The Spiff Blog

SEPTEMBER 1, 2022

In the 1990s, approximately 25% of US companies were using non-cash rewards compared to 80% in 2018 ( source ). 90% of top-performing companies utilize incentive programs to reward their sales associates ( source ). Properly structured incentive programs can increase employee performance by 44% ( source ). in the United States.

Compensation 81

Compensation Salary Incentives Incentive 81

Selling Essentials RapidLearning Center

JUNE 28, 2019

Research suggests that rewards aren’t about saving a buck. Incentives and rewards. First the distinction: There’s a vast difference between incentives and rewards. Incentives are things like salaries, bonuses and promotions. But incentives are perceived as a transaction. But show me the money.”. S., & Shoag, D.

Incentives 40

Incentives Incentive Salary Negotiation 40

PandaDoc

OCTOBER 30, 2023

Research has shown that there are huge benefits to gamifying your sales process, including better worker productivity and retention when it comes to learning new things. Employee engagement increases when the incentives are worth the effort required to do well. Offer a buy-in option for a chance to win prizes via a drawing or a raffle.

Sales Process 52

Sales Process Incentives Incentive Hiring 52

Miller Heiman Group

JULY 18, 2018

In our 2018 Sales Operations Optimization Study conducted by CSO Insights, only 47 percent of respondents reported adoption rates of greater than 90 percent. In our 2018 Sales Operations Optimization Study, we also asked respondents to share which areas needed the most improvement over next 24 months.

CRM 81

CRM Forecasting Study Top of Funnel 81

LeadFuze

AUGUST 13, 2021

For example, according to the Council for Community and Economic Research , San Diego was the most expensive city in the United States in 2018, not New York City, according to Kiplinger. Further Research: Here’s a post listing the cost of living by state. Bad Example: Hawaii on the other hand—not so much.

Salary 98

Salary Hiring Transportation Negotiation 98

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.

Territories 41

Territories Incentives Incentive Compensation 41

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.

Territories 67

Territories Quota Guidelines Software 67

Miller Heiman Group

JULY 18, 2018

In our 2018 Sales Operations Optimization Study conducted by CSO Insights, only 47 percent of respondents reported adoption rates of greater than 90 percent. In our 2018 Sales Operations Optimization Study, we also asked respondents to share which areas needed the most improvement over next 24 months.

CRM 51

CRM Forecasting Top of Funnel Study 51

ExecVision

APRIL 25, 2018

Use CAS as an incentive for reps to improve their conversion rates. Be sure your reps are well-versed in these four skills to maximize your ConnectAndSell ROI: Pre-Call Research. Reps should be manually cleaning up the lists they pull from databases and researching the account/prospect prior to the call.

Ideal Customer Profile 40

Ideal Customer Profile InsideView Cold Calling Gatekeeper 40

Cience

NOVEMBER 6, 2019

Consumers now routinely do lots of online research. According to a 2018 J.D. auto buyers spend about 13 hours online researching and browsing models prior to making a purchase, and only about 3.5 in 2018 were online sales and only about 5% of new cars). interview with Krim in The Wall Street Journal, December 1, 2018) .

Channels 42

Channels Marketing Retail How To 42

Hubspot Sales

DECEMBER 27, 2017

It's a few days past gift giving, but just in time for your 2018 compensation resolutions. . Human beings are built to misunderstand numbers; we've got the research to prove it. It's worth taking a look at this essay and the research it discusses. I thought it might be time to recycle the idea because there's so much going on.

Compensation 40

Compensation Salary Face-to-face Report 40

Mindtickle

FEBRUARY 27, 2020

This shift aligns with the overall industry trend with millennials set to replace the 25% retiring by 2024, according to Cerulli Associates , a leading global research firm for financial services. Cerulli Associates’ research says that the industry attracted about 20,000 trainees in 2018, with a failure rate of approximately 75%.

Ideal Customer Profile 59

Ideal Customer Profile Demographics Margin Banking 59

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).

Compensation 52

Compensation Sales Qualified Lead Salary Quota 52

Miller Heiman Group

FEBRUARY 26, 2019

According to CSO Insights’ 2018-2019 Sales Performance Study , only 54 percent of salespeople are making or exceeding quota. According to research, both are likely culprits! Engage the sales operations team to ensure appropriate alignment between territory assignments and compensation and incentive programs.

Strategy 71

Strategy Territories Quota Proposal 71

Hubspot Sales

AUGUST 20, 2018

Winter is coming: At the end of Q3 (September), professionals have a strong incentive to lean into a new way of doing business and push for big results before the end-of-year slump many industries experience. Want to try your luck at INBOUND 2018? Click here to register for the September 4-7, 2018 event.

Industry 62

Industry Closing Inbound Conference 62

Mindtickle

FEBRUARY 27, 2020

This shift aligns with the overall industry trend with millennials set to replace the 25% retiring by 2024, according to Cerulli Associates , a leading global research firm for financial services. Cerulli Associates’ research says that the industry attracted about 20,000 trainees in 2018, with a failure rate of approximately 75%.

Ideal Customer Profile 52

Ideal Customer Profile Demographics Margin Banking 52

Chili Piper

NOVEMBER 21, 2018

In a study of the top 100 SaaS companies , Drift discovered the number of mandatory fields are rising on demo request forms “from an average of 6 mandatory fields in 2017 to an average of 7 in 2018.”. Lastly, there is an incentive for sales reps to take their time. I don’t think so.

Lead Rank 80

Lead Rank Lead Scoring B2B Marketing Qualified Lead 80

Sales Hacker

AUGUST 28, 2018

Industry research consistently shows that buyers want the same easy experience they now routinely enjoy in their private life. In 2018, this is the experience of an overwhelming number of B2B buyers. This article outlines the results of a B2B Buyer Experience survey by TimeTrade. Make no mistake: we live in a digital world.

Buyer 79

Buyer B2B B2C Survey 79

Allbound

OCTOBER 17, 2018

times shorter, according to a 2017 Aberdeen Group Research Study on channel partner marketing and sales. Also, because a PRM solution is cloud-based, there is no end to the amount of content it can hold—from news and new product information to marketing materials, technical documentation, incentives, and more.

Top of Funnel 48

Top of Funnel Vendor Case Study Channels 48

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. Think about the last time you made a quick decision that yielded disappointing results. Did you use data to inform that decision?

Examples 118

Examples Hiring Report Hubspot 118

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. A 2018 survey by the Sales Management Association found that companies implementing technology into their territory plan design process outperform others.

Territories 49

Territories Travel Webinar Metrics How To 49

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. What does this mean for your organization? Follow on Twitter | Connect on LinkedIn.

Scale 40

Scale Compensation Report Twitter 40

Sales Hacker

OCTOBER 30, 2018

by The American Association of Inside Sales Professionals 2013-2018. As a member of the National Speakers Association, she regularly speaks at sales and incentive meetings, sales conferences, and association meetings. Her work in sales training, leadership development and team effectiveness are research-based and people-focused.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

Nutshell

AUGUST 27, 2018

The first step of prospecting is to research and find a group of qualified people to reach out to. To get you started, here are a few helpful resources that cover researching and finding potential leads: “6 Sales Prospecting Strategies You Should Be Using” by PhoneBurner. “12 Finding Qualified Leads. The list goes on and on.

Sales Qualified Lead 126

Sales Qualified Lead Closing Lead Rank Lead Scoring 126

InsideSales.com

OCTOBER 4, 2019

In reality, you can find scaled prospecting success through email and other communication without researching your prospects to death. In most cases, researching the specific people you’re trying to reach is a low-value activity. What you think is a major incentive to switch may just be a great way to get a discount without switching.

Scale 40

Scale Prospecting Buyer Persona Outbound 40

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. What are the key differentiators that make up your ideal prospect?

Ideal Customer Profile 40

Ideal Customer Profile Compensation Sales Qualified Lead Sales Cycle 40

Close.io

AUGUST 30, 2019

Give them the right incentives to keep using your product. Keep in mind that 39% of mid-sized companies changed their app stack between 2017-2018. Doing keyword research and discovering keyword opportunities (Ahrefs). Offering a value-metric-based pricing model, allows you to: Educate your users on how to use your product.

Top of Funnel 90

Top of Funnel Lead Rank Marketing Sales Qualified Lead 90

LeadFuze

JUNE 29, 2021

Creating a sales strategy will involve identifying a target market, performing competitive research, analyzing trends, and deciding on sales and promotion methods. What sources did you use for researching potential solutions for your pain points? In 2018, it surpassed $1 billion in revenue. Types of sales strategies.

Ideal Customer Profile 119

Ideal Customer Profile Lead Rank Lead Scoring Hiring 119

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.

Trends 96

Trends Outsourcing Services Top of Funnel Account Based Marketing 96

SalesFolk

SEPTEMBER 19, 2017

Start by allowing reps time to properly research their leads and engage in meaningful interactions with them. Give them an incentive to stay in the role and make sure they know how valuable they are to the overall sales cog. Perhaps 2018 will mark the death of their company instead. appeared first on Salesfolk.

Face-to-face 49

Face-to-face Cold Calling Commission Incentives 49

Crunchbase

OCTOBER 26, 2020

According to the Annual State of Sales by Salesforce , 57 percent of sales reps said they expected to miss their quota in 2018. Our research has found that now around 84 percent of sales professionals missed their quota in 2020. Salesforce found in 2018 that sales reps only spend around 34 percent of their time actually selling.

Pivotal 105

Pivotal Strategy Face-to-face Consumer 105

Hubspot Sales

JULY 15, 2020

According to research conducted by Revenue Grid , before the pandemic only 57 percent of sales reps reported that they expected to fall short on their sales quotas at the end of 2019, with that figure ballooning to a whopping 84 percent by second quarter 2020. It’s a tough question and doesn’t have a single right answer. Image Source.

Pipeline 136

Pipeline B2B Ideal Customer Profile Sales Qualified Lead 136

Nudge.ai

DECEMBER 8, 2017

Top 5 B2B Prospect Research Tools. GrowthList: Hand-researched list of 14,000+ fast-growing tech companies with validated email addresses. IBM: Manage incentive compensation plans and smarter administration of sales territories and quotas. The post The Ultimate 126 B2B Sales Tools Rankings For 2018 appeared first on Nudge.ai.

Lead Rank 51

Lead Rank Lead Scoring Sales Tools B2B 51

Sales Hacker

NOVEMBER 17, 2020

But doing the research to find the company that was here and talking with that services business and convincing them that they had a product. And he passed defending champion Jeffrey Kirui in 2018. So that was also a big piece of it. Family’s a big backbone of what we do here and in my family. They were not a product company.

Company 102

Company Scale Hiring Revenue 102

LeveragePoint

MAY 4, 2018

Richardson’s 2018 survey, Understanding Sales Challenges , highlighted the top 3 concerns among sales executives: (1) Competing against a low cost provider, (2) Combatting the status quo and (3) Knowledge about how to team sell effectively. IT may have to approve. Legal reviews contracts.

Sales Cycle 20

Sales Cycle Negotiation Closing Case Study 20

Nutshell

AUGUST 1, 2019

Six months into marriage, my husband and I had to sell our apartment, our cars, and move in with my in-laws (not something I recommend to any newlyweds), all because I had resigned from my job as a research and development scientist and failed at my first attempt at starting a luxury wedding and event planning business.

Advertising 121

Advertising Advertising Hiring Retail 121

Sales Hacker

DECEMBER 13, 2018

In the business environment, extensive research show that goal-setting elevates work performance by at least 10% to 25%. Whether through inspiration, coaching, training, technology, or incentives, sales managers need to enable each member of the team to deliver high performance and achieve their individual targets. Tech purchases.

Sales Management 80

Sales Management Revenue Incentives Incentive 80