The Spiff Blog

JANUARY 9, 2024

With 2023 in the rearview mirror, business leaders find themselves reflecting on their Q4 results and simultaneously charting the course for the forthcoming year. What does this mean for sales teams? The documentation you provide to sales reps— playbooks, call scripts, etc.— What if a valuable sales manager leaves?

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Banking Hiring Churn Scale 84

Janek Performance Group

JANUARY 3, 2023

In actual practice, however, sales managers and coaches may or may not be the same person. This can help organizations get the most from their sales managers, sales coaches, and, ultimately, their sales teams. What Is Sales Management? Developing sales plans. Forecasting. Adaptability.

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Coaching Hiring Sales Coaching Lead Rank 62

Partners in Excellence

JULY 14, 2022

While in dining, I can skip courses, in selling, we can’t skip anything. I’ve seen numerous discussions around, “our people aren’t doing the prospecting needed to fill their pipelines, but if we compensate them on their prospecting efforts, we can incent them to do the work… ” Huughh????

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Incentives Incentive Commission Compensation 74

Pipeliner

DECEMBER 23, 2021

Simplify the Sales Process. Revamp your sales process to accommodate your hybrid team. If you streamline your sales process, team members can quickly and easily close deals. Let hybrid sales team members utilize digital versions of commonly used documents. Provide Incentives. Establish Sales Goals.

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Incentives Incentive How To Competition 98

The Pipeline

AUGUST 14, 2014

Determined in advance, measurable and quantifiable, they are instrumental in helping to assess progress, and plan course correction if needed. Examples in sales may be lead to opportunity conversions, or proposals to close. You often hear sales managers and director speak of how they are doing against their KPI’s.

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Workbooks Incentives Incentive Distribution 288

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.

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Promotion Sales Management Hiring Lead Rank 79

Your Sales Management Guru

JANUARY 9, 2017

The New Sales Manager Boot Camp. 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. My pipeline is full, but nothing is closing. Sales Management Boot Camp maybe for you.

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Sales Management Hiring Compensation Incentives 28

Janek Performance Group

JUNE 13, 2022

I hear what you are thinking, “Nick, come on, if we hit our numbers and are always ahead of quota, of course, selling would be fun. I agree, for common sales reps, the end of the period fire drill will be the standard. Worse, they likely offered discounts or crazy incentives to squeeze every deal out of their sales funnel.

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Discount Pipeline Incentives Incentive 62

Janek Performance Group

JULY 12, 2022

Imagine if the new lead gen form only generates a dozen leads over the course of a year of which only one turns into a new client relationship. Align Incentive With Revenue Goal. Charles Munger, Vice Chairman of Warren Buffett’s Berkshire Hathaway, said, “Show me the incentive and I will show you the outcome.” Click Save.

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LinkedIn Lead Gen Ideal Customer Profile Company 62

Nutshell

MARCH 19, 2024

When you can pinpoint dips in productivity and identify the elements that contribute to slower workflows, you can make the changes needed to support your sales team. An improvement in productivity translates to more deals closed and more revenue for your business, which means productivity directly impacts your bottom line.

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How To Sales Qualified Lead CRM Face-to-face 71

Crunchbase

JUNE 28, 2021

Your sales team is the backbone of your company, and your employees are just as vital to business success as your customers. In today’s age of digital transformation, sales management teams must adapt their sales training strategies to evolving consumer trends and the global shift towards remote work. Final thoughts.

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Webinar Metrics Training Strategy Software 111

Sell Integrity

JANUARY 28, 2021

Every sales leader can relate to that pit-in-the-stomach feeling when a star sales rep says they’re moving on. Of course, that’s the case when any employee leaves, but the full cost of sales rep turnover can be particularly high. firms spend $15 billion a year training salespeople and another $800 billion on incentives.

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Hiring Face-to-face Coaching Salary 114

Salesmate

JUNE 4, 2021

Similarly, many other practices in sales have changed with the changing world around. One such practice is that of providing sales incentives to the salespeople. What are sales incentives? Call it what you will, incentives are what get people to work harder.” – Nikita Khrushchev .

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Incentives Incentive Compensation Motivation 105

Highspot

JANUARY 4, 2024

The program helps reps understand customers, develop compelling sales pitches, and build enough confidence to close deals. Your sales training program should blend eLearning, instructor-led, and virtual training, integrating real-world scenarios to make learning engaging and practical.

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Webinar Metrics Training Strategy Ideal Customer Profile 52

SBI

JANUARY 13, 2015

This week I interview Adam Hollander, CEO of Fantasy Sales Team. What problem/s are you solving for sales and/or marketing organizations? Adam: FantasySalesTeam helps sales managers run more engaging and higher performing sales contests with their reps. Most traditional sales contests have three problems.

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Up-Sell Closing Incentives Incentive 50

Sales Evangelist

APRIL 30, 2020

Kurt Nelson are consultants who have spent more than 20 years working with companies to design incentives that will increase productivity within sales teams. However, once those needs are met, incentives that are more material or experiential in nature move people into greater effort.

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Motivation Lead Rank Incentives Incentive 52

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. Pick a sales methodology, and instill it in your reps.

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Lead Rank Sales Qualified Lead Lead Scoring Leads 104

Partners in Excellence

OCTOBER 28, 2020

Of course, when we look at the forecast and realize we are going to miss the goal, we pull out all the stops figuring out what we can make happen to close the gap with the goal. Can we pull something in, can we offer an “incentive (read discount),” can we perform a miracle.

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Forecasting Incentives Incentive Sales Forecasts 67

Cincom Smart Selling

FEBRUARY 9, 2016

The mountains looked like they were that close. New product rollouts and availability should be preceded by training, collateral distribution and sales support materials. These are the things that, when mishandled, will blow up a sales organization. Of course, nobody works for free. Good selling!

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Channels Sales Management Sales Qualified Lead Collateral 83

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. My pipeline is full, but nothing is closing I don’t think my compensation plan is working.

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Hiring Compensation Sales Leadership Course 49

Openview

JANUARY 14, 2019

The one-time sale that came with a high price tag was ideally suited for the tenacious and independent field salesperson. These salespeople built face-to-face relationships, met with C-level executives, delivered powerful presentations and closed large deals. Once they wrapped up the sale, they moved on to the next one.

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Hiring Lead Rank Face-to-face How To 88

Sales and Marketing Management

NOVEMBER 5, 2018

For example, what caused pain points at the end of the program: reps changing territories mid-program, sales that were booked but not invoiced, clients who made verbal commitments but didn’t sign contracts, field sales managers that vouched for sales that didn’t get logged into the system on time, etc.?

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Incentives Incentive Quota Territories 201

Hubspot Sales

JANUARY 9, 2018

It’s like a traditional business plan but focuses specifically on your sales strategy. A business plan lays out your goals -- a sales plan describes exactly how you’ll make those happen. Who writes sales plans? What is a sales plan template? A typical sales plan includes the following sections: Target customers.

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Buyer Persona Referrals How To Commission 145

Mindtickle

JANUARY 19, 2023

In this blog post, we’ve rounded up sales productivity stats from the leading research firms and vendors in the sales enablement space to put together stats bucked into a few different categories: customer experience; rep time management; sales managers; sales enablement; and technology usage.

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Strategy Cold Calling Lead Rank Lead Scoring 52

Chorus.ai

JANUARY 17, 2020

It’s that one terrible phrase that everyone in sales fears. You’re not meeting targets, you keep inexplicably losing deals that look set to close with a win, and, one way or another, everything you’re doing just isn’t quite working out right. Face it: You’re in a sales slump. No wonder they’ve hit a bump in the road!

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Top of Funnel How To Cold Calling Funnel 68

PandaDoc

DECEMBER 13, 2018

Not only is gamification popular, it’s a proven and effective sales performance booster. 71% of sales managers said when they implemented it amongst their sales team they saw an 11% to 50% improvement in sales performance. In this post, we’ll share ways you can gamify your sales process to increase your revenue.

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Sales Process Hiring Proposal Channels 83

Hubspot Sales

JULY 30, 2018

You can't mark the sale as closed-won, but it's human nature to hope that maybe it'll close. Silence isn't the only thing salespeople don’t love hearing, of course. According to Katharine Derum, senior sales manager at HubSpot, her team sees a 33% response rate to their breakup emails. Close the loop.

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Hubspot Call-back Follow-up Resources 107

InsideSales.com

DECEMBER 1, 2019

Meeting a sales quota during the holidays can be very challenging for the sales reps. Here’s how sales managers can help. In this article: The Importance of Sales Goal Setting for the Holidays. What Is a Sales Quota? Sales Quota Definition and Types. This is the tricky part, of course.

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Quota Discount How To Decision Maker 74

Nutshell

AUGUST 28, 2023

A sales process is a set of repeatable steps that your sales team takes to convert prospects into customers. Building a sales process is absolutely necessary to your company’s success, and is perhaps the most important thing you can do as a sales manager to impact your team’s ability to sell.

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Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Gong.io

OCTOBER 27, 2021

Got reams of sales data? They’re game to dig into the details on performance metrics and process optimization, create new strategies for things like rep incentives and training, and analyze potential tech solutions and tools. They do that for your sales team and across the entire buyer journey (customer success, etc.).

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Forecasting Hiring Quota Pipeline 62

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.

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Hiring Retention B2C Demand Generation 93

SBI

OCTOBER 1, 2014

Bloomfire gives your team fingertip-access to all the sales training they need to spike sales fast videos, presentations, spreadsheets, and more.Sales reps can ask questions – and get answers… from product managers, sales managers and each other. Sales reps can use DocuSign right from within Salesforce CRM.

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Vendor Twitter InsideView InsideSales 139

Bigtincan

OCTOBER 11, 2021

Yet this is how almost all product training content goes: Dump all this product information on your sales reps and ask them to remember it forever. The rate of retention is better than normal because sales reps are often pushing that new product or product line in sales conversations on and around the launch date.

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Fashion Software Software Training 105

The Pipeline

DECEMBER 16, 2011

Secondly, most – not all – but a very high percentage of courses on offer today deliver what I term “generalized” skills development. Sales training is many times the wrong first solution because it does not address the real problem, but rather a symptom that being poor sales so let’s train our people.

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Pipeline Training Twitter Hiring 230

Hubspot Sales

JUNE 5, 2019

Customer success: If your customers need training, onboarding, implementation support, and service, partnering with vendors who offer these services lets you focus on closing new business without sacrificing your existing users. The Drawbacks of a Channel Sales Model. Less control: You’re not directly managing the sales process.

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Channels Lead Rank Hiring Lead Scoring 101

LeadFuze

MAY 17, 2021

What is a Sales Manager. A sales manager is a person that’s responsible for building, leading, and managing a sales team within an organization. . A sales manager will work closely with managers of other departments, as well as communicate with prospects and customers on a regular or semi-regular basis.

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Paid Content Sales Management Hiring Lead Rank 98

ExecVision

JUNE 10, 2019

Particularly notable is the relationship between sales and marketing, because neither can achieve much without the other — when those two departments forget their pride and decide to work closely together , they can greatly increase the chances of conversion. Fair incentives. Delegated responsibility. What have we learned, then?

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Hiring Incentives Incentive Distribution 40