The Spiff Blog

OCTOBER 19, 2023

Recommended reading : How to Develop a Winning Sales Compensation Philosophy Compensation Transformation Tip #3: Personalize your sales incentive programs. Personalizing sales incentives is a difficult task for a number of reasons. This sort of change may seem small, but it’s significant.

Compensation 83

Compensation Incentives Incentive Commission 83

Hubspot Sales

MAY 9, 2022

Even the most seasoned, effective salespeople can struggle when hashing out how to lead a sales team. Taking the reins doesn't come naturally to everyone, and even born leaders might need a little guidance when transitioning into a sales management role.

Lead Rank 106

Lead Rank Sales Qualified Lead Lead Scoring Leads 106

Close.io

OCTOBER 1, 2018

So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. Want to get a ready-made set of resources to manage a sales team effectively?

Sales Management 115

Sales Management Hiring Lead Rank Forecasting 115

Pipeliner

MAY 9, 2023

These should include the normal sales procedure and the most common problem-solving methods. To ensure sales reps understand how to handle real-life encounters, role-playing scenarios can be used. Provide Incentives Sales can be tough, and transitioning from a salesperson to a sales manager can be challenging.

Hiring 98

Hiring Strategy Social Media Incentives 98

Sales Hacker

OCTOBER 9, 2019

Sales is the most important function with any company, and the sales manager plays a critical role within it. That said… The importance of your sales manager cannot be understated. The sales force drives the company’s revenue and it’s the sales manager’s job to drive the sales force.

Promotion 69

Promotion Sales Management Sales Leadership Hiring 69

Sales Hacker

JULY 17, 2019

Now, look at his advice: To become a sales manager, you essentially need to become an extension of your HR team — something every employee can do to make a positive impact on the organization. Of course, I also wanted feedback from industry veterans — the folks who are training & coaching sales management teams around the globe.

Promotion 80

Promotion Sales Management Hiring Lead Rank 80

Sales Hacker

MARCH 6, 2018

Most sales managers don’t recognize this and assume that just because their reps have 30 opportunities in their pipeline they can work intently on these and forget about generating new business opportunities. This widget is absolutely valuable when it comes to pipeline management! 1) % of opportunities in negotiation: .

Pipeline 91

Pipeline Inside Sales Top of Funnel Sales Management 91

Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. Why Sales Comp Planning is Key to Rep Retention. What’s the ideal timeline for building and communicating comp plans?

Compensation 88

Compensation Retention Hiring Commission 88

Jeffrey Gitomer

MAY 22, 2011

There is an incentive for that person to maintain or improve his or her performance to stay at the top. KEY POINT OF UNDERSTANDING: Incentives and awards are economic stimuli of the first degree. In challenging economic times (how’s that for putting it mildly), sales are what will make a company recover. Leadership.

Hiring 291

Hiring Social Media Loyalty Incentives 291

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 82

Compensation Incentives Incentive Quota 82

LeadFuze

JUNE 2, 2021

What do Top Sellers Know on How to Close a Sales Deal. 7 Techniques on How to Close a Sales Deal. A take away close is when you give the customer something as an incentive. For example, let’s say that we are in a book store and I want to buy Harry Potter but it costs $40. Now or never close.

Closing 98

Closing How To Decision Maker Top of Funnel 98

Sales Hacker

OCTOBER 7, 2022

The conference provides education and certification, networking, and in-depth sessions focused on sales compensation, sales operations effectiveness, and sales analytics. Related: How to Build Sales Compensation Plans for All Customer-Facing Roles – Templates and Examples. Members of the Varicent team.

Compensation 78

Compensation Conference Trends Incentives 78

Bigtincan

OCTOBER 11, 2021

How Bigtincan Learning uses the latest in scientific understanding and software to improve knowledge retention and make sales reps less dependent on their memory. Have any questions about how Bigtincan Learning would work for your organization? Have questions about how Bigtincan Learning would work for your organization?

Fashion 105

Fashion Software Software Training 105

Increase Sales

AUGUST 25, 2011

Sales management to small business owners continue to explore how to increase sales force productivity from the use of the carrot stick to actual incentives. Winning sales teams win because of the united and combined attributes or talents of all team members. Credit www.sxc.hu. Share on Facebook.

How To 120

How To Small Business Small Business Coaching 120

SalesLoft

APRIL 7, 2020

Kaleel Jamison, The Nibble Theory and the Kernel of Power: A Book about Leadership, Self-Empowerment, and Personal Growth. Provide monetary incentive, leadership opportunities, and exposure to new roles and projects. Provide monetary incentive. Don’t Hold Your Employees Too Tightly. Serve Their Needs, Not Yours.

How To 52

How To Incentives Incentive Retention 52

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. When you book a demo with one of the team, you’re speaking with an insides sales representative. The same goes for the outside sales world. .

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Your Sales Management Guru

SEPTEMBER 22, 2014

Sales Leadership: How to Ensure You Exceed Your 2015 Quota. The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new year. You need to test it and plan how to roll it out.

Quota 89

Quota Sales Leadership Compensation Penetration 89

Don on Selling

JANUARY 4, 2019

We all experience highs and lows in sales. Your sales manager loves you. No matter how hard you try, or how many customer appointments you make, nothing is coming in. Are you managing your time correctly? Meet with your sales manager. That’s a given. The big orders are rolling in.

Decision Maker 40

Decision Maker How To Call-back Retail 40

Smooth Sale

MARCH 17, 2022

We at Scale Your Sales podcast celebrate the achievements of women and campaign for a world where we can all #BreakTheBias. . Only 19% of women in sales are in leadership positions— (the sales industry has the second most significant gender equity gap). Vengreso Provides easy-to-follow on-demand sales training for LinkedIn.

Scale 78

Scale Hiring Lead Rank Report 78

Keith Rosen

JULY 31, 2012

Managers are the first to admit these are the tougher conversations they have a tendency to avoid and procrastinate –often until it becomes too late to save that person or the manager has gotten so frustrated; that all of their positive coaching style gets replaced with a reactionary explosion of mass proportion!

Motivation 116

Motivation Video How To Coaching 116

Sales Training Connection

AUGUST 3, 2013

Jerry and Mary Fiss wrote the most comprehensive book on the market about how to design compensation systems that work in today’s selling environment. And, the question is what is the priced paid in lost sales? Sales coaching should be an ongoing effort. Last week I had lunch with a friend and colleague, Jerry Colletti.

Compensation 105

Compensation Incentives Incentive Coaching 105

Your Sales Management Guru

AUGUST 9, 2017

Sales Management Boot Camp- 8 weeks, online. We have too much to do, we don’t have time to build a sales organization. I am frustrated with my sales team, do I have the right team? I have a problem growing sales profitably. Sales Management Boot Camp maybe for you. For the New Sales Manager.

Hiring 49

Hiring Compensation Sales Leadership Course 49

Your Sales Management Guru

MAY 23, 2016

Building a Culture of High Performance: Sales Games. At this time of year sales management must be looking at pipeline levels and goals for the 4th quarter and determining if there is the necessary level of activity to ensure targets will be exceeded. Never run contests to the last day of the month or sales period.

Lead Rank 52

Lead Rank Lead Scoring Face-to-face Incentives 52

Braveheart Sales

FEBRUARY 24, 2023

In sales, adaptability is directly impacted by a person’s commitment level. This commitment isn’t just to the company they work for or their customers; it’s a commitment to doing whatever it takes to be successful in sales or sales management. But how do you know what someone’s commitment level is?

Hiring 52

Hiring Face-to-face Competition Channels 52

Your Sales Management Guru

AUGUST 20, 2013

At this time of year sales management must be looking at pipeline levels and goals for the 4th quarter and determining if there is the necessary level of activity to ensure targets will be exceeded. In both books I share ideas for sales contests/games as well as how to properly roll them out and manage them.

Face-to-face 82

Face-to-face Incentives Incentive Objections 82

Klozers

JUNE 5, 2014

Regardless of the industry you serve or the products and services you supply, how to motivate sales people can be the difference between thriving and surviving. Whilst money via compensation or commission plans is the obvious way to motivate sales people, does this really work? . Imagine a sales person as a knife.

Motivation 51

Motivation How To Social Media Scale 51

Highspot

FEBRUARY 15, 2022

We’ve got the information you need to work through the process, including: What are sales goals? What are SMART sales goals? Why do sales goals matter? 12 examples of sales goals. How to calculate your sales goals. How to achieve your sales goals. How to write a sales goal.

Sales Goal 59

Sales Goal Examples Top of Funnel Churn 59

Sales Hacker

MAY 6, 2021

Great VPs of sales have gravitas and tact, command the room and hold their end of the table regardless of who is on the other side. They’ll rip apart your CRM and replace your opportunity fields with their proven-and-trusted sales methodologies and scoff if you try to rehearse Sandler, Challenger, or MEDDIC selling to them.

Hiring 95

Hiring Retention B2C Demand Generation 95

Your Sales Management Guru

NOVEMBER 17, 2014

Offer incentives for a willingness to take a risk, avoid too many details, speak to the persuader’s dreams and make the person a hero. The more you know about them and the more you know about how to professionally work with your prospects, the more money you will make. Ken has written 5 books, his latest book is: SLAMMED!

Lead Rank 90

Lead Rank Lead Scoring Analytics Benefit 90

Your Sales Management Guru

MAY 30, 2012

Sales Compensation and Having a Fun Summer. Sales Leadership Ideas. At this time of year sales management must be looking at pipeline levels and goals for July/August and determining if there is the necessary level of activity to ensure targets will be exceeded. A Contest Sampler.

Compensation 67

Compensation Sales Leadership Face-to-face Incentives 67

LevelEleven

MAY 24, 2018

As situations evolve, business leaders need to know how to align their internal contests to meet the present needs of their organization, while still making it fun and engaging! Here are five examples of specific business needs, and contest that can address them: Scenario #1: Your Sales Team Isn’t on Track to Meet Your Q2 Quota.

SalesForce 60

SalesForce Incentives Incentive Quota 60

Anthony Cole Training

MAY 3, 2010

close more sales (21). consistent sales (4). desire for sales success (6). driving sales (6). evaluating sales teams (1). getting sales decisions (4). hiring sales people (6). How to Increase Sales (30). How to Sell (21). improving sales (27). Increase Sales (22).

Hiring 120

Hiring Ideal Customer Profile Motivation Webinar Metrics 120

Your Sales Management Guru

MAY 6, 2013

The first is Friday May 10 th , Building Predictable Revenue: Sales Management Systems. The second is May 28 th , 1pm EST: Creating Sales Compensation Plans for High Performance. This is one of 10 Sales Management Training programs from Top Sales Management: read below.

Compensation 74

Compensation Forecasting Penetration Sales Leadership 74

Close.io

JUNE 20, 2018

If your remote sales team doesn’t have concrete sales goals and objectives to work toward, their natural instinct will be to go through the motions. Without ambitious goals to strive for, they have no incentive to put their best foot forward. Want more tips on building a winning sales team?

Hiring 127

Hiring Face-to-face Objections Inside Sales 127

Hubspot Sales

MARCH 21, 2019

Sales dashboards provide an overview of your key performance indicators (KPIs) and show you how your sales team is tracking towards your goals and revenue targets. How to Create a Sales Dashboard. Determine which sales metrics you'll track. Identify how the dashboard will be used.

Examples 111

Examples Hiring Report Hubspot 111

Hubspot Sales

JANUARY 17, 2018

Make It Happen Mondays -- B2B Sales with John Barrows. The Sales Podcast. After a long day at the office, Netflix is usually more appealing than cracking open a sales book or streaming a sales training video on YouTube. Hosts: Sales trainer Bryan Neale and author, speaker, and coach Bill Caskey. Sales Gravy.

Scale 145

Scale Sage Lead Rank Lead Scoring 145

SalesLoft

SEPTEMBER 19, 2022

The sales funnel model illustrates this by gradually narrowing as prospects near the bottom of the funnel (hence the name funnel). . Today, we’ll review an example of a sales funnel, its stages, and how to optimize your funnel with Salesloft’s engagement capabilities. Stages of a Sales Funnel.

Top of Funnel 52

Top of Funnel Funnel Examples Lead Rank 52