The Spiff Blog

SEPTEMBER 1, 2022

These statistics are intended to paint a picture of how sales reps are currently being compensated, how sales compensation has changed over time, and the current state of sales teams in general. On-target earnings, or OTE, for the average sales rep is $115,000 ( source ). Insurance Sales Agents: $50,600.

Compensation 81

Compensation Salary Incentives Incentive 81

Pipeliner

JULY 14, 2023

Of course, you can dream of a second half so strong that it drives your numbers up, salvaging your year, insuring robust performance and healthy commission checks. But your sales optimism tells you that there’s plenty of time left before the ball drops on 2023. H2 is here and it’s not a midsummer night’s dream. Always the case.

Insurance 52

Insurance Insurance Territories Maximizer 52

Understanding the Sales Force

APRIL 15, 2013

Understanding the Sales Force by Dave Kurlan Two articles caught my attention today. The first, 10 Traits of Successful Salespeople , was typical of the misinformation that often passes for must-read information: The data came from commission-only insurance salespeoplein just one company so it has limited application in other industries.

Research 291

Research Insurance Insurance Face-to-face 291

Gong.io

JULY 11, 2022

Vastly different roles, but still both inside sales positions. The same goes for the outside sales world. . An outside sales rep at an insurance agency might travel to meet clients in their homes to discuss their needs, present insurance packages, and sign deals. Inside sales roles and team structure .

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Understanding the Sales Force

SEPTEMBER 10, 2012

Targeting is a fairly simple practice, but when sales management doesn't perform this activity for their salespeople (as in, "Mary, call on these 27 accounts.") Take the case of the salesperson who targets hospitals, oil companies, banks and insurance agencies. They aren't being held accountable by sales management.

Opportunity 188

Opportunity Insurance Insurance Comparison 188

Pipeliner

MAY 9, 2018

Among Wells Fargo’s offenses: deceptively getting 570,000 clients to sign up for expensive car insurance that they didn’t need, which led as many as 20,000 to default on their auto loans. This is certainly a lesson in sales ethics. And, we were able to focus on recruiting quality third-party merchant sellers vs. quantity.

Commission 61

Commission Compensation Banking Insurance 61

Sales Hacker

OCTOBER 7, 2020

Bonuses continue, everybody keeps their health insurance, and your employees get 3-day weekends to recharge until things heat back up. In that situation, if your rep’s comp plan is aligned with revenue, that 15% discount only costs them 15% of their commission. Be Careful Who You Cut.

Hiring 103

Hiring Salary Margin Compensation 103

Chorus.ai

MAY 17, 2021

Think back to Jim Halpert’s chart of Michael’s priorities in management: 80% distracting others, 19% procrastinating. Nevertheless, there are truisms in the chart that will resonate with a lot of sales managers. In these days of Zoom fatigue , every sales manager should avoid scheduling too many meetings.

Motivation 96

Motivation Construction Call-back Commission 96

Anthony Cole Training

AUGUST 9, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). Sales Coaching (40). sales coaching skills (10). sales competencies (12).

Hiring 136

Hiring Prospecting Ideal Customer Profile Sales Qualified Lead 136

Sales Hacker

AUGUST 3, 2020

Your salary costs, according to Peak Sales Recruiting , are 90K on average and $180K OTE (on-target earnings). Also, commission is only paid if they sell and cash comes in, so you only need to budget the base salary as sunk cost in case of failure. Plus, AE’s in the early days don’t need a manager.

Salary 91

Salary Hiring Pipeline Insurance 91

Sales Hacker

FEBRUARY 27, 2018

VPs of Sales know that their AEs’ quota should be 3-5x their OTE, so let’s take 4x as an average, that’s $0.25 Then we can add tools, data, benefits, insurance, office space, and the very important cost of management! with the sales team, but the true cost is $1.15, where are the other $0.75

Sales Goal 86

Sales Goal Hiring Trade Show Salary 86

Mr. Inside Sales

OCTOBER 4, 2016

A well written cover letter tells the hiring manager that you are serious about getting the job, and it gives you the best chance (along with a relevant resume) of landing an interview and ultimately the job you really want. So if it is sales, use: “Dear Hiring Sales Manager,” or “Dear Hiring Marketing Director,” or “Dear HR Director.”.

Hiring 121

Hiring How To Advertising Advertising 121

Anthony Cole Training

JULY 29, 2010

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! building sales relationships (7). Sales Coaching (40). sales coaching skills (10). sales competencies (12).

Hiring 159

Hiring Ideal Customer Profile eBook Webinar Metrics 159

Sales Hacker

AUGUST 7, 2020

Enterprise organizations often organize and assign territories geographically or vertically and have at least two levels of sales management, such as a District Manager and a Vice President of Sales. And this will influence how much the management will spend on staffing, marketing, travel, commissions, and offices.

Enterprise 76

Enterprise Enterprise Hiring Skype 76

Sales Evangelist

APRIL 30, 2020

One of their topics, motivation through incentivizing, is especially helpful for sales managers. People tend to make decisions based on an emotional gut response, even though we mistakenly think these choices are made based on rational thought. Sales managers have to be mindful of relativity.

Motivation 52

Motivation Lead Rank Incentives Incentive 52

Hubspot Sales

JANUARY 17, 2018

Learn about sales team management, creative business development strategies, time-saving sales tools, B2B strategic partnerships, aligning sales with marketing, effective prospecting, negotiation techniques, and more. Hosts: Sales trainer Bryan Neale and author, speaker, and coach Bill Caskey. Sales Pipeline Radio.

Scale 145

Scale Sage Lead Rank Lead Scoring 145

SugarCRM

JUNE 28, 2018

American Specialties , a washroom accessories manufacturer, had a more complex challenge because much of its sales force were manufacturers reps who had their own spreadsheet approach or were more familiar with other CRMs. National Sales Manager Avi Bar invested a year in teaching sellers and developing peer consultants.

CRM 27

CRM Insurance Insurance ROI 27

Cincom Smart Selling

FEBRUARY 23, 2016

Sales reps that don’t use CRM need to understand that this is not acceptable any more. No commissions are paid; no exceptions. Sales managers have every right in the world to be informed of everything going on in their territories. Perhaps you are paying him a salary plus commission, or perhaps you call it a draw.

CRM 59

CRM System Policies Incentives 59

Pipeliner

MAY 19, 2018

This just happened with car insurance!”. When I was bridal gown shopping, decades ago, a sales lady at a well-known shop started in with probing questions about my parents and their jobs before ever attempting to get to know me or what I was looking for. Or ‘This is really what you need.’

Customer 40

Customer Face-to-face Insurance Insurance 40

Nutshell

JUNE 20, 2019

Anyone can learn the skills they need to be successful in sales, provided you start with the right foundation. There are commission-based and salary-based positions, inside sales and outside sales jobs , and innumerable B2B and B2C industries to specialize in. Commission-based positions. GET THE PLAYBOOK.

Commission 112

Commission Outside Sales Face-to-face Retail 112

Crunchbase

AUGUST 19, 2021

workforce with too broad a brush, but there’s a common mindset among many sales professionals: Every moment not spent directly earning a commission is wasted. An actively managed pipeline is like a life insurance policy for sales. Not to paint 5 percent of the U.S. And empathy takes time.

Marketing 105

Marketing Telecommunications Pivotal Study 105

Sales Hacker

NOVEMBER 15, 2017

This practical sales glossary is meant for anyone in sales who needs to refresh their memory on the most commonly used sales terms – especially new reps who are still learning the playing field. We’d also recommend this guide for any sales managers or business development leaders who are on-boarding new reps.

Lead Rank 99

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 99

Close.io

DECEMBER 2, 2019

Generally cold canvassing is used for selling insurance policies or other financial instruments. Here are the aspects you should take into account: Salary and commission - Assuming your sales reps are on fixed pay, consider their monthly payment and other incentives for touching stretch goals. Parting Thoughts. Think again.

Campaigns 80

Campaigns Cold Calling Territories Face-to-face 80

Gong.io

AUGUST 1, 2022

Gap Selling isn’t a good fit for transactional sales and retail environments. Some examples that come to mind include: Commercial insurance. Managed IT services. Project management software. But it’s ideal for B2B businesses, especially ones that solve complex problems with (often) custom solutions. Workflow automation.

Sales Methodology 62

Sales Methodology Up-Sell Follow-up Software 62

Sales Hacker

JANUARY 13, 2020

This week on the Sales Hacker podcast, we speak with Jay McGrath , the Area Vice President for UiPath. Jay is the Area Vice President for UiPath, where he focuses on leading the account teams covering Banking, Financial Services, and Insurance; the Northeast team; and Canada.

How To 54

How To Scale Influencer Face-to-face 54

The Spiff Blog

JULY 27, 2023

A well-designed career progression strategy acts as an insurance policy against these issues, ensuring that your SDR team remains motivated, engaged, and committed to achieving their goals. SDR or Sales Manager: The SDR Manager oversees and guides the SDR team.

Hiring 73

Hiring Motivation Lead Rank Sales Qualified Lead 73