watch in 2018 — Hubspot. Great sales departments motivate their employees with incentives, contests, and -- you guessed it -- pep talks. It's not always easy to stay motivated in the day-to-day grind of selling. VINCE LOMBARDI.

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Xactly

MAY 7, 2018

The resulting incentive plan must develop a compensation process that will motivates the right sales behaviors to achieve goals, all while driving growth. She runs half marathons and is training for her fourth marathon in May 2018. What do you anticipate for 2018 that was different for 2017? “I

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PandaDoc

OCTOBER 30, 2023

Employee engagement increases when the incentives are worth the effort required to do well. Points, scores, and objectives allow participants to get a clear understanding of the end goal while prizes and rewards motivate them to achieve it. When you’re pushing team members to close deals and hit big numbers, that motivation matters.

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Selling Essentials RapidLearning Center

JUNE 28, 2019

Incentives and rewards. First the distinction: There’s a vast difference between incentives and rewards. Incentives are things like salaries, bonuses and promotions. That sounds like a great way to motivate people – and it can be, depending on the size and nature of the incentive. Source: Modestino, A.

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Xactly

SEPTEMBER 5, 2018

And, they can have a big impact on sales team engagement and motivation. How MBOs Affect Sales Team Engagement and Motivation. While your situation might not be that extreme, the point is we often take employee engagement and motivation for granted. It’s extremely important to keep reps engaged and motivated to meet quota.

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Your Sales Management Guru

DECEMBER 26, 2017

How to motivate your sales team. Compensation and incentive strategies. To Learn More and Register: Boot Camp starts January 19, 2018 Register Today. Boot Camp starts January 19, 2018 Register Today. In the course you’ll learn: Important time management strategies for sales leaders.

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Hubspot Sales

AUGUST 22, 2018

Develop sales contests and incentives to drive performance. Collaboration and motivation skills. Inspired and enthusiastic: To keep their reps on-track and motivated, sales managers demonstrate genuine passion for their team's mission. Check out this piece on how top sales leaders are interviewing SDRs in 2018.

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Xactly

AUGUST 23, 2018

Download the guide, "Optimizing Sales Territory Design," to learn about the Sales Management Association 2018 Update. By now, we can all agree that automating incentive compensation management (ICM) is exponentially more effective than using excel to manage sales comp. Download Guide. Your ICM is getting lonely.

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Miller Heiman Group

FEBRUARY 21, 2019

In 2018, just 54 percent of all sellers met their sales quotas, according to CSO Insight’s 2018-2019 Sales Performance Study. Furthermore, only 16 percent of sales leaders say they are confident they have the talent needed to succeed into the future, according to CSO Insights’ 2018 Sales Talent Study.

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Hubspot Sales

APRIL 26, 2018

For sales leaders, promotions either make the customer’s decision easier or motivate the salesperson to work a little harder. So, are sales promotions necessary in 2018? Instead, leverage a healthy incentive focused on time savings or additional services. Both scenarios require a something extra from the seller.

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SalesLoft

OCTOBER 30, 2018

This is dollars left on the table due to ineffective processes for “defining, assigning, and managing territories, quotas, and incentives and compensation plans.”. Table 1 shows average salaries for the job title “Sales Development Representative” on GlassDoor in several major US metropolitan areas: (source: GlassDoor; October 21, 2018).

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Hubspot Sales

OCTOBER 2, 2019

In 2018, the average sales professional tenure was reported to be 1.5 Having clear, visible goals and incentives builds well-rounded sales professionals. Having a set performance management plan keeps compensation structure and overall business objectives aligned, resulting in a more motivated sales team. Image source: Xactly.

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Xactly

AUGUST 20, 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. Drive the Right Sales Behaviors with Incentives. Easily Adhere to ASC 606 (IFRS 15).

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Xactly

DECEMBER 12, 2018

Accurate quota allocation impacts your team’s ability to achieve their anticipated incentive compensation. Download our executive guide "Optimizing Sales Territory Design: Sales Management Association 2018 Research Update" to discover the benefits of using data and automation to optimize your sales territory planning. Download Guide.

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LevelEleven

SEPTEMBER 21, 2018

A 2018 State of Sales Enablement report shows that nearly 70% of respondents reported that their company’s sales process were becoming more complex. Sellers are often closest to this information on the front lines, but they lack the proper means or incentives to circulate that knowledge back into the rest of the business.

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Allbound

AUGUST 29, 2018

Just a few years ago, Gartner predicted that 20 percent of B2Bs would be focused on commercially available PRM software by 2018. With the right training and incentives in place, you can get to market faster and your channel partners will be better enabled to sell. What Is PRM? Registering and Tracking Leads.

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Xactly

JUNE 13, 2018

Balanced territories allow you to set fair quotas, which have a huge impact on your incentive compensation and success of your salesforce. Ultimately, if your sales territories aren’t optimized, you hinder sales reps’ motivation and performance. Lower sales rep morale and decreased motivation.

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Hubspot Sales

AUGUST 20, 2018

Major industry events are all about entertainment, motivation, and connection, right? INBOUND offers a large pool of motivated professionals primed to make themselves and their companies better. Attendees are motivated to talk about business, and the community is so supportive.” Want to try your luck at INBOUND 2018?

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Hubspot Sales

MARCH 21, 2019

In fact, the 2018 Global Data Management Benchmark Report found that 52% of the organizations surveyed said data and analytics would be a key source of opportunity in the coming years. Transparency is one way to motivate your sales reps because they have the ability to zoom out and see the impact their numbers have on the business.

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The Spiff Blog

JULY 28, 2022

Powerful products that allow clients to be successful are extremely motivating. Samu and his wife moved to Guadalajara Mexico in 2018, being the first time they traveled outside of Venezuela. Meg has expanded her career to leadership, coaching and mentoring top performing individuals.

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Xactly

AUGUST 30, 2018

This is especially important knowing that more than half of reps (57%) are expected to MISS their quotas this year, according to the 2018 Salesforce State of Sales Report. Xactly Incent will ensure your commission structure is optimized for your team on each and every sale. It will help lead your team to the right direction.

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Xactly

AUGUST 15, 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. Download. They shouldn’t have to sit around waiting for leads to be generated. So, timing is everything.

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Sales Hacker

OCTOBER 30, 2018

She is passionate about managing and motivating others and working in high-pressure, fast-paced collaborative environments. by The American Association of Inside Sales Professionals 2013-2018. 500 Winner and Top Women leader of 2018. Andrea Austin – VP at Nokia Software | Published Author.

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OpenSymmetry

FEBRUARY 22, 2015

As stated in a previous blog post on motivating employees, the Human Capital Management market is growing rapidly, especially the talent management component, accounting for roughly 35% of the entire HCM solutions revenue by 2018. Talent management applications are on the rise! What does this mean for your organization?

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LeadFuze

JUNE 29, 2021

Having an idea of your average opportunity win rate will allow you to produce more accurate sales forecasts, as well as set challenging sales targets to motivate your team. In 2018, it surpassed $1 billion in revenue. Knowing your SPC allows you to understand how many opportunities your sales team needs to have at any given point.

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InsideSales.com

OCTOBER 23, 2019

This familiar adage comes from Norman Vincent Peale and has been used to inspire and motivate people around the world. Therefore, it requires quite a bit of incentive on a sales rep’s parts to be able to get a small chunk of their extra time. Engaging with C-Level Executives. Shoot for the moon. Their Time Is Limited.

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Sales Hacker

DECEMBER 8, 2017

The race to the 2017 finish line is in full throttle – While last minute closed deals are still trickling in, B2B organizations are researching how to shape next year’s sales strategy to align with the top sales trends that are expected to emerge in 2018. Top 2018 Sales Trends & Predictions – Strategic Headlines.

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Xactly

AUGUST 1, 2018

A strong incentive plan drives sales behaviors that help companies grow and achieve their goals. Successful sales compensation plans require a balance between motivating incentives and revenue-driving factors, but that doesn’t mean it needs to be a stressful, time-consuming task. “I We are working on FY19 now.”.

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