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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Incentives Incentive Scale Compensation 83

SBI Growth

JULY 14, 2013

There’s no denying that in sales, talent is a key differentiator. Today’s post is about how Sales Ops can create conditions that enable success. Today’s post is about how Sales Ops can create conditions that enable success. How well have you created conditions for sales success? Huddle Around A Sales Process.

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Territories Incentives Incentive Compensation 328

Sales and Marketing Management

OCTOBER 9, 2019

Incentives and bonuses are just the starting point. The current model is fraught with competing priorities -- increase revenue and optimize costs, while at the same time hiring, engaging, measuring and retaining a sales force that is motivated by a diverse set of goals. One way to support them is through AI-powered sales tools.

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Lead Rank Incentives Incentive Nonprofit 254

Zoominfo

SEPTEMBER 5, 2023

Harnessing AI requires a strong alignment of incentives across departments, coupled with high-quality data and experienced resources to get the job done. The good news? With a foundation of the most comprehensive B2B data available, it’s possible to turn those challenges into opportunities with plenty of upside.

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Lead Rank Data Marketing Segment 130

SBI Growth

OCTOBER 6, 2013

This post is for Sales and HR Leaders planning 2014 Sales Compensation. It provides a number of common Sales Compensation complaints. Something you’ll need to go with this post is the Sales Compensation Complaint Checker. Something you’ll need to go with this post is the Sales Compensation Complaint Checker.

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Compensation Territories Incentives Incentive 293

Highspot

OCTOBER 11, 2023

Effective sales management is the core of any successful business. Read on as we break down why strong sales management matters, along with proven strategies to achieve it. It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals.

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Sales Management Strategy Lead Rank Lead Scoring 59

Highspot

FEBRUARY 25, 2024

Sales operations teams frequently encounter hurdles such as juggling too many tasks, outdated procedures, insufficient data management, and communication breakdowns. When sales performance starts slipping, it’s a call to action for a sales operations strategy makeover. As a result, data silos emerge.

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Sales Operations Forecasting Incentives Incentive 52

Xactly

JANUARY 2, 2019

The sales planning process can become quite complex, especially when it comes to designing sales compensation plans. Ultimately, the new compensation and incentive plans must successfully motivate the right sales behaviors to achieve goals, all while driving growth. Time in sales compensation: 4 years.

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Compensation Incentives Incentive Commission 69

SBI

JUNE 4, 2021

SetSail , the Revenue Execution platform for sales, releases new data on the anatomy of a successful B2B sales deal, derived from its analysis of deals at six large enterprises, including one of the Fortune 10, over the past two months.

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Revenue Data Buyer Persona Incentives 74

HeavyHitter Sales

MARCH 22, 2012

I’ve had the privilege of conducting “Win/Loss/No Decision Sales Cycle Analysis Studies” for leading companies including IBM, EMC, ATT, Acxiom, and PayPal. Click here to learn more about Win-Loss Analysis.   The sales cycle is a formalized information-and-activity exchange. Did I listen to my sales intuition?

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Analysis Acxiom Face-to-face Revelation 146

Highspot

JANUARY 4, 2024

A sales training strategy is your blueprint to equip sales teams with the necessary skills and knowledge to excel. It addresses all of sales, from product knowledge to customer relationship building. The strategy ensures reps are well-prepared to meet and exceed sales targets.

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Webinar Metrics Training Strategy Ideal Customer Profile 52

Sales Hacker

OCTOBER 7, 2022

Scott Barton, Varicent’s VP of Industry Solutions & 20-year sales compensation industry pro, attended WorldatWork’s 2022 Sales Compensation Conference. Despite these advances, few industry pros currently use predictive or prescriptive analytics for determining sales compensation plan effectiveness. Is change in the air?

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Compensation Conference Trends Incentives 76

Act!

FEBRUARY 28, 2024

Each stage has distinct goals and should ideally involve the key stakeholders from your customer service , product development , data analysis, and marketing and sales teams. Stage 2: Data analysis and interpretation Once you have the required feedback data , it’s time to organize it to find trends and valuable insights.

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Customer Analysis ACT Incentives 52

PandaDoc

JANUARY 29, 2024

Hopefully, the start of the new year has you super jazzed about what your sales organization will achieve in 2024. We know we’re excited about the potential our sales team has at PandaDoc. A sales team is the powerhouse behind any thriving software company. Now, let’s talk incentives. It sounds simple enough, right?

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Closing Proposal Incentives Incentive 52

Nutshell

DECEMBER 22, 2023

Business insights: Insights gathered from survey data can also help you better understand the ins and outs of your sales process. Improves sales process: Finally, you can put your survey data to good use by using it to improve your sales process for customers and create a better customer experience.

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Hubspot Sales

NOVEMBER 6, 2018

If Billy Beane were to take over a sales organization today, he would feel like he’d traveled back by about 20 years. Sales organizations today are dominated by metrics, but they’re rarely data-driven and even take actions counterproductive to the outcomes they desire. For years, I said call activity was the worst metric used in sales.

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Incentives Incentive Lead Rank Sales Cycle 85

Xactly

JANUARY 17, 2019

A strategic sales plan is a portfolio of ideas, processes, and technology that guides a sales organization’s strategy and provides the resources and tactics for reaching sales goals. With goals in hand, sales leadership must then assess and determine the needs and means to achieve those goals. Technology investments.

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Hiring Territories Incentives Incentive 70

The Spiff Blog

APRIL 11, 2023

If you’ve spent any time in sales, chances are you’ve witnessed gender bias and discrimination in action– even if you weren’t aware of it at the time. That’s why, as part of our ongoing Sell Like a Girl series, we’ve delved deep into the topic of gender bias in male-dominated industries like sales.

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Commission Hiring Face-to-face Incentives 83

LeadFuze

JULY 7, 2023

Knowing how to set sales goals is a crucial skill for any business owner, sales manager or marketer. But setting effective sales goals involves more than just choosing an arbitrary number. So if you’re ready to increase your company’s annual revenue target by setting effective sales goals – keep reading!

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Sales Goal Churn Incentives Incentive 52

SBI Growth

FEBRUARY 5, 2014

The first monthly commission statements will soon be in your sales reps'' hands. This post is for Sales leaders and HR business partners. Read on to understand the mechanics of effective sales compensation. Erik Charles is the Principal Incentive Strategist at Xactly Corp. It answers a fundamental question.

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Compensation Territories Hiring Commission 288

Xactly

JANUARY 18, 2019

Motivating your sales reps is one of the key factors of sales success. In most sales organizations, the sales commission plan is the best way to do this. Your sales commission plan is a portion of your sales compensation plan. Data is the most important and useful tool for any part of a strategic sales plan.

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Commission Incentives Incentive Compensation 81

Crunchbase

JANUARY 13, 2022

The business of sales is as nuanced as sales industries, salespeople and buyers themselves, with some industries requiring in-person selling with plenty of touchpoints and follow-ups. The same goes for the health of your sales department. Strong sales infrastructures prepare organizations to adjust to any economic climate.

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Compensation Insurance Insurance Sales Methodology 98

The Spiff Blog

MARCH 21, 2023

Why share this story at the beginning of an article about using Salesforce to calculate sales commission? Using Salesforce to Calculate Sales Commission: Pros and Cons We’ve spoken with folks at Salesforce. We believe Salesforce realizes that its software isn’t ideal for handling incentive compensation systems.

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Commission SalesForce Siebel Software 74

Zoominfo

MARCH 6, 2019

A comprehensive referral marketing program treats referrals like any other marketing channel— which means it includes strategic preparation, targeted decision-making, analysis, and iteration. Choose the Right Incentives Rewards are the most critical part of your referral marketing strategy. What Are The Benefits Of Referral Marketing?

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Referrals Marketing Incentives Incentive 130

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

Engage Selling

JANUARY 25, 2013

Colleen, any fresh perspectives on dealing with customer’s paralysis by analysis? First remember that paralysis by analysis is the seller’s problem, not the buyers. If you are suffering from “paralysis by analysis chances are you are not talking to the real buyer. Offer an incentive with a deadline.

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Analysis Incentives Incentive Decision Maker 48

Understanding the Sales Force

APRIL 3, 2012

Understanding the Sales Force by Dave Kurlan Before I get into trouble for the title of this blog, let me 1.) Objective Management Group recently evaluated a sales force of 24 women. While working on the analysis, one member of our staff remarked that it seemed that "women were far less trainable than men".

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Hiring Incentives Incentive Comparison 207

Nutshell

MARCH 19, 2024

As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. Table of Contents What is sales productivity? What is sales productivity?

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How To Sales Qualified Lead CRM Face-to-face 71

Engage Selling

JANUARY 25, 2013

Colleen, any fresh perspectives on dealing with customer’s paralysis by analysis? First remember that paralysis by analysis is the seller’s problem, not the buyers. If you are suffering from “paralysis by analysis chances are you are not talking to the real buyer. Offer an incentive with a deadline.

Analysis 48

Analysis Incentives Incentive Decision Maker 48

SBI Growth

SEPTEMBER 20, 2012

As the leader of sales operations, I am sure you are working on: Updating CRM systems with new product information. Revising or building a new sales process to enable sales reps. Modifying sales reports and dashboards to enable sales managers to track new product sales. Focus on new product sales.

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Compensation Incentives Incentive Penetration 244

Hubspot Sales

JULY 25, 2023

Like many disciplines, sales teams everywhere are trying to understand what role artificial intelligence will play in their industry. It’s here, and it’s already changing sales as we know it. Whether you’re skeptical, curious, or fully on board, it’s important to educate yourself about how sales reps are using AI.

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Top of Funnel Forecasting Sales Qualified Lead Lead Rank 79

Pipeline

OCTOBER 16, 2023

This blog will answer this question along with some other topics about CRM ROI, namely how to calculate the ROI, some basic sales and marketing KPIs to consider, and three effective ways to maximize your CRM return. The data above shows that Pipeline CRM’s clients experienced positive changes in their sales books. million annually.

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Maximizer CRM ROI How To 52

Distribution Pricing Journal

OCTOBER 2, 2023

The distribution industry traditionally faces low margins in each sale. It is difficult to keep your bottom line healthy without technology-driven approaches to pricing, sales execution, operations and value-added services. Or you might underestimate your margins leading to lost sales.

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Margin Distribution Face-to-face Incentives 52

SBI Growth

OCTOBER 24, 2013

A post for Sales and HR Leaders to find root causes of Sales Manager (SM) vacancies. The Sales Manager position is the fulcrum between sales leadership strategy and sales force execution. Teams without effective sales managers lack morale and discipline. Weak sales strategy. Poor territory.

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Hiring Positioning Sales Management Compensation 292

SBI Growth

SEPTEMBER 23, 2013

Your Sales Strategy. It is one thing to have a sales strategy. VPs of Sales are asking the question “What have I done before?”. VPs of Sales are asking questions like: Is our Sales Process good enough? Are my Sales Managers good enough? Do This— Start with a Sales Strategy Blueprint. This is flawed.

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Compensation Social Media Incentives Incentive 325

Understanding the Sales Force

JULY 20, 2014

Understanding the Sales Force by Dave Kurlan. Do you know what percentage of sales candidates eventually get hired? Two of the results pointed to an article of mine from earlier in 2014 that answered the question, " How Many Sales Candidates are Worthy of Being Hired? Recruiting is a lot like real estate sales.

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Hiring Real Estate Incentives Incentive 240

SBI Growth

SEPTEMBER 9, 2013

This post is for HR and Sales leaders who want more. By participating in this free event at your office you will: Learn the best practices of the brightest sales people in our research. Discover tactical solutions to get the most out your incentive comp dollars. But for sales roles, it’s not enough to know “market” conditions.

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Compensation Competition Salary Social Media 288