The Spiff Blog

APRIL 7, 2022

Gone are the days when commission, bonuses, and incentive pay were accounted for as direct expenses. For SaaS companies, this is typically 3-5 years ( source ). With all the complexities in ASC 606, your commission expensing process is more critical than ever. White Glove Commission Expensing. ERP Commission Expensing.

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The Spiff Blog

MAY 19, 2022

The right commission structure can motivate your SDRs to jump out of bed in the morning and take action while the wrong one can wreak havoc on your revenue and pipeline goals. What’s the best structure for an SDR commission plan? With this as our benchmark, let’s say your company has a goal to bring in $10m in new revenue.

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The Spiff Blog

SEPTEMBER 14, 2023

Take commission plan creation, for example. Here’s an example: let’s say a female sales rep earns slightly less commission than one of her male counterparts and therefore doesn’t qualify for an accelerator. Recommended reading: Sell Like a Girl: Earn Less [+ Startling New Sales Commission Data] 2.

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The Spiff Blog

JULY 20, 2023

Most organizations recognize that their sales commission process isn’t perfect. Companies aren’t ignorant of this problem– many are trying to improve their commission process, as evident by the recent surge of businesses hiring sales compensation managers ( source ). You face frequent, urgent disputes.

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The Spiff Blog

AUGUST 4, 2022

Although sales comp remains one of the biggest line items at most companies, the typical sales comp manager still relies on manual calculations and complex spreadsheets to just barely get the job done. Most companies get sales compensation wrong. Today we’re here to solve your most pressing sales commission woes. Final Thoughts.

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Commission Compensation Incentives Incentive 69

Close.io

JANUARY 23, 2020

There is no magic formula for commission planning. And while that might sound like a cop-out, I’ve been through it several times in previous companies and it’s invariably a test-driven process. Flat rate commissions. The simplest commission structure, commonly found in property, retail, and insurance. Tiered commissions.

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The Spiff Blog

AUGUST 11, 2022

Sales commission plans constantly change to reflect shifting business priorities, unstable market conditions, new product releases, and more. With these changes, businesses typically provide reps with something called a change of commission letter– or, sales commission agreement letters. Commission plan. Nail the basics.

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Sales Hacker

AUGUST 26, 2021

get paid commissions at 8%. get paid at 12% commissions. Complexity aside, a lot of reps have had at least one experience wherein their overall commissions didn’t match with all related criteria promised as part of the plan. Do I get an advance on my commissions? It started with a simple approach: Here’s your quota?

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Commission Compensation Incentives Incentive 95

Hubspot Sales

APRIL 24, 2019

Did you know 43% of workers would be willing to leave their companies for a 10% salary increase ? Imagine if almost half of your sales team left the company because of a poorly designed compensation plan. Luckily, I've compiled some resources for you to determine the best sales commission structure for your sales team or yourself.

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The Spiff Blog

JULY 21, 2022

If you’re reading this, it’s likely because you’ve made a regrettable software purchase or gone through a nightmarish buying process at some point in your career. And, unfortunately, your software buying woes may only get worse in the near future. alone, there were 556,600 active tech companies ( source ). We’ve all been there.

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Xactly

NOVEMBER 20, 2018

The commission accounting standard has been in effect for public companies since December 2017. The deadline for private companies to implement is December 2018. Subtopic 340-40, known as “the incremental costs of obtaining a contract,” has a huge effect on how companies’ commission accounting.

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Xactly

NOVEMBER 1, 2018

Public companies have been under compliance since December 2017, and the implementation date for privately held organizations is quickly approaching (December 15, 2018). Under the new revenue recognition standard , companies must change the way they report revenue in their accounting for sales commissions. Download Guide.

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Commission Account Compensation Revenue 82

Hubspot Sales

SEPTEMBER 8, 2020

You’ve decided you need customer relationship management (CRM) software. These are just some of the reasons CRMs have become such an integral part of business success today and why so many companies have invested in finding the right software for their team. What if the money you spent goes to waste? CRM Adoption Rates.

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Sales 2.0

OCTOBER 9, 2020

You may also feel unsupported by your company and that you need to do everything yourself. By doing so you will (a) sell more, (b) get a bigger commission check, and (c) be less stressed. If you’d like a bigger commission check and less stress, I would consider talking to them. Not a bad combo. Flat world.

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Canidium

JULY 11, 2023

Integrating various systems becomes a strategic imperative as your company progressively relies on diverse software solutions to manage its operations. You are constantly seeking ways to enhance efficiency, streamline operations, and maximize revenue.

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Sales Hacker

JANUARY 13, 2021

Enterprise OEM software licensing is a multibillion-dollar segment of the software industry. It includes factual information, personal experience, and interviews from successful professionals on both the buy-side and the sell-side of enterprise OEM software licensing to ensure a broad mix of experience and ideas.

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The Spiff Blog

MAY 31, 2022

Managing your biggest line item with disjointed commission spreadsheets or clunky legacy software muzzles efficiency, motivation, and ultimately growth. It’s a risk your company can’t afford to take— especially now, with more talk of an impending recession each day. Step #2: Discuss the benefits of commission software.

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Xactly

APRIL 2, 2018

Whether a company is trying to grow or has reached the Enterprise level, the right sales commission structure can be the difference between hitting your goals or falling flat. Plus, commissions work well for SMBs who don’t have the resources to pay up-front base salaries. Yet, you want a structure that rewards results.

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Hubspot Sales

APRIL 5, 2023

Table of Contents Sales Career and Salary Stats The Buyer’s Journey Lead Generation Stats Sales Software Stats Sales Careers and Salary Stats Practically every business in every industry needs salespeople. Glassdoor predicts that SDRs typically make a base pay of $50,304 a year, with commission and bonuses totaling another $18,000-19,000.

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Ideal Customer Profile Salary Hiring Lead Rank 116

The Spiff Blog

NOVEMBER 17, 2023

You want to have access to the most impactful solutions and systems that improve your ability to do your job well— but you also worry about the perception that these powerful tools are more valuable to the company than you are. As an incentive compensation manager, you manage or play a key role in the design of your sales commission plans.

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Canidium

SEPTEMBER 21, 2023

Most solution comparison articles compare software from two different companies. In this case, we're comparing two SAP solutions: SuccessFactors Compensation Module and SAP SuccessFactors Incentive Management (previously SAP Commissions).

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SAP Incentives Incentive Compensation 52

Sales and Marketing Management

OCTOBER 15, 2020

Employees are motivated when they feel valued by the company, and part of feeling valued in our current climate stems from pay equality. Although companies may be looking to cut budgets where possible, it’s equally important to consider employee happiness and engagement when rethinking compensation strategies. Set the Right Pay Scales.

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Zoominfo

MAY 7, 2021

His background in entertainment sales for hotels made for a less-than-smooth transition into data and software, which is what led our CEO, Henry Schuck, to celebrate Lyon’s first closed-won deal by blasting “I Can’t Wait to Be King” from the Lion King — in French — throughout the sales floor. Challenge #2: The $0 Deal (May 2020).

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Sales and Marketing Management

AUGUST 28, 2019

Author: Mike DeLeonardis, President, North America at beqom Generation Z graduates, or those born between 1997 and 2012, are flooding the workplace, and with a flowing economy and tight labor market, it can be difficult for companies to recruit and retain these entry-level employees. Creating Transparency for Commission-Based Pay Models.

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The Spiff Blog

AUGUST 10, 2023

A majority of modern companies are either using or planning to use AI in order to streamline business processes and save costs. On the one hand, you’d love to be able to automate the more tedious and time-consuming aspects of commission management. Recommended reading: 5 Ways to Write a Better Change of Commission Letter 3.

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Sales and Marketing Management

MARCH 27, 2019

Author: Mike DeLeonardis, President, North America at beqom Seventy-nine percent of companies say that increasing sales productivity is a strategy they’re using to reach growth targets in 2019, but actually meeting this goal may be a challenge as only 35 percent of average-performing sales reps’ time actually goes to selling.

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Strategy Compensation Incentives Incentive 223

SalesLoft

APRIL 25, 2024

But when the commission check clears, that feels good! A lot of the time, yes, I get the commission check, and I get a lot of the credit for being the seller. I think what a bad sales rep would do is run away with their commission check and look back and say, “See you guys later! I’ll say that. Corey: That felt good.

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The Spiff Blog

OCTOBER 12, 2023

How well can you explain (or defend) the way your company compensates sales employees? Say that Company A adheres to a “sales-centric” compensation philosophy. This company wants to close as many deals and ultimately generate as much revenue as possible. Why is a sales compensation philosophy important?

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Compensation Commission How To Incentives 84

Nutshell

JANUARY 14, 2020

Software-as-a-service (SaaS) refers to any cloud software product that a company hosts and makes available to customers over the Internet, rather than offering it as a download onto their computers or mobile devices. By the end, you should have a clear roadmap for reaching your or your company’s sales goals.

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Paid Content Lead Rank Commission Lead Scoring 127

Cincom Smart Selling

MARCH 13, 2017

Configure price quote software makes approving complex sales orders easy and fast. It is amazing what some companies do to make sure they want to accept a deal brought in by their hardworking sales force. Each order went through the following checks: The sales manager confirmed pricing and evaluated commission processing.

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The Spiff Blog

JUNE 1, 2023

The goal is to strike a careful balance between incentivizing sales performance and protecting the company against financial crisis. In fact, research shows that between 2005 and 2010, the percentage of Fortune 500 companies who use clawbacks rose from fewer than 3% to a whopping 82% ( source ).

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Commission Compensation Cancellation Strategy 77

The Spiff Blog

JUNE 20, 2023

Finance and accounting professionals perform tasks that are often complex, demanding, and incredibly consequential to the success of their company. For example, say you’ve just released your monthly commission statements to your sales team. Recommended reading : Ensure Your Sales Commission Program is ASC 606 Audit Ready 3.

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Account Commission Hiring Compensation 90

Xactly

SEPTEMBER 13, 2018

For many companies, the new ASC 606 (IFRS 15) standard is challenging the status quo—and making waves in current accounting processes. On top of revenue requirements, the standard also requires that companies adopt a new (more detailed and complex) framework in accounting for contracts. Download Guide.

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Commission Account Compensation Lead Rank 40

The Spiff Blog

JUNE 29, 2023

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. Commission Plan Design The sales comp manager oversees or plays a major role in designing a business’s sales commission plans.

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The Spiff Blog

SEPTEMBER 7, 2023

Although SPM strategy varies by company and industry, the most effective sales performance management strategies typically involve a combination of the same core pillars. Consider these statistics: 90% of top-performing companies utilize incentive programs to reward their sales associates ( source ). ” And, it’s true!

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The Spiff Blog

SEPTEMBER 5, 2023

We often hear from commissioned employees how difficult it can be to understand the impact their efforts have on their paycheck. Why the Circle of Influence Matters in Commission Planning The typical sales organization is composed of several different teams and roles, each with their own specific function.

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Influencer Commission Lead Rank Lead Scoring 86

InsideSales.com

MAY 8, 2020

As the ongoing pandemic takes its toll on the economy, many companies react to coronavirus in a positive and supportive manner. In this article: How Companies React to Coronavirus in a Positive Way Communication for All Free Meals Sick Leave Pay Donating to Hospitals Manufacturing Goods Free Services Further Help and Support from Xant.

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