The Spiff Blog

APRIL 27, 2023

Real World Examples of How to Motivate Employees During Tough Times Let’s look at an example of how motivation and reward go hand in hand. Real World Examples of How to Motivate Employees During Tough Times Let’s look at an example of how motivation and reward go hand in hand. Let’s get into it!

Motivation 75

Motivation Hiring Compensation Incentives 75

SBI

MAY 10, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization?

Forecasting 139

Forecasting Sales Forecasts Hiring Territories 139

SBI Growth

FEBRUARY 18, 2014

It’s every Sales Manager’s struggle. So how do you get your new rep to produce quicker? In some organization, reps can take up to a year to fully ramp. In some organization, reps can take up to a year to fully ramp. In this blog, I will cover five ways to accelerate the onboarding of new talent.

Hiring 202

Hiring How To Buyer Persona Demand Generation 202

Hubspot Sales

DECEMBER 31, 2020

Great sales teams are always striving to grow. In this post blog, we'll help you understand how to optimize your sales territory strategy to achieve bigger and better things this year. In this post blog, we'll help you understand how to optimize your sales territory strategy to achieve bigger and better things this year.

Territories 131

Territories Hoovers Decision Maker Ideal Customer Profile 131

CommercialTribe

NOVEMBER 24, 2020

Welcome to part three in our series on data-driven sales coaching, aimed at arming sales leaders with the advice they need to effectively direct coaching efforts and realize a strong ROI. It’s 10:15 on a Monday morning and Jennifer — a new but promising rep — is sitting down for a discovery call with a high-value prospect.

Coaching 52

Coaching Top of Funnel Hiring Sales Management 52

The Spiff Blog

MAY 31, 2022

Convincing your boss to sign off on more resources for sales comp can feel like an uphill battle. After all, does your organization really need to sink even more money into sales compensation ? So how do you secure more budget when there doesn’t seem to be enough to go around? Spreadsheets restrict visibility into sales comp.

Resources 83

Resources Commission Compensation Hiring 83

Score More Sales

JANUARY 25, 2013

At a recent round-table with inside sales leaders, our topic was about effectively leading Gen Y / Millennials. We all agreed that generally speaking this group of employees match up to the tasks of what solid, successful inside sales professionals do – with one caveat. There is a larger need for feedback.

Inside Sales 235

Inside Sales Construction Lead Gen Lead Rank 235

Sell Integrity

JANUARY 28, 2021

It’s important to understand what it’s really going to cost you when you lose a sales rep — and what steps you can take to minimize your turnover rates. Every sales leader can relate to that pit-in-the-stomach feeling when a star sales rep says they’re moving on. Understanding the True Cost of Sales Rep Turnover.

Hiring 114

Hiring Face-to-face Coaching Salary 114

SBI Growth

AUGUST 9, 2012

“For me, Sales has been a challenging group. Among all organizations I support, Sales is the most resistant. Sales leaders do not want interference from HR. I have seen this with many sales leaders. Some HR leaders have earned a seat at the Sales leadership table. Sales is the Achilles Heel for HR.

Resources 288

Resources Closing Hiring Compensation 288

SBI Growth

DECEMBER 4, 2012

A post for Sales and HR leaders to ensure success of 2013’s Sales compensation plan. A Chief Sales Officer is meeting with Sales VPs and the VP of Sales Operations. They are trying to decide between keeping and scrapping the recently-implemented Sales Comp Plans. How can we be in this mess?”

Compensation 292

Compensation Channels Fashion Construction 292

CommercialTribe

DECEMBER 22, 2020

Welcome to the final chapter in our series on data-driven sales coaching, aimed at arming sales leaders with the advice they need to effectively direct coaching efforts and realize a strong ROI. Adam is a second-year rep who is a moderate performer — he’s no rainmaker yet, but his manager, Kelly, sees the potential.

Coaching 94

Coaching Lead Rank Lead Scoring ROI 94

Don on Selling

OCTOBER 26, 2018

If you conduct searches on Google and look at popular sales blogs, you will find plenty of articles about what it takes to locate the perfect sales representatives. You will also find information about how to write the best job description for a sales position and how to boost customer retention.

Hiring 58

Hiring Survey Promotion Study 58

Score More Sales

JULY 23, 2013

If you are a sales or marketing leader in a midmarket business, how can you program your sales professionals, customer service team, and management to evolve as business does? For starters: How do you get trained in your company – in a methodical way, or as you fly by the seat of your pants? See the photo below.

Lead Rank 178

Lead Rank Lead Scoring Quota Customer Service 178

Hubspot Sales

JUNE 16, 2020

What is sales performance? It’s the measurement of sales activity and corresponding results compared to the sales expectations and quota. Good sales performance is highly valued but it can also be elusive to achieve for many salespeople and organizations. The key to good sales performance is consistency.

Hubspot 118

Hubspot Quota Lead Rank Lead Scoring 118

Xactly

NOVEMBER 7, 2018

This blog is the second in a series of sales planning fundamentals being written by Xactly Chief Sales Officer Marc Gemassmer. . Understanding sales rep ramp time and anticipated attrition rates is crucial for effective sales planning. Ensuring a Correct Sales Capacity Plan.

Hiring 79

Hiring Enterprise Enterprise Compensation 79

The Pipeline

JULY 18, 2011

The Pipeline Renbor Sales Solutions Inc.s How To Stretch Your Value to the Max! Sales eXchange – 106. The most important lesson set in after a couple of years of this silliness, when I realised how to leverage the reverse of the phenomenon.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

Showpad

MARCH 19, 2021

A knack for sales, for example, can absolutely be one of those things that a person is just plain born with. But someone who went through a lot of learning and coaching to develop top-end sales skills can be just as successful. In fact, we’ll be talking about some of them later on in this blog post). (In

Sales Coaching 52

Sales Coaching Coaching Quota Scale 52

Score More Sales

JUNE 29, 2012

For those following a calendar year, sellers everywhere are shaking their heads wondering how it crept up on them so quickly. Those sales leaders who are not surprised are those who are working a plan with a good team of sellers in place. Sales Benchmark Index says that the average tenure of a Chief Sales Officer is 19 months.

Pipeline 183

Pipeline Hiring Lead Rank Lead Scoring 183

InsideSales.com

NOVEMBER 27, 2019

Learn call planning best practices from Jeff Boyle of Cision and find out why you should never skip this part of the sales call process. RELATED: How To Optimize Your Sales Process Top To Bottom. Is 15 Minutes Enough for Sales Call Planning? How Your Pre-Call Preparation Benefits the Sales Process.

Decision Maker 58

Decision Maker How To Inside Sales Face-to-face 58

Vendor Neutral

AUGUST 25, 2021

How To Enhance Buyer Collaboration. Learn how to successfully and strategically connect and collaborate with today’s buyers, giving them the value they crave—not another product pitch. Learn How to: Why product pitches no longer resonate with customers. How to effectively co-create value, ideate, and collaborate with buyers.

Buyer 52

Buyer How To Webinar Metrics Journal 52

Zendesk Sell

MARCH 28, 2019

Writing a sales job description is the first step in your hiring process. The Society for Human Resource Management found that the entire process for one employee can have a price tag of around $240,000. Obviously, how you describe an open position will depend on what that role requires. How will this position differ?

Hiring 77

Hiring How To Sales Qualified Lead Lead Rank 77

No More Cold Calling

JULY 30, 2015

A senior sales executive told me she checks out on weekends and schedules an hour each week to “think”—just to get “off the grid” and tap into her creativity. That’s been one of No More Cold Calling’s themes for July, and we’ve published several great blog posts about the importance of unplugging. You don’t.

Referrals 120

Referrals Hiring Cold Calling Call-back 120

Pointclear

JANUARY 15, 2013

What is called “Inside Sales”, “Sales Support”, “Telesales” and dozens of other names is growing 15x faster than field sales—in fact, my colleague, Jonathan Farrington, published a blog stating that within three years 80 – 90% of all B2B transactions will be done online—most with some form of sales support but not field sales.

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

Anthony Cole Training

APRIL 19, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

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Hiring Ideal Customer Profile InsideView Webinar Metrics 181

Sales Hacker

APRIL 9, 2019

The sales world is no different, but many of those stereotypes miss what makes Millennials shine when it comes to forging connections and closing deals. For years, the sales world has heard endless stories about Millennials and what makes them tick. Well, those stereotypes have real-life consequences on sales teams.

Top of Funnel 77

Top of Funnel Social Media Pharmaceuticals Salary 77

Partners in Excellence

JANUARY 27, 2022

Let’s extend all the trends we see around the mechanization and automation of sales. Let’s look at emerging trends around the rep-free buying experience some research is showing. Let’s pile onto this already intriguing combination a lot of supporting research, showing the decline in the number of sales jobs.

Retail 68

Retail Face-to-face Trends B2B 68

PandaDoc

NOVEMBER 15, 2021

The term “sales culture” is a bit of a fuzzy concept. Its quality can’t be measured the same way your team’s monthly revenue, email activity, average tenure, or quota achievement can, but that doesn’t mean it’s irrelevant. How to build a winning sales culture. Low turnover of reps.

Hiring 52

Hiring Scale How To Incentives 52

InsightSquared

APRIL 14, 2021

Today, the average Chief Revenue Officer’s (CRO) tenure is a shocking 16 months, according to Revenue Collective. CROs, and sales leaders alike, often walk into their new role blind. They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. Lack of Trusted Data.

Lead Rank 62

Lead Rank Ideal Customer Profile Lead Scoring Top of Funnel 62

CloserIQ

DECEMBER 10, 2018

You’ll train them on your product and sales process, then put them on the phones. But typically, that’s not enough for a new rep to go from zero to excellent. Here we will look at some common sdr mistakes — what they are, how to recognize them, and how to coach the rep out of it. Talking Too Much.

Hiring 86

Hiring Lead Rank Lead Scoring Decision Maker 86

Hubspot Sales

MAY 19, 2018

Whether you’re sending a sales pitch, a guest post, or asking for a quote -- these mistakes can kill your productivity and your chances. If you have no idea how to write a sales pitch, no problem. Would you be so kind as to tell me who’s responsible for marketing competitive intelligence and how I might get in touch with them?

Prospecting 110

Prospecting Decision Maker Sales Qualified Lead Social Media 110

criteria for success

DECEMBER 31, 2019

A sales process is to selling as a recipe is to a cake. This is the same reason why having a B2B sales process is so important. What is a Sales Process? The Value of a B2B Sales Process. There are many reasons why having a B2B sales process is valuable for an organization.

Sales Process 59

Sales Process B2B Sales Qualified Lead Top of Funnel 59

Marc Wayshak

MAY 25, 2022

Do you manage a sales team or an organization that has a sales team? If so, you might often find yourself thinking, “I feel like with just a couple of small tweaks, we could be making so many more sales…”. Simply put, small tweaks have an outsized impact in sales. If this sounds familiar to you, you’re not alone.

Hiring 62

Hiring Sales Management Training Lead Gen 62

Hubspot Sales

NOVEMBER 7, 2017

How to become a medical sales rep. Medical sales jobs will always be in high demand. Despite automation’s emergence in nearly every aspect of business, medical sales remains a largely face-to-face industry. You’re likely already aware of the high earning potential of medical sales. Choose a specialization.

Biotechnology 97

Biotechnology Salary How To Compensation 97

ExecVision

NOVEMBER 21, 2019

To meet those targets, sales and contact center leaders need to look at everything from their technology stack to current customer experience benchmarks. A good coaching program is no longer optional for sales and contact center leaders. There are thousands of tools on the market for sales teams and contact centers.

Hiring 40

Hiring Top of Funnel GoldMine Coaching 40

Sales Hacker

MARCH 28, 2018

The software and technology landscape around you is changing rapidly—that means your career path in sales too. But in order to accelerate your sales career, you have to balance the risk versus the reward. . This is how I did it, and what you need to know to do it too. I started my professional sales career at HubSpot in 2012.

Top of Funnel 57

Top of Funnel Hubspot Hiring Sales Qualified Lead 57

Mindtickle

MARCH 1, 2016

In order to have a high performing sales team you need amazing people, but recruiting the best sales reps isn’t easy. Especially if you’re charged with finding 10, 20 or 100 new reps to scale your high-growth business. So how do you attract top talent in a competitive and dynamic industry? Find the right candidate.

Hiring 52

Hiring Competition Scale Sales Qualified Lead 52

Mindtickle

MARCH 1, 2016

In order to have a high performing sales team you need amazing people, but recruiting the best sales reps isn’t easy. Especially if you’re charged with finding 10, 20 or 100 new reps to scale your high-growth business. So how do you attract top talent in a competitive and dynamic industry? Find the right candidate.

Hiring 52

Hiring Competition Scale Sales Qualified Lead 52