The Spiff Blog

FEBRUARY 9, 2023

Here’s why: the sales quota is a key variable in many of the equations that dictate core business functions. These functions include territory management, goal setting, capacity modeling, forecasting, sales performance improvement, seller experience, and countless other exercises that set a business up for success– or failure.

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Quota Revenue Lead Rank Territories 70

Sales and Marketing Management

SEPTEMBER 12, 2017

Smart sales managers rely on good data to make decisions about successes and failures in their territory. Never reduce either the base pay or the current commission structure to cover your incentive budget. Incentives should always be above and beyond base pay and commissions. Track Incentive Results.

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Incentives Incentive Commission Territories 136

Sales and Marketing Management

SEPTEMBER 7, 2018

Here are a few incentive structures to consider for open budgets : Do This Get That – Rewarding reps on every increment of units, sales dollars or gross margin dollars they write up during the incentive period is a great way to increase sales. For an outside sales rep, it might be three months. It’s easy to measure.

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Incentives Incentive Sales Qualified Lead Territories 166

Hubspot Sales

JULY 11, 2019

Enter, the sales operations manager. Sales operations exists to help the team use technology effectively, implement training exercises, align sales and marketing, set territories, evaluate compensation plans, and more. A common phrase you’ll see in sales ops positions, regardless of title, will be, “.

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Hiring Salary Commission Sales Operations 108

Xactly

JANUARY 3, 2019

Companies that set cookie-cutter quotas across similar roles see 14% lower quota attainment than those that assign quotas based on territory-specific opportunities ( Complete Sales Planning Handbook. ). 83% of companies have payment inaccuracies for commissions, at an average rate higher than 5 percent.

Handbook 99

Handbook Territories Compensation Incentives 99

Score More Sales

JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. Keep it Nimble – as a mid-market company, are you getting so big that you can’t be flexible? Conduct assessments to find reps consistent to what it takes to succeed in sales at your company.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

SBI Growth

JUNE 2, 2013

She does great work in recruiting and hiring of Sales Reps. She even ensures Sales Managers are getting the new hires onboarded effectively. Any virtual benches that the Sales Managers had have long ago been used up. Increasing number of vacant Sales Rep positions. Sales cost is not growing.

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Hiring Ideal Customer Profile Margin Commission 312

The Spiff Blog

OCTOBER 28, 2022

New research from Gartner has revealed a startling truth– almost 90% of B2B sales reps are experiencing burnout ( source ). Although it’s no secret that sales is a high-stress job, uncertain market conditions have only amplified the pressure to perform. This poses a huge issue in sales departments.

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Commission Lead Rank Lead Scoring Hiring 78

Cincom Smart Selling

FEBRUARY 9, 2016

In many ways, managing multiple sales channels is like climbing that mountain—it looks easy until you really get into the process, and then the challenges and difficulties become all too apparent. If you currently manage a multi-channel operation, you know how naïve this statement sounds. But what about making it effective?

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Channels Sales Management Sales Qualified Lead Collateral 83

Janek Performance Group

MARCH 12, 2024

This may end up contributing to a lack of direction and belonging many sales professionals experience, and ultimately may negatively impact performance. Simulations help fill in the knowledge gap for the hiring manager. You can make the process even more granular by setting up a practice sales call.

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Hiring Sales Talent Compensation Lead Rank 62

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

Hubspot Sales

OCTOBER 2, 2019

Having a sales performance management process in place is crucial for your team’s overall success. There is often a disconnect between the level of effort sales reps put into their work and the tangible outcome seen by sales management and the company at large. Helps predict future sales trends.

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SAP Oracle Compensation Territories 119

Hubspot Sales

APRIL 27, 2023

Because new software is being pushed into the market almost every day, the demand for SaaS sales professionals will only grow. In fact, at the time of writing this article, there are over 100,000 open SaaS sales roles on LinkedIn. Plus, you can move on from this role to become a sales manager or AE.

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Hiring Salary How To Ideal Customer Profile 102

LeadFuze

DECEMBER 31, 2021

Who currently have job openings for marketing help. With the role of HR Manager. Sales Pipeline Definition. A sales pipeline is a representation of the stages that prospects go through as they become customers. It turns out that high base pay and generous commissions are not enough to motivate employees.

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Pipeline Top of Funnel Ideal Customer Profile Sales Qualified Lead 98

Sales Hacker

DECEMBER 3, 2019

Data-driven marketers aren’t playing to win a hand or two. They’re playing to grow market share. The Data-Driven Sales Manager. The average tenure of a sales VP these days is just 19 months, according to Xactly CEO Chris Cabrera, who expects that number to drop lower as businesses become increasingly data reliant.

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Sales Enablement Data Hiring Decision Maker 84

Partners in Excellence

JANUARY 17, 2014

As is usual this time of year, I’ve been involved in lots of discussions of incentive and commission plans–both last quarter as people plan for the new year, and now as these plans are being introduced at Sales Kick Off Meetings. As leaders, we have a number of tools we leverage to manage and maximize performance.

Incentives 90

Incentives Incentive Commission Maximizer 90

SBI Growth

SEPTEMBER 20, 2012

As the leader of sales operations, I am sure you are working on: Updating CRM systems with new product information. Revising or building a new sales process to enable sales reps. Modifying sales reports and dashboards to enable sales managers to track new product sales. Focus on new product sales.

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Compensation Incentives Incentive Penetration 244

Partners in Excellence

JUNE 9, 2022

more product to sell, more territory, more pipeline, more commission, more people, more funding, more, more, more… And the response to these request is, generally, to provide more. Think about it, we constantly ask marketing for more leads! It requires us to actually diagnose why things aren’t working.

Ideal Customer Profile 71

Ideal Customer Profile Sales Qualified Lead Pipeline Face-to-face 71

Velocify

JUNE 28, 2017

Did you know that high-growth companies are more likely to be familiar with the different types of sales technologies on the market? Percentage of participants who were unfamiliar with each type of sales technology. 1) Sales Gamification. Sales gamification software leverages game mechanics to incentivize rep performance.

Sales Technology 53

Sales Technology Top of Funnel Hiring Software 53

A Sales Guy

MAY 7, 2013

You have a sales process in place, but the sales manager and sales people are using separate spread sheets with additional stages, because the current sales process doesn’t meet their needs. You’ve built a killer sales portal the sales team never seems to visit. It’s your job.

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Top of Funnel Sales Leadership Territories B2B 128

A Sales Guy

JUNE 21, 2012

create a new comp plan and commission structure. hire a two new sales reps. redo the sales process. change the sales strategy. promote a new sales manager. establish new territories. start content marketing. create a sales operations function. establish and inside sales team.

Hiring 118

Hiring Commission Inside Sales Incentives 118

Xactly

OCTOBER 18, 2018

Relative performance pay can work if the marketability of a product varies in ways salespeople can’t control. That means their quotas and targets should specifically take into account the potential of their territory. This was an approach taken by many after Hurricane Katrina devastated Gulf-region territories. Pick and choose.

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Incentives Incentive Compensation Webinar Metrics 78

Sales Training Connection

MARCH 14, 2012

What happens when a sales territory is left uncovered for several months? How will the customer’s perception change as there is sales rep “churn” in serving the account? How appropriate is the base pay and commission structure? Do sales reps see career paths with options for their development?

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Hiring Territories Compensation Churn 117

Zoominfo

MAY 13, 2018

Mitigate Sales Stress and Increase Your Workplace Productivity. Because sales is often commission-based and money-driven, stress and pressure run rampant. Although it’s easier said than done, as a sales rep or sales leader, it’s important to shift your focus to the activities that lead up to a sale.

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Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

InsightSquared

NOVEMBER 10, 2017

Many companies complain that there is a disconnect between marketing and sales on what is a valuable lead. Marketing thinks they are delivering good leads, but sales finds the leads useless or unqualified. Calculating commissions can be a tricky task. Providing Expertise on Sales Activities. Lead Generation.

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Lead Rank Lead Scoring Sales Operations ACT 78

SBI

SEPTEMBER 9, 2020

We treat our territories like our own businesses. 1989 when I had finished my education the world was in a precarious place, there was a stock market crash in October and then there was the first Iraqi war which there were serious concerns of a more global conflict. Only catch was it was an all commission gig. Here it is.

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Hiring Call-back Commission Up-Sell 120

LeadFuze

DECEMBER 31, 2021

In this article, we provide insights on how to build a product sales organization structure that yields results. In the SaaS world, it is not enough for us to look at salespeople as individual contributors but rather as an entire team across departments such as marketing and product development. With the role of HR Manager.

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Hiring Lead Rank Scale How To 52

Xactly

AUGUST 30, 2018

Download the "2018 Sales Compensation Administration Best Practices Executive Guide," for incentive compensation trends, best practices, and tips to drive the right sales behaviors to kickoff your sales compensation planning. So what can sales managers do to help their teams meet quota?

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

Sales Hacker

APRIL 11, 2019

This sales rep talks about money, commissions, bonuses, comp plans, incentives, and their numbers start to drop when they feel like something may affect their compensation negatively. For example: One of our client’s sales reps is extrinsically motivated. She watches how the company spends money on the sales team (i.e.,

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Motivation Compensation Lead Rank Lead Scoring 85

Partners in Excellence

MAY 30, 2013

By the way, these principles work the same way in 100% commission organizations as well–my own company is a perfect example). Now back to sales. Too often, I see sales managers trying to incent or reward behaviors that should be conditions of employment. These are all conditions of employment.

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Incentives Incentive Compensation Salary 65

A Sales Guy

JULY 24, 2012

When quotas are not perceived as achievable, sales people just give up and don’t even try. It’s like pricing yourself out of the housing market. The reps don’t care about commission, about Presidents Club, about anything. Market Conditions. TAM (Total Available Market). Sales Investments.

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Quota Analysis Government Distribution 113

Partners in Excellence

APRIL 25, 2017

I always worry when a conversation with a sales executive starts with, “We need to fix our compensation problem.” ” The ensuing discussion usually focuses on, “We aren’t meeting our numbers, we need to fix the compensation/commission system in order to make our numbers.” Who should we be selling to?

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Compensation Lead Rank System Commission 52

Xactly

MAY 31, 2018

Unfortunately, home-grown and legacy compensation management systems are struggling to keep a business operating at digital speed. The real success is managing sales performance is enabling the sales team to spend the majority of their time selling. Gathering Big Data with The Right Tools.

Enterprise 50

Enterprise Enterprise Scale Compensation 50

LeadFuze

JANUARY 1, 2022

It turns out that the most important thing is not just pay and commission structure. Will your outsource sales team really affect the top and bottom line? How can you ensure that your relationship with a sales partner is successful? Who currently have job openings for marketing help. With the role of HR Manager.

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Outsourcing Services Sales Outsourcing Hiring Lead Rank 52

Sales Training Connection

MAY 7, 2012

However, what makes sales force turnover particularly significant are the indirect consequences – for example, the impact on customer relations both from financial and non-financial perspectives. At the extreme, in some markets the customer may actually go with the sales person when they move to the next company.

Hiring 122

Hiring Compensation Commission Territories 122

Janek Performance Group

MARCH 21, 2022

in football would transition well to a sales career. In sales, it is easy to get distracted by things outside of our control. For example, the sales manager does not give us the “starting position” and we can react negatively. As a high-achieving member of the sales team, Tom would make everyone step up their game.

Lead Rank 62

Lead Rank Lead Scoring Face-to-face Competition 62

Chorus.ai

MARCH 5, 2021

There are two common types of sales strategies in SaaS. The old-fashioned model — outbound sales — is centered on the actions of a seller. It eschews automated data handling and keeps approaches to sales and marketing separate. Your personas, taken together, form your target market. Step 1: Find your data.

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Top of Funnel Webinar Metrics Strategy Buyer Persona 113