The Spiff Blog

SEPTEMBER 7, 2023

These pillars include organizational alignment, robust reporting, ongoing professional development, incentive compensation, and sales enablement. Only when these components are carefully managed and integrated into your sales strategy, can you drive performance, foster a motivated sales team, and ultimately, achieve your sales goals.

Incentives 83

Incentives Incentive Scale Compensation 83

Sales Hacker

SEPTEMBER 27, 2022

In this episode of the Sales Hacker Podcast, we have Scott Barton , VP of Industry Solutions at Varicent. He’s an expert in the sales world, particularly in revenue operations and incentive compensation. Join us for a great conversation about driving the right behaviors within your sales team. powered by Sounder.

Compensation 81

Compensation Incentives Incentive Quota 81

The Spiff Blog

SEPTEMBER 28, 2023

Within this list, you’ll learn what questions to ask vendors about the key features, functionality, and benefits you should be looking for in a commission platform. Spiff is designed to facilitate trust across organizations, motivate sales teams, increase visibility into performance and earnings, and ultimately, drive top line growth.

Commission 81

Commission Software Software Scale 81

Mereo

DECEMBER 7, 2017

Incentives and bonuses motivate sales professionals for good reason. But great sales leadership calls for more than monetary rewards. So, unfortunately, it is safe to say salespeople leave their job to get away from their chief sales officer. There are hundreds, thousands maybe, of good sales leaders out there.

Incentives 40

Incentives Incentive SalesForce Sales Leadership 40

The Spiff Blog

NOVEMBER 10, 2022

If this sounds anything like your current commission tracking process, it’s time to introduce you to sales commission software , a category of software that automates even the most complex commission processes. There are many benefits to implementing sales commission software, but we’re going to focus on the four most important.

Commission 75

Commission Scale Compensation Software 75

The Spiff Blog

MARCH 21, 2023

Salesforce brought all of the benefits of modern enterprise software over spreadsheets. 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. True, I’m biased. )

Commission 74

Commission SalesForce Siebel Software 74

Hubspot Sales

OCTOBER 26, 2020

That principle — the value of receiving permission — is the underlying premise of a brand of sales known as permission-based selling. It's an emerging strategy that more businesses are starting to explore and incorporate into their sales operations. Sales reps seem less pushy.

Sales Qualified Lead 139

Sales Qualified Lead Remedy Consultative Selling Lead Rank 139

The Spiff Blog

MAY 31, 2022

When your organization relies on spreadsheets, growth is determined by technical limitations, rather than your sales team. Step #2: Discuss the benefits of commission software. Here are a few points we recommend touching on: Commission software drastically reduces sales comp errors. Step #3: Prepare for objections.

Resources 83

Resources Commission Compensation Hiring 83

Hubspot Sales

JANUARY 11, 2023

They’re also essential to your sales operation. Fifty percent of all sales happen after the fifth follow-up attempt, according to Inside Sales. In this post, you’ll dive deeper into the benefits of follow-up emails and learn how to automate them. The solution: Automate your follow-up emails. Establish a plan.

Follow-up 94

Follow-up Hubspot How To Promotion 94

Sales Hacker

NOVEMBER 19, 2018

This week on the Sales Hacker podcast , we interview Rob Lopez , SVP of Sales at Justworks , one of the fastest growing businesses focused on HR including payroll, benefits and the like. The benefits of a career in finance on evaluating companies. They are a phone system designed for the modern sales team.

Benefit 59

Benefit Company Hiring Outsourcing Services 59

The Spiff Blog

DECEMBER 7, 2023

The Not So Brief Sales Pitch Surely the prospect will be interested if you send them a thorough explanation of your product and every one of its many features and benefits, right? Showing Your Work That sales rep says they don’t understand their commission statement– but if they just give you a minute, you’d be happy to explain.

Commission 80

Commission Banking Cold Calling Scale 80

Sales and Marketing Management

MARCH 8, 2020

What are the incentives for B2B companies to invest in AI (other than their competitors may be doing so)? The benefits of such efforts could not be operationalized at scale. For sales and marketing professionals, one of AI’s biggest benefits will be improving. What AI is not. Technology?—?email,

Top of Funnel 218

Top of Funnel Marketing Scale Lead Rank 218

Xactly

APRIL 16, 2018

That’s putting it very simply, but a smart sales operations leader will recognize this dilemma instantly. The company (the Principal) wants profits, but the sales rep (the Agent) wants an income. Variables in Sales Commission Strategies. Choosing the Right Sales Commission Strategy.

Commission 58

Commission Motivation Hiring Strategy 58

Sales Hacker

JUNE 14, 2019

From a rep’s perspective, managers reap the benefits of this data for better analytics and more accurate forecasting, whereas the rest of the team views Salesforce as a data dump and reporting tool that takes away from their paycheck. What’s the #1 incentive you can use with your reps? Align incentives. Align Incentives.

Data 68

Data Closing Prospecting Incentives 68

PandaDoc

APRIL 26, 2023

Depending on how experienced your sales team members are, they could opt for a base salary, higher commission rates, or something in between. So what can possibly be a better incentive than a performance-based bonus? Five typical sales commission structures 1. Well, offer more and bigger incentives!

Commission 52

Commission Salary Margin Scale 52

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 81

CRM Forecasting Study Top of Funnel 81

The Spiff Blog

JANUARY 12, 2022

The reality is, compensation strategy goes beyond tangible benefits like salary and 401K matching. Spiff’s sales commission software enables finance and sales operations teams to self-manage complex incentive compensation plans and provides transparency for sales teams. But, that time never really comes.

Compensation 52

Compensation Strategy Salary Commission 52

Janek Performance Group

JANUARY 3, 2023

Sales management is the day-to-day activity of managing a sales team. In this way, managing is the macro-view of an organization’s sales operation. This includes where a sales team has been, where they are, and where they’re going. On sales calls, this means striking a balance between criticism and support.

Coaching 62

Coaching Hiring Sales Coaching Lead Rank 62

OpenSymmetry

FEBRUARY 7, 2017

Sales transformation is often a tricky process, especially when it comes to automating many of the back-end business processes in a sales organization such as planning and incentive compensation. Incentive Compensation Management (ICM) systems are faced with many of the same complexities as an ERP implementation.

Outsourcing Services 40

Outsourcing Services Vendor Compensation Incentives 40

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

The Spiff Blog

FEBRUARY 9, 2023

The benefit of a task-based quota model is that it allows teams without direct influence over deal outcomes to feel in control of and motivated by their quota. Remember, for most reps, quota is tied directly to their sales commission. This approach has its own benefits and shortcomings.

Quota 70

Quota Revenue Lead Rank Territories 70

Cience

OCTOBER 14, 2020

This metric is used to measure a sales team’s deliverables against a target set by the management team. This metric is also used to pay out incentives to sales reps based on their individual or team quota achievement. <double

Lead Rank 98

Lead Rank Pipeline Top of Funnel Segment 98

Mindtickle

AUGUST 7, 2017

There are many functions powering modern sales teams, Sales Enablement, and Sales Operations are two examples. While Sales Enablement and Sales Operations may solve different problems in your organization, they need each other a lot more than you may realize. Sales Ops bookends Sales Enablement.

Sales Enablement 52

Sales Enablement Analysis Forecasting Engineering 52

Mindtickle

AUGUST 7, 2017

There are many functions powering modern sales teams, Sales Enablement, and Sales Operations are two examples. While Sales Enablement and Sales Operations may solve different problems in your organization, they need each other a lot more than you may realize. Sales Ops bookends Sales Enablement.

Sales Enablement 52

Sales Enablement Analysis Forecasting Engineering 52

Xactly

AUGUST 6, 2018

Today’s top sales organizations have transitioned, or are in the process of transitioning, from automated homegrown and legacy sales performance management (SPM) solutions to implementing data-driven end-to-end SPM platforms. New SPM solutions encompass much more than just incentive compensation management (ICM).

Scale 49

Scale Compensation ROI Incentives 49

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

The Spiff Blog

APRIL 7, 2022

Gone are the days when commission, bonuses, and incentive pay were accounted for as direct expenses. Using Excel or another type of commission spreadsheet has a couple benefits. In that case, you’ll have to loop in other teams, like sales operations , finance, or HR. Think about it. Robust integrations with other systems.

Commission 79

Commission Software Software Vendor 79

The Spiff Blog

JANUARY 12, 2023

If reps are constantly given the telephone version of your product and feature benefits, you can’t then expect them to hit the goals set before them. But, taking a more proactive approach to training and building it into your annual budget will help you reap additional benefits. This includes enablement, information, content, and more.

Compensation 67

Compensation Hiring Commission Face-to-face 67

The Spiff Blog

MARCH 2, 2023

After graduating, Samuel’s interest in building models and solving complex problems led him to start his career in software finance and sales operations. Spiff’s sales commission software enables finance and sales operations teams to self-manage complex incentive compensation plans and provides transparency for sales teams.

Meeting 75

Meeting Engineering Travel Face-to-face 75

Mereo

APRIL 28, 2022

Here are the main avenues we at Mereo focus on with clients to rapidly foster organizational alignment — and the benefits that follow. Learn how Mereo supported cloud-based ERP software provider Nextworld align its leadership and operations to enter its market as a leader. Organizational alignment does not happen overnight.

Lead Rank 36

Lead Rank Lead Scoring Revenue Leads 36

PandaDoc

AUGUST 21, 2019

Many businesses build sales and marketing reports for clients on a monthly basis. However, your teams may need some pointers on how to write a useful monthly sales report for their own benefit. After you’ve brushed up on monthly sales report criteria, you can take your reporting software a step further.

Report 45

Report Top of Funnel How To Social Media 45

OpenSymmetry

JULY 17, 2015

Software-as-a-Service (SaaS) is generally thought to be a challenge for incentive plan designers – but is this true – why is it important and what are some of the key considerations in getting the design right? SaaS sales models are a challenge as an incentive designer, sales operations or finance for a number of reasons.

Lead Rank 40

Lead Rank Incentives Incentive Quota 40

The Spiff Blog

JULY 28, 2022

Taylor Montero, Sales Operations Analyst. Starting her Product Marketing career at ZoomInfo, without truly knowing what it meant to be a product marketer, she quickly realized her ability to take technical jargon and turn it into a benefit focused story was a unique skill set. So, without further ado, let’s meet the team!

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Meeting Sports Travel Engineering 84

The Spiff Blog

MARCH 16, 2023

Chalen Schoyer, Principal Sales Engineer at Spiff “Be confident in your negotiations. Whether that’s within a sales cycle or negotiating salary/benefits. Spiff’s sales commission software enables finance and sales operations teams to self-manage complex incentive compensation plans and provides transparency for sales teams.

Negotiation 69

Negotiation Face-to-face Hiring Lead Rank 69

SBI

MARCH 18, 2015

It currently takes legions of spreadsheets and armies of analysts in sales operations to roll up a sales forecast which ends up being immediately out of date. These static sales forecasts are unable to provide true insights into the business. Executive Interviews Sales Tools/Product Reviews Aviso K.V.

Up-Sell 50

Up-Sell Revenue Sales Forecasts Forecasting 50

The Spiff Blog

JULY 13, 2023

I get excited about opening up relationships that benefit the people around me. About Spiff Spiff is a new class of commission software that combines the familiarity and ease-of-use of a spreadsheet with the power of automation at scale- enabling finance and sales operations teams to self-manage complex incentive compensation plans with ease.

Meeting 71

Meeting Travel Fashion Sports 71

Close.io

AUGUST 11, 2019

A sales operations team can change that. If you want to make sure your sales team is firing on all cylinders and making as much money for your company as possible, you need sales ops. Don't fall into the trap of thinking that sales operations is a new field; it's not. 5 best software and tools for sales ops.

Sales Operations 91

Sales Operations Hiring Top of Funnel Lead Rank 91