The Spiff Blog

APRIL 27, 2023

Motivation and compensation are tough to nail under normal circumstances and are even trickier during tough times. In this article we plan to resurface a few well-known, but often overlooked, principles of compensation and motivation that can boost you and your team during these tough times. Let’s get into it!

Motivation 75

Motivation Hiring Compensation Incentives 75

Zoominfo

OCTOBER 6, 2020

You have a strong solution to go along with a solid stream of both inbound and outbound activity, which prompted you to split the team by each channel to maximize meeting creation (and hopefully pipeline!). In this scenario, due to external circumstances, they may still carry a small bag, but the compensation and seniority would be rewarded.

Lead Rank 169

Lead Rank Lead Scoring Leads Marketing Qualified Lead 169

Pipeliner

JANUARY 17, 2021

The examples are the number of leads coming in, the number of phone calls generated from those leads, and the conversion rates. Proper call planning brings higher conversion, and it is also easy to track. Tracking the conversion rates for each individual can help us find channels in which each employee is the most efficient.

Video 52

Video Compensation Quota Channels 52

Zoominfo

OCTOBER 6, 2020

You have a strong solution to go along with a solid stream of both inbound and outbound activity, which prompted you to split the team by each channel to maximize meeting creation — and hopefully pipeline. In this scenario, due to external circumstances, they may still carry a small bag, but the compensation and seniority would be rewarded.

Lead Rank 130

Lead Rank Lead Scoring Leads Marketing Qualified Lead 130

DiscoverOrg Sales

AUGUST 19, 2016

In order to hit target hiring goals, we needed to create a recruiting pipeline funnel and we needed to understand our conversion rates from application to testing to interviews to offers to acceptances. Build a Multi-Channel Traffic Plan to Drive Inbound Candidates. Identify How The Pipeline Funnel Changes For Every Role.

Hiring 222

Hiring Marketing Top of Funnel Cold Calling 222

Allego

SEPTEMBER 28, 2021

When we were in the office, you’d overhear sales conversations and phone calls, and we’d be able to learn from each other, swing by people’s desks, ask questions, etc.,” So to compensate for not having that in the remote world, we leveraged our technology—using Zoom, Microsoft Teams, and (of course) Allego.”.

Hiring 112

Hiring Microsoft Channels Compensation 112

Pipeliner

MAY 12, 2021

Set Up an Automated Omni-channel Prospecting. Omni-channel prospecting is about putting each sales strategy, each tool, and each channel to work, interact and connect with prospects. Approaching multiple prospecting approaches and channels enables you to reduce downturns in sales performance on particular channels.

Sales Automation 98

Sales Automation Social Media Ideal Customer Profile Channels 98

No More Cold Calling

SEPTEMBER 21, 2017

The more they educate themselves on the industry and trends, the deeper conversations they have, and the faster their sales processes accelerate. They find it refreshing when someone comes in with new perspectives and a willingness and openness to engage them in conversation. Ellen is an engineer turned vice president of channel sales.

Cold Calling 266

Cold Calling Loyalty Account Intent 266

The Spiff Blog

MARCH 31, 2023

Today we’re continuing this conversation by sharing a preview of our latest research on sales commission. Welcome back to our Sell Like a Girl series– where we’ve spent recent weeks unpacking gender bias in sales. We break down commission payouts across gender, job function, and location within the United States.

Commission 52

Commission Data Salary Face-to-face 52

Hubspot Sales

MAY 9, 2022

Clarify how your reps will be compensated. Compensation is the most fundamental, powerful incentive for reps to perform. If you want to get the most out of your team, they need to know how they're being compensated — with respect to base salary, commission, and any other financial incentives you might be offering them.

Lead Rank 98

Lead Rank Sales Qualified Lead Lead Scoring Leads 98

Score More Sales

DECEMBER 23, 2013

Next, take your compensation plan and from that, understand what sorts of activities you need to accomplish every month to make those numbers happen. If you do, you should be able to determine exactly what you need to do to hit your revenue targets, including how many prospects and deals you need based on your conversion rate.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

Score More Sales

FEBRUARY 21, 2014

Recently I had a great conversation with Fred Studer, GM of Microsoft Dynamics at Microsoft. You can control what you do and say on your company website, and link to your channel partners or other associates rather than somehow finding ads and links to competitor sites. There’s an app for that too. Lots of them.

Lead Rank 231

Lead Rank Lead Scoring Microsoft Twitter 231

Sales Hacker

FEBRUARY 1, 2022

Join us for a visionary conversation about getting rid of the SDR role and doing away with commission — and what should replace them. A better way to compensate instead of commission. It’s a great conversation. Why do you think it’s a bad form of compensation, and what’s your alternative proposal?

Commission 88

Commission Quota Demand Generation Agencies Lead Rank 88

Pipeliner

MARCH 6, 2018

Strategic Component Three: Channel Strategy. Should the channel strategy be direct, indirect, or digital? Channel strategy drives selling costs down, drives revenues up, and potentially extends the market reach of a company. Salary heavy versus incentive heavy compensation plans.

Strategy 45

Strategy Salary Margin Compensation 45

Score More Sales

JULY 30, 2014

Just like meeting someone in person, you start with a handshake and short conversation to learn about them. What will you do this week to connect through social channels to those who can refer you, advocate for you, or collaborate with you? Did you know that social tools could do that? Relationships don’t develop overnight.

How To 230

How To Ideal Customer Profile LinkedIn Twitter 230

SBI Growth

DECEMBER 5, 2013

Conversely, we’ve come across teams that throw their hands up in despair. Channel / Routes-To-Market – Understanding BPM’s and Personas will provide a base line here. Sales Compensation and Quota Setting – A good comp plan with bad quotas doesn’t move the needle. Click here to receive your own copy. Physician, Heal Thyself.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

Sales Hacker

FEBRUARY 17, 2022

Conversational intelligence. These tools use language processing to capture unstructured data from remote spoken conversations that occur between buyers and sellers. The insights gleaned from this process – what was being said on calls, what led to conversions, and what didn’t – resulted in more efficient calls and more conversions.

Top of Funnel 89

Top of Funnel Lead Rank Lead Scoring Forecasting 89

The Spiff Blog

JUNE 29, 2023

Managing sales compensation is both a highly complex and highly consequential responsibility. The design and execution of a sales compensation program directly influences the performance and morale of a sales organization, as well as the overall financial success of a company at large. What is a Sales Compensation Manager?

Compensation 72

Compensation Commission Hiring Salary 72

Understanding the Sales Force

APRIL 4, 2024

Salespeople Will Close 50% More Business By Changing This One Thing They Do! Sales Forecasts How Better Accountability Causes Sales Performance to Increase Snowstorm & Weather Apps Explain Why 75% of Sales Forecasts are Wrong Lowering Resistance/Objections Is Excuse Making Actually the Biggest Obstacle to Increasing Sales?

Hiring 149

Hiring Sales Leadership Sales Forecasts Forecasting 149

SBI

OCTOBER 23, 2017

Conversica @myconversica Conversica’s conversational AI automatically qualifies leads with human-like conversations to convert 30% more leads into opportunities. ModelN @ModelN Model N is a global leader in Revenue Management, maximizing revenue with quoting, contracting, pricing, rebating, channel and compliance solutions.

Vendor 140

Vendor Hoovers Lead Rank Sales Qualified Lead 140

Hubspot Sales

MARCH 23, 2018

As a salesperson, a big part of your compensation is variable. Create a YouTube Channel. For example, if you’re a salesperson who helps social media marketers save thousands in ad spend with your product, you likely have many conversations about social media best practices. Create a YouTube channel. Take Up Photography.

Social Media 81

Social Media Channels Hiring Compensation 81

Mereo

MAY 28, 2020

Typically, aside from salaries/compensation, the largest line-item in sales budgets is travel and entertainment expenses (T&E): mileage, flights, client dinners, etc. Sales Kit Assets: Sellers are now engaging in conversations with buyers through new channels that are wildly different and even a bit uncomfortable at times.

Revenue 56

Revenue Face-to-face Trade Show Buyer Persona 56

The Pipeline

MARCH 30, 2011

One of the points raised in the clip, is the need to quantify things by using your goal and conversion rates as a means of pinpointing the amount of prospecting one needs to do. Sales Compensation. TopLine Sales Compensation Solutions. Proactive Triggers. Proactivity. Productivity. Prospecting. qualifying. Reputation 2.0.

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

Vengreso

MARCH 22, 2022

We have helped many B2B companies create more opportunities with qualified buyers, start new sales conversations, develop effective sales strategies, improve their sales-oriented content, and optimize their presence on LinkedIn. Social Media Channels. Vengreso is the industry leader in digital sales training and consulting.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Vengreso

MARCH 22, 2022

We have helped many B2B companies create more opportunities with qualified buyers, start new sales conversations, develop effective sales strategies, improve their sales-oriented content, and optimize their presence on LinkedIn. Social Media Channels. Vengreso is the industry leader in digital sales training and consulting.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Partners in Excellence

FEBRUARY 11, 2014

I think it’s a fair question, many people wonder whether they should be investing in social channels, how much time to invest, whether there is a payoff. The amount of time and channels will vary for everyone, so there is no “right” answer. We’ve never gotten a PO through Twitter or any other channel.

Social Selling 99

Social Selling Channels Twitter LinkedIn 99

Hubspot Sales

AUGUST 22, 2022

Top Sales Channels. Both B2B and B2C sales involve an average of over 6 separate communications with a prospect, across two to three separate channels. This is why having a CRM to keep track of those conversations is more important than ever for giving your prospects an efficient and personalized experience. Top Sales Channels.

Trends 81

Trends Report Data Strategy 81

Mindtickle

MAY 29, 2020

This provides insight into what programs are working as well as a channel for additional topical ideas. Tip #3: Professional development roads lead to compensation. When developing expectations, seek and (as needed) integrate manager and rep feedback. Tip 5: Measure what you sow.

Coaching 88

Coaching Lead Rank Lead Scoring Face-to-face 88

No More Cold Calling

FEBRUARY 4, 2016

Just don’t make compensation the reason they refer you. Many companies implement advocate referral programs through marketing channels. Join the Conversation: Do you offer incentives to customers who refer a friend? If you choose to send referral sources small gifts or to make charitable donations after the fact, that’s fine.

Referrals 120

Referrals Incentives Incentive Discount 120

LeadFuze

NOVEMBER 30, 2021

These are volume, conversion, and time. Ask yourself which deals take longer, have higher conversion rates, and more volume. In order to have a successful lead generation campaign, the sales optimization manager need to pay attention to the channels that are producing most of your leads. Sales rep or sales team.

Top of Funnel 52

Top of Funnel CRM Sales Process Lead Rank 52

OutboundView

JANUARY 19, 2024

HR leaders are now swamped with these messages, making it increasingly challenging to secure meetings through these channels. Unlike other leaders or AEs, SDR managers often face different compensation structures, making it hard to attract and retain talent. Meaning a subpar manager can significantly impact the team’s potential.

Case Study 36

Case Study Marketing Qualified Lead Outsourcing Services Study 36

Sales Training Connection

MAY 12, 2014

They change compensation systems and territorial designs. Adding Channels. Increasingly companies are moving to multiple channels. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Carville would not mind just one more variation on his theme.

Top of Funnel 112

Top of Funnel Sales Qualified Lead Funnel Inside Sales 112

No More Cold Calling

MARCH 3, 2016

She’s been there … as a customer of incentive compensation and a lover of performance management. She wants to ensure that all business conversations are valuable to both the customer and to her, and she uses her domain competence to advocate for customers. ” That’s her bulldog-like tenacity.

Referrals 120

Referrals Scale Cold Calling Call-back 120

Sales Hacker

DECEMBER 21, 2017

Implementation of Recommended Compensation and Incentives Program. Maintenance of Communication and Collaboration Channels. Conversion Rates. Manage compensation. . Compensation plan. Implement compensation and incentives program. Ownership of talent development and compensation. Sales Activities.

Sales Operations 87

Sales Operations Top of Funnel Hiring Scale 87

Hubspot Sales

JUNE 29, 2023

These underscore why knowing a company’s compensation plan before working with them is vital. When conversing with clients, genuinely ask about their professional and personal interests. Using this information to spark conversations lets clients know you listen and they’ll trust you. Plus, you rarely have a base salary.

Insurance 94

Insurance Insurance Salary Policies 94

Igniting Sales Transformation

JUNE 20, 2018

Enjoy the conversation! She has led all aspects of human resources, including Talent Management, Organizational Effectiveness, Employee Relations, Workplace Policies & Practices, Compensation and Employee Communications. Apple Podcasts – Please subscribe so that you never miss an episode! Spotify Stitcher Google Play.

Microsoft 63

Microsoft Lead Rank Journal Resources 63

Hubspot Sales

MAY 18, 2018

To receive their bonuses and/or variable compensation and keep their jobs. If a rep struggles to move discovery conversations to the next phase, make a goal for them to set up three demonstrations per week, then four, then one a day. Working backward lets you turn a (potentially intimidating) revenue goal into manageable metrics.

Sales Goal 145

Sales Goal Incentives Incentive Quota 145