The Spiff Blog

OCTOBER 6, 2022

This article will show you how the right commission plan execution can retain your employees, reduce customer churn and increase trust between internal teams. . But remember that while the execs are driven by revenue and low customer churn, your sales reps are driven by their incentive compensation plans. One wrong commission payment.

Commission 75

Commission Compensation Churn Incentives 75

InsideSales.com

JULY 1, 2020

In this article; Review the Company Sales Strategy. Sales Territories. An incentive system, such as on-target bonus earnings on sales revenue, is a worthwhile strategy to motivate the whole team. Sales Territories. Merging or dividing up sales territories can increase sales. Evaluate the Sales Team. Sales Bonus.

Revenue 58

Revenue Strategy Territories Forecasting 58

Sales Hacker

MARCH 12, 2020

In this article, we’re going to help you do just that by showing you 5 ways you can overcome analysis paralysis and get the right talent where and when it’s needed. Essentially, achieving your goals is only possible with a full roster of sales reps who know their territories and are ramped to full productivity. Is compensation too low?

Hiring 76

Hiring Compensation Territories Sales Talent 76

Bigtincan

OCTOBER 11, 2021

In this article, we’ll discuss: Why traditional training techniques fail. Some organizations incentivize training and e-learning by creating money or prize incentives. So if your enterprise has a special product catalog for the southwest sales territory, the search would automatically surface documents that apply to that territory.

Fashion 105

Fashion Software Software Training 105

OpenSymmetry

JULY 20, 2016

Tactics may have changed, but for the most part these sales teams still run on a commission or quota based metric determined by well-planned territories. In some cases, incentive compensation (IC) methods have evolved to align with new regulations regarding specific sales metrics.

Pharmaceuticals 40

Pharmaceuticals Compensation Incentives Incentive 40

OpenSymmetry

JULY 20, 2016

Tactics may have changed, but for the most part these sales teams still run on a commission or quota based metric determined by well-planned territories. In some cases, incentive compensation (IC) methods have evolved to align with new regulations regarding specific sales metrics.

Pharmaceuticals 40

Pharmaceuticals Compensation Incentives Incentive 40

Sales and Marketing Management

NOVEMBER 5, 2018

Author: Tim Houihan A single-page article in print is rarely enough for me to the get the message across, so this online extra helps fill in the blanks. Q: Why not use quota as a bar to require reps to pass before they’re eligible to earn in the incentive program? I hope it provides clarity in the case of feeling a little confused.

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Incentives Incentive Quota Territories 201

Partners in Excellence

OCTOBER 8, 2014

” Actually not, unless the sales manager has a personal territory, the only way the number can be achieved is through the people on the team. These include, making sure we have the right people on board, that they are deployed in the territory most effectively. It’s providing the right incentives.

Sales Management 104

Sales Management Territories Incentives Incentive 104

OpenSymmetry

APRIL 8, 2016

In this article we set out three key elements for successful change management– gaining a clear understanding of the change challenge, understanding and improving your change capability, and effectively managing and delivering change. TQM – High modeling capability to deliver new territory alignment and quotas.

Incentives 40

Incentives Incentive Scale Territories 40

Partners in Excellence

JUNE 5, 2019

Recently, I reread an article by Brian Halligan, Replacing The Sales Funnel With The Sales Flywheel. Let me dive in, with the disclaimer, much of what Brian addresses is B2C, though at the end of the article he bridges B2B. I took over a territory from a sales person, the customer discontinued something the sales person had sold them.

Top of Funnel 90

Top of Funnel Funnel Lead Rank Commission 90

Showpad

MARCH 3, 2020

We’ll get into unique responsibilities of each later in this article. Setting territory structure. Ops also works with sales leaders to implement methodologies, training, compensation and employee incentives and much more. The key strategic functions of sales operations include: Hiring and training new sales reps.

Sales Operations 100

Sales Operations Sales Enablement Hiring Compensation 100

Sales Hacker

JULY 14, 2021

explains that, “Sales Ops focuses on territory planning, deal desk activities, opp reporting, commissions and comp, SDR and AE handoffs, and managing tools like Outreach and Salesforce. But there is a tactical difference between the two. Asia Corbett , Director of Revenue Operations at Postal.io

Top of Funnel 84

Top of Funnel Revenue Sales Methodology Territories 84

Sales Hacker

MAY 26, 2021

The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals. If you love seeing results and helping sales teams get paid, focusing on performance and sales incentives is up your alley. Sales ops takes a high-level view of the sales organization.

Sales Operations 60

Sales Operations Top of Funnel Lead Rank Hiring 60

OpenSymmetry

DECEMBER 4, 2015

Gartner broadened the scope of the definition 3 years ago to encompass all those capabilities relevant to delivering sales strategy including sales talent acquisition and onboarding, sales talent development, sales process, territory and quota management (TQM) and incentive design and administration (ICM). Why is SPM important?

Compensation 40

Compensation Incentives Incentive Vendor 40

Pipeliner

JUNE 10, 2022

They can tell when you’ve wandered into unknown territory. This article will discuss 14 tips for setting yourself up for a successful sales call. This will also help you tailor your pitch to the prospect’s unique needs instead of hitting them with a general offer and incentive. The latter closes deals. And we want that for you.

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Sales Qualified Lead Objections Follow-up Decision Maker 97

LeadFuze

NOVEMBER 30, 2021

This article is specifically for companies that are selling physical products. Companies are learning that expansion and growth to new territories is never easy, but the coronavirus has provided a wake-up call for them. Economic countries might offer incentives, such as filing information electronically.

Outsourcing Services 52

Outsourcing Services Scale Transportation Decision Maker 52

Partners in Excellence

JULY 30, 2012

The other day I wrote about the “Almost Perfect Sales Management Article.” For example, coaching calls, opportunities, the pipeline, accounts, territories and overall performance. ” That post stimulated a flurry of questions about a Sales Management Standard Operating Process/System.

Sales Management 86

Sales Management Hiring Top of Funnel Territories 86

Hubspot Sales

JUNE 28, 2019

As you'll read below, sales operations includes everything from lead management, sales strategy, and territory structuring and alignment to process optimization, compensation plans, sales automation, training, and data analytics and reporting. Sales Operations manages sales representative compensation plans and incentives.

Sales Operations 95

Sales Operations Hiring Lead Rank Territories 95

Sales Hacker

APRIL 1, 2021

Expansion to new territories is never easy, but the coronavirus is providing a wakeup call for enterprises and established companies to start looking at how customers say they prefer you to sell to them. Some offer incentives for practices that can also be cheaper for you, such as filing information electronically.

Outsourcing Services 67

Outsourcing Services Company Scale Transportation 67

The Spiff Blog

OCTOBER 28, 2022

As a sales leader reading this article, you might be asking yourself, “So, how do I spot or prevent burnout?” These include exercise incentives, free mindfulness tools, and practical advice about relieving workplace stress. Team unity is no longer something that simply comes with the territory. Prevention vs. Intervention.

Commission 78

Commission Lead Rank Lead Scoring Hiring 78

Highspot

AUGUST 2, 2022

In this article, we’ll define just what SPM is, how you can use it to measure (and improve) performance, and how it can help your business not only to achieve, but to smash revenue and business goals. To truly maximize revenue, the sales team requires a style of management that uses collaboration, analysis, and a proactive approach.

Hiring 52

Hiring Lead Rank Maximizer Referrals 52

OpenSymmetry

AUGUST 19, 2016

According to one Harvard Business Review article, over performing salespeople possess the following personal attributes that contribute to their continuous success: Focus. The study reviewed in this HBR article found top-performing salespeople consider themselves confident, likeable, responsible, and productive. Self-perception.

Compensation 40

Compensation Incentives Incentive Hiring 40

InsightSquared

NOVEMBER 30, 2020

CRM platforms were built to give companies ownership of territory data and to manage change in those territories. There remains little or no incentive for reps to update opportunities in your CRM, so it should be no surprise that reps routinely do the bare minimum on this front. . Here’s a CRM reality check: .

Sales Forecasts 62

Sales Forecasts Forecasting Top of Funnel CRM 62

The Sales Hunter

NOVEMBER 14, 2011

Sales Articles. Create a better incentive plan. Do they actually make a difference in the sales in their territory? Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. FREE Resources. Selling a Price Increase. Negotiation.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

Sales Hacker

FEBRUARY 17, 2022

These platforms help automate functions like contact and account management, lead management, sales forecasting, territory management, and incentive compensation – and they continue to play an important role in this new sales environment. Sales force automation (SFA).

Top of Funnel 89

Top of Funnel Lead Rank Lead Scoring Forecasting 89

Sales Hacker

FEBRUARY 12, 2021

The Ultimate plan includes AI capabilities, data enrichment to reduce manual data entry, territories and rules to help manage a large, global sales team. Competitors, sales goals and territory management. Incentive compensation management. Territory management. Real-time customer notifications. Microsoft Dynamics 365.

Enterprise 84

Enterprise Enterprise CRM NetSuite 84

The Spiff Blog

APRIL 7, 2022

Gone are the days when commission, bonuses, and incentive pay were accounted for as direct expenses. As your organization rolls out more products or expands to new markets and territories, commission gets more complicated— and so does your expensing. We’ve covered a lot in this article. Think about it.

Commission 79

Commission Software Software Vendor 79

Sales Hacker

APRIL 11, 2019

This sales rep talks about money, commissions, bonuses, comp plans, incentives, and their numbers start to drop when they feel like something may affect their compensation negatively. Don’t change anything mid-year that will lead them to believe their compensation may be affected negatively, such as a territory or role change.

Motivation 85

Motivation Compensation Lead Rank Lead Scoring 85

Xvoyant

JULY 2, 2020

We pay them well and provide incentive motivations and trips (Cancun, anyone?). You can coach an extensive list of topics, such as: Territory optimization. And, sometimes with various methodologies that aren’t even aligned. We throw bright, shiny SaaS software at them, often not integrated, creating workflow inefficiencies.

Sales Coaching 62

Sales Coaching Coaching Forecasting Lead Rank 62

InsightSquared

NOVEMBER 19, 2018

Don’t expect a 6-12 month enterprise opportunity to close just because they are offered an incentive. Make sure goals, compensation and territory plans are complete. Every minute spent creating a report is a minute taken away from selling. Take the sales cycle into account. However, don’t forget about managing them.

Top of Funnel 78

Top of Funnel Face-to-face Analytics Enterprise 78

Sales Hacker

OCTOBER 9, 2019

Their sales territory loses proper coverage since the rep is now focusing on the transition into management. RELATED: 5 Signs Your Star Salesperson Will Make a Terrible Sales Manager. Here’s why this is a problem…. The top producer is no longer selling, which means profits drop.

Promotion 68

Promotion Sales Management Sales Leadership Hiring 68

LeadFuze

JANUARY 1, 2022

When we were testing different outsource sales team incentives, it was crucial to find out what motivates the person and why they might not be doing well. Productmarket-fit evaluation is essential to your go-to market strategy in any new territory you want to enter. This article offers the insights they need.

Outsourcing Services 52

Outsourcing Services Sales Outsourcing Hiring Lead Rank 52

InsideSales.com

OCTOBER 7, 2019

In this article: What Is a Sales Plan? Increasing your revenue in your current territories with new and existing products. Increasing your revenue outside your territories with new and existing products. Make sure that the incentives you provide will push them towards motivation. Keep reading to find out more.

Strategy 63

Strategy Ideal Customer Profile Top of Funnel Analysis 63

Customer Centric Selling

JANUARY 13, 2014

Sales Training Article: The Sales Manager''s New Year''s Resolutions. Read more sales training articles from CustomerCentric Selling® - The Sales Training Company.' By George De Los Reyes, Sales Benchmark Index (SBI) I am big on New Year''s resolutions. Here''s a blog post that covers the best practices on how to assess rep talent.

Sales Management 49

Sales Management Face-to-face Decision Maker Travel 49

Cincom Smart Selling

JUNE 30, 2015

Indeed, I have carried a briefcase around a territory, lived on draws and commissions and also more recently actually looked after a group of inside sales agents. You set up your interests and subjects and the tool gathers articles, videos, blog pieces and other media about your subject. Sales is changing because business is changing.

Prospecting 48

Prospecting Construction Promotion Telemarketing 48

LeadFuze

JANUARY 1, 2022

In this article, you’ll find the 26 most common sales job interview questions that will help you prepare for your upcoming interview. I tripled the client base in my territory in the first year, yielding revenue gains of over $1.2 I also like having the independence to get out of the office and grow my territory.

Hiring 52

Hiring Motivation Follow-up Examples 52

Sales and Marketing Management

JANUARY 27, 2019

Our first two articles in this series (1) established the compelling link between top-line revenue performance and frontline sales manager effectiveness , and (2) explored what “good” looks like in individual sales managers. Create incentives that drive the right behaviors. Provide meaningful training.

Sales Management 166

Sales Management Hiring Compensation Incentives 166