The Spiff Blog

AUGUST 17, 2023

Understanding the terminology alone can be challenging— especially when it comes to the topic of today’s blog post: the difference between artificial intelligence and machine learning. After you read today’s blog post, you’ll no longer scratch your head when these two terms cross your radar. Personalize sales incentives.

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Commission Compensation Incentives Incentive 77

Lessonly

NOVEMBER 30, 2021

If you’ve been an avid reader of Lessonly’s blog, you know how vital it is to have a well-stacked bench of talented and well-trained salespeople. But closing a new deal today involves so much more than just the rep; there’s marketing, sales development, sales engineering, continuous sales training, procurement, and so much more.

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Sales Operations Sales Enablement Software Software 26

Xactly

MAY 7, 2018

Sales compensation is one of the most important components of sales planning. Sales operations and compensation professionals must compile a team to piecing together metrics and goals, which carries an incredible amount of responsibility. At Xactly, we want to provide an integrated sales planning process.

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The Spiff Blog

OCTOBER 12, 2023

How you pay sales reps depends on the way you design your comp program, what metrics relate to what incentives, and so on— all the details we’ve covered in many past articles about comp plan design. That foundation is your sales compensation philosophy.

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The Spiff Blog

JANUARY 9, 2024

If you’re responsible for reaching demanding sales targets, you must be more dynamic and strategic in 2024. In today’s blog post, we’ll cover some key tactics that will position both you and your team for success this year. Consider each scenario that might affect your sales team’s ability to hit its targets. Let’s get into it!

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Banking Hiring Churn Scale 84

The Spiff Blog

AUGUST 10, 2023

Good news: we provide a definitive answer to that question in today’s blog post. Read on to learn about the power of AI for sales comp managers– and the limitations of AI that prove why your (human) skills and experience are still absolutely essential to your business.

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Commission Compensation Forecasting Trends 80

SBI Growth

JUNE 8, 2013

If you formalize them into your sales process, training and measurement, revenue will grow. Otherwise, your sales team will be eaten up. As the sales operations leader, you develop the sales strategy and support team performance. One of the missing pieces is as old as the concept of sales itself.

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The Spiff Blog

MAY 18, 2023

Look up any organization with a sales team on a reputable employer review site and you’ll likely find at least one review, if not several, citing late, inaccurate, confusing, or constantly changing commission pay as a major criticism. Most sales teams have a business development arm and an account executive team. You get the point.

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Commission Scale Compensation Hiring 73

Hubspot Sales

OCTOBER 26, 2020

It's an emerging strategy that more businesses are starting to explore and incorporate into their sales operations. Permission-based selling is essentially the sales equivalent of permission-based marketing — a marketing strategy that revolves around consumers opting into receiving promotional offers and announcements from a brand.

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Sales Qualified Lead Remedy Consultative Selling Lead Rank 137

The Spiff Blog

MARCH 8, 2023

Spiff’s sales commission software enables finance and sales operations teams to self-manage complex incentive compensation plans and provides transparency for sales teams. The post Selling Like a Girl: A Look at Gender Bias in Sales appeared first on Spiff.

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The Spiff Blog

JULY 21, 2022

Check out the following blog post where we do a deep dive into the evaluation process for a particular type of B2B software: 23 Questions to Ask While Researching Sales Incentive Software. For example, if you’re evaluating a marketing automation platform, look for reviews from marketing operations employees.

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The Spiff Blog

MAY 31, 2022

Uncertainty in a volatile market will only exacerbate their flight risk, so it’s better not to take any chances. Besides, backfilling these roles is an astronomical expense, and you also lose revenue due to diminished sales capacity while hiring and onboarding replacements. Step #3: Prepare for objections.

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Resources Commission Compensation Hiring 83

The Spiff Blog

AUGUST 22, 2023

After all, RevOps teams play an active role in supporting every function that drives revenue growth, from sales to marketing to finance to customer success. Whether you’re feeling that pressure right now, or simply want to prepare for future down swings, today’s blog post is for you. Audit your tech stack.

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Strategy Compensation Commission ROI 74

The Spiff Blog

JUNE 20, 2023

Or, if you’re hiring for a new finance or accounting position, today’s blog post will be just as useful– as these are the skills you should be looking for in any job candidate. Of course, even the best finance workers don’t have a crystal ball that tells them what the market will look like a year from now. Keep reading!

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The Spiff Blog

JULY 27, 2023

In this blog post, we delve into the strategies and best practices for building an effective career path for your SDRs. Sales Operations: Sales Operations is responsible for streamlining and optimizing the sales processes and systems within an organization.

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Hiring Motivation Lead Rank Sales Qualified Lead 73

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.

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Outsourcing Services Vendor Compensation Incentives 40

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!

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Commission Salary Margin Scale 52

The Spiff Blog

SEPTEMBER 22, 2022

With a new year around the corner, it’s time to start thinking about your sales compensation plans for 2023. A volatile market and economic downturn make it tough to effectively plan— tough, but not impossible. 2022 has seen an interesting mix of market conditions. If you’re feeling overwhelmed, we don’t blame you.

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Groups Conversion Commission Lead Rank 67

The Spiff Blog

MARCH 2, 2023

Whether you’re a regular follower of the Spiff blog or a first-time visitor, we’re excited to have you here for the latest edition of our Meet the Team series. After graduating, Samuel’s interest in building models and solving complex problems led him to start his career in software finance and sales operations.

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The Spiff Blog

NOVEMBER 17, 2022

As another year comes to a close, go-to-market teams everywhere convene to begin their annual sales compensation planning processes. Key stakeholders from sales, finance, and RevOps will join meetings and analyze data in an attempt to create a sales compensation plan that satisfies each party’s needs.

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Compensation Commission Motivation Incentives 72

The Spiff Blog

MAY 19, 2022

Although we’ll get into specifics later on in today’s blog post, here are a few important considerations to keep in mind as you start to plan and strategize: Your SDR commission plan should be based on meaningful milestones and tied to specific sales performance metrics. Their commission plans should reflect this difference.

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The Spiff Blog

JUNE 29, 2023

A sales compensation manager– or similar roles such as incentive compensation manager or variable compensation manager– is responsible for the design, deployment, and continuous improvement of sales commission plans, along with the reporting and interdepartmental collaboration necessary to effectively manage sales compensation.

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Compensation Commission Hiring Salary 72

The Spiff Blog

JUNE 9, 2022

2X their base salary, and that’s without factoring in lost revenue from reduced sales capacity while you recruit, onboard, and ramp new hires ( source ). fact, the average annual turnover rate in B2B sales is now 35% ( source ). Uncertainty in the market requires organizations to be agile and prepared to pivot and adapt quickly.

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Hiring Commission Compensation Incentives 75

Tenbound

JANUARY 3, 2024

Chapter 2: Developing an Ideal Account Profile The Ideal Account Profile (IAP) includes the identification of the most desirable prospect companies to contact based on market segmentation. measured by revenue or number of employees) Operational :This includes a prospect’s business operations that are medium- to- long term (e.g.,

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Prospecting Outsourcing Services Top of Funnel Sales Qualified Lead 49

The Spiff Blog

FEBRUARY 2, 2023

In today’s blog post we’ll explain the new requirements under Senate Bill 1162, how employers must adjust, and what the bill means for employees and job candidates. Spiff’s sales commission software enables finance and sales operations teams to self-manage complex incentive compensation plans and provides transparency for sales teams.

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Scale Hiring Salary Government 69

The Spiff Blog

FEBRUARY 24, 2022

So how do you, as a seasoned sales operations professional, do your part by fixing a lack of transparency within sales? Today, we cover: What it means to be a data-driven sales organization. It’s an intentional outcome that’s usually driven by sales operations or RevOps teams , and spans your entire go-to-market team.

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Commission Compensation How To Data 56

The Spiff Blog

MARCH 16, 2023

We believe that the experiences and insights we share in this blog post will shine a light on both the struggles women in sales face but also on the strengths and achievements of women in sales. In doing so, we hope to show the next generation of women that sales is a viable career path for women.

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Negotiation Face-to-face Hiring Lead Rank 69

OpenSymmetry

MARCH 16, 2016

The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. Gone are the simplistic days of sales reps simply “having a patch” to cover for selling their goods and services. The importance of crediting transactions in the Incentive Compensation process.

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The Spiff Blog

DECEMBER 14, 2023

Speak with your customer marketing or success teams and make sure you’re aware of both positive reviews that can help the deal, and negative reviews that might raise concerns you’ll need to address. Meanwhile, make sure you stay informed about the overall word-of-mouth surrounding your company and products.

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The Spiff Blog

SEPTEMBER 26, 2023

That’s why, in today’s blog post we’re exploring two of the most popular sales qualification frameworks, BANT and MEDDIC. Recommended reading : CROs: Double Down on Seller Experience to do More with Less Pro #4: Seamless sales and marketing alignment The impact of your sales qualification framework will extend beyond your team.

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Sales Qualified Lead Lead Qualification Sales Cycle Scale 83

OpenSymmetry

APRIL 27, 2016

The Perfect Finish – Business Process Optimization and Sales Transformation Outcomes. In this blog we look at these key components in more detail. There are three key ingredients to a building a successful foundation for optimal Sales Performance. It’s a complex challenge. Simply automating the current state will reduce ROI.

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Compensation Incentives Incentive Government 40

The Spiff Blog

JANUARY 25, 2022

What started as a manageable headache is now causing your organization to leak revenue— especially as you add more products, territories, and go-to-market strategies into the mix. Growing businesses lose 20-30% of their revenue to operational inefficiencies every year ( source ). Guess what? You’re not alone.

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Hiring Scale Top of Funnel Funnel 52

The Spiff Blog

SEPTEMBER 5, 2023

to the environmental (politics, the stock market, weather conditions, you name it.) Instead of being focused, your team might stress over market conditions, internal politics, or other detrimental behaviors. All of these various worries and interests make up our Circle of Concern.

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The Spiff Blog

SEPTEMBER 14, 2023

Specifically, AI’s ability to analyze market trends and make informed predictions enables you to stay ahead of the curve, adapting to shifts in the industry and the economy before your competitors do. The AI technology market has become so saturated in such a short span of time, so it’s inevitable that a large number of solutions won’t last.

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Commission Account Compensation Face-to-face 84

The Spiff Blog

APRIL 28, 2022

Does your team have a hand in choosing their own incentives? As a sales leader, you already know that not all sales incentives are created equal. We recommend giving your team the opportunity to weigh in on what types of incentives they can earn. Their answers might surprise you!

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Commission Compensation Lead Rank Hiring 80

Close.io

FEBRUARY 24, 2020

This involves giving your sales team the processes, information, technology, and training they need to sell more effectively. Sales enablement also bridges the gap between sales and marketing to create a smoother experience for both the team and the customers. Sales enablement vs. sales operations: what’s the difference?

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The Spiff Blog

JULY 28, 2022

Taylor Montero, Sales Operations Analyst. Patrick Shea, Mid-Market Account Executive. Connecting with people and helping them solve their problems led Pat into Sales. Sarah Hughes, Senior Product Marketing Manager. Fast forward 4 years and she’s loving Product Marketing just as much as she did on day 1!

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