The Spiff Blog

OCTOBER 19, 2023

Considering the volatility that most companies faced throughout 2023, you’re probably pondering a lot of significant changes to the way you design, execute, and manage your sales comp programs over the course of the next year. Market data shows that the proportion of ARR earned from new business has decreased from 61.4%

Compensation 83

Compensation Incentives Incentive Commission 83

SalesLoft

APRIL 12, 2016

It began with my early sales calls. I had made contact with some sidelined sales operations folks with little influence over the purchase, but a strong desire for control. I remember a call with the company’s VP of sales who, at the time, said they wanted the product. But this couldn’t be more wrong.

Sales Operations 52

Sales Operations Commission Call-back Influencer 52

Hubspot Sales

JUNE 8, 2021

What's a typical sales career path? How do you get started in sales? Is the sales job market strong enough to support a career? By the end, you'll know what skills can help you break into sales, what jobs are available, and whether or not sales is a good career for you. So how do the two connect?

Hiring 104

Hiring Salary Top of Funnel Commission 104

Pipeliner

AUGUST 2, 2023

Some businesses struggle to manage a sales team. Sales operations aren’t for everyone. Advantages and Disadvantages of Sales Outsourcing Outsourcing isn’t the right approach for every business. Cons: There are reputational risks in allowing a third party to handle your sales operations.

Outsourcing Services 97

Outsourcing Services Sales Outsourcing Hiring Salary 97

Hubspot Sales

APRIL 5, 2023

Glassdoor predicts that SDRs typically make a base pay of $50,304 a year, with commission and bonuses totaling another $18,000-19,000. Inside sales reps are tasked with nurturing leads and converting them into customers. Glassdoor estimates that inside sales reps often have a take-home pay of $70,000, including commission and bonuses.

Ideal Customer Profile 111

Ideal Customer Profile Salary Hiring Lead Rank 111

The Spiff Blog

SEPTEMBER 22, 2022

With a new year around the corner, it’s time to start thinking about your sales compensation plans for 2023. A volatile market and economic downturn make it tough to effectively plan— tough, but not impossible. 2022 has seen an interesting mix of market conditions. If you’re feeling overwhelmed, we don’t blame you.

Groups 67

Groups Conversion Commission Lead Rank 67

The Spiff Blog

FEBRUARY 24, 2022

So how do you, as a seasoned sales operations professional, do your part by fixing a lack of transparency within sales? Today, we cover: What it means to be a data-driven sales organization. Data-driven sales teams are at a serious advantage due to the visibility and transparency surrounding the data they have access to.

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Commission Compensation How To Data 56

The Spiff Blog

SEPTEMBER 7, 2023

Because we’ve covered this topic extensively in the past, we’ll leave you with a few best practices to leverage when creating or adjusting sales comp plans: Clarity : Make sure your incentive programs and commission structures are clear and easy to understand.

Incentives 83

Incentives Incentive Scale Compensation 83

The Spiff Blog

AUGUST 22, 2023

After all, RevOps teams play an active role in supporting every function that drives revenue growth, from sales to marketing to finance to customer success. They require you to have a clear picture of prospect and customer behavior, market trends, and performance metrics. Audit your tech stack.

Strategy 74

Strategy Compensation Commission ROI 74

The Spiff Blog

JANUARY 12, 2023

A survey of mid-market companies conducted last month by accounting and advisory firm Marcum LLP and Hofstra University’s Frank G. Your sales team spends more time keeping track of their own commission statements than they do selling. Your sales leaders spend an inordinate amount of time answering comp related questions.

Compensation 67

Compensation Hiring Commission Face-to-face 67

The Spiff Blog

MARCH 8, 2023

About Spiff Spiff is a new class of software that creates trust across the organization by delivering real-time automation of commission calculations and motivates teams to drive top-line growth.

Face-to-face 76

Face-to-face Incentives Incentive Commission 76

Sales Hacker

JULY 14, 2021

Revenue operations (RevOps) brings together the siloed operations teams for marketing, sales, customer success, and customer support under one umbrella. RevOps is designed to provide a complete view of a company’s revenue stream from prospect marketing to renewals. This is akin to a table.

Top of Funnel 84

Top of Funnel Revenue Sales Methodology Territories 84

The Spiff Blog

FEBRUARY 9, 2023

However, if quotas are set too high or too low, it can negatively affect employee morale and productivity, leading to underperformance or sales burnout. Thus, proper quota setting requires careful consideration of various factors including market conditions, sales trends, and individual employee capabilities.

Quota 70

Quota Revenue Lead Rank Territories 70

InsightSquared

NOVEMBER 10, 2017

If you work in sales operations, it may seem like the sales reps at your company don’t always see the value you are adding to their daily lives. It sometimes feels like the only thing you have in common is both of your job titles beginning with the word “sales”. Calculating commissions can be a tricky task.

Lead Rank 78

Lead Rank Lead Scoring Sales Operations ACT 78

SBI Growth

JUNE 2, 2013

The HR partner to sales will probably need help getting indicator data. Most of this will come from Sales Operations. Increasing number of vacant Sales Rep positions. If the virtual bench quality has gotten worse, the reputation may be out - a reputation that your company’s sales organization is dying.

Hiring 312

Hiring Ideal Customer Profile Margin Commission 312

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.

Compensation 244

Compensation Incentives Incentive Penetration 244

The Spiff Blog

AUGUST 17, 2023

Read on to learn the difference between AI and machine learning, and how these technologies affect commission management. Increase operational efficiency. Creating and improving commission plans requires you to build and change complex formulas, while backtracking to address the inevitable errors or miscalculations that arise.

Commission 77

Commission Compensation Incentives Incentive 77

The Spiff Blog

SEPTEMBER 14, 2023

Take commission plan creation, for example. Specifically, AI’s ability to analyze market trends and make informed predictions enables you to stay ahead of the curve, adapting to shifts in the industry and the economy before your competitors do. Recommended reading: Sell Like a Girl: Earn Less [+ Startling New Sales Commission Data] 2.

Commission 84

Commission Account Compensation Face-to-face 84

Xactly

SEPTEMBER 20, 2018

Sales Compensation is one of the most important steps because it drives sales behaviors and ultimately helps your company reach its goals. That’s why the job, known as sales operations, carries an incredible amount of responsibility. Position: Sales Operations. Time in sales compensation: 5 years.

Compensation 40

Compensation Incentives Incentive Lead Rank 40

Hubspot Sales

DECEMBER 29, 2021

Here, we'll take a closer look at the concept, see some examples of what it looks like in practice, go over how you can put an effective incentive compensation plan together, and review some of the preeminent incentive compensation software on the market. Meaningful incentives influence behavior in any context, and sales is no exception.

Incentives 95

Incentives Incentive Compensation Commission 95

The Spiff Blog

JANUARY 9, 2024

Consider each scenario that might affect your sales team’s ability to hit its targets. What if you experience a period of high sales turnover? What if a valuable sales manager leaves? What if unforeseen market conditions result in unexpected customer churn or a dip in revenue?

Banking 84

Banking Hiring Churn Scale 84

DiscoverOrg Sales

OCTOBER 14, 2016

And then you look closer at your commission check and it’s as if Uncle Sam charges extra for blood, sweat and tears. That’s why DiscoverOrg provides sales and marketing departments with the intel to make jobs easier. Making life easier is also why DiscoverOrg’s data also integrates with marketing automation software.

Cold Calling 120

Cold Calling Commission Quota Call-back 120

The Spiff Blog

MARCH 2, 2023

After graduating, Samuel’s interest in building models and solving complex problems led him to start his career in software finance and sales operations. I love that Spiff has the growth and culture of a startup but the product and market fit of an industry veteran. He was also drawn to the area’s outdoor paradise.

Meeting 75

Meeting Engineering Travel Face-to-face 75

The Spiff Blog

JANUARY 25, 2022

What started as a manageable headache is now causing your organization to leak revenue— especially as you add more products, territories, and go-to-market strategies into the mix. Growing businesses lose 20-30% of their revenue to operational inefficiencies every year ( source ). Guess what? You’re not alone.

Hiring 52

Hiring Scale Top of Funnel Funnel 52

SBI

OCTOBER 23, 2017

There are over 3,000 sessions scheduled—936 if you filter by role for sales operations or sales professional, and 179 if you filter by Marketing /ABM as a role. The other thing to keep in mind is that not every solution provider caters to marketing or sales. Make more money, faster with CallidusCloud.

Vendor 140

Vendor Hoovers Lead Rank Sales Qualified Lead 140

Hubspot Sales

APRIL 4, 2018

Good channels will open your up business to new sales opportunities. This might involve resellers earning a commission on your product or strategic partners bundling in your software with their own. Either way, it means more unit sales for you and your team. What could possibly go wrong?

Channels 115

Channels Face-to-face Segment Commission 115

The Spiff Blog

JULY 28, 2022

Taylor Montero, Sales Operations Analyst. Patrick Shea, Mid-Market Account Executive. Connecting with people and helping them solve their problems led Pat into Sales. Sarah Hughes, Senior Product Marketing Manager. Fast forward 4 years and she’s loving Product Marketing just as much as she did on day 1!

Meeting 84

Meeting Sports Travel Engineering 84

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. start content marketing. create a sales operations function. establish and inside sales team. build an outside sales team.

Hiring 118

Hiring Commission Inside Sales Incentives 118

Sales Hacker

SEPTEMBER 27, 2022

Take advantage of the corporate membership and enroll your entire go-to-market team in our industry-leading courses, including marketing, sales, sales development, and revenue operation Unlock you and your team’s professional potential — get started today at joinpavilion.com. How does it all fit together?

Compensation 80

Compensation Incentives Incentive Quota 80

The Spiff Blog

MAY 18, 2023

For decades, perhaps longer, organizations of all sizes have struggled to effectively manage sales commission. Commission management is a universal thorn in the side of finance organizations, RevOps teams , and commissioned employees across organizations everywhere. Let’s get into it!

Commission 73

Commission Scale Compensation Hiring 73

LeadFuze

DECEMBER 1, 2021

Modern sales teams use a lot of tools to get peak results. We want to hear from other organizations as well, because no one company has the same sales operations and there is not a set of tools that works for everyone. Every week, we’ll explore how one company uses sales technology in five different categories.

Tools 52

Tools Sales Tools Direct Mail Hubspot 52

The Spiff Blog

SEPTEMBER 16, 2022

Without further ado let’s jump into the latest edition and meet some of our favorite Spiffers: Rachel Cravit, Marketing Content Writer. Rachel is an experienced content writer/marketer, specializing exclusively in B2B SaaS for the past 4 years. She’s excited to join Spiff’s marketing team! What excites you most about your role?

Meeting 75

Meeting Top of Funnel Travel Engineering 75

The Spiff Blog

MARCH 16, 2023

Chalen Schoyer, Principal Sales Engineer at Spiff “Be confident in your negotiations. Whether that’s within a sales cycle or negotiating salary/benefits. Confidence comes from doing your research and knowing the market value. Angela Donato, Director of Mid-Market Sales at Spiff “Be a sponge, listen, and be naturally curious.

Negotiation 69

Negotiation Face-to-face Hiring Lead Rank 69

The Spiff Blog

MARCH 17, 2022

Dave started his career in sales and marketing prior to falling in love with the balanced left/right brain usage of product management. Bobby grew up near London and spent nearly 10 years working in Banking and Financial Markets, before heading abroad and spending the next 10 years in New Zealand.

Meeting 62

Meeting Engineering PeopleSoft Travel 62

Zoominfo

SEPTEMBER 25, 2018

If you work in sales, it’s our hope that this list of sales podcasts provides you with some fresh listening material, newfound inspiration, and the tips and tricks you need to excel in the world of sales. Recently, we published The Ultimate List of Marketing Podcasts. The Ultimate List of Sales Podcasts.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

Mereo

OCTOBER 28, 2021

For every business — from two-person start-ups to multi-national Fortune 50 organizations — there are five interdependent operational disciplines at play in selling that feed the overall revenue performance engine: demand progression, solution marketing, solution management, sales operations and sales enablement.

Outside Sales 41

Outside Sales Sales Enablement Training Scale 41

LeadFuze

JANUARY 1, 2022

Who currently have job openings for marketing help. Sales Cycle Definition. What is a sales cycle? The sales cycle is the journey a potential client embarks on that begins when they develop an interest in a product to when they make a purchase. Sales Cycle Management. What is Sales Cycle Management?

Sales Cycle 52

Sales Cycle Strategy Ideal Customer Profile Hiring 52