The Spiff Blog

NOVEMBER 17, 2023

As an incentive compensation manager, you manage or play a key role in the design of your sales commission plans. Administer commission plans. You also play a key role in executing payroll and continuously managing the overall commission process. Build meaningful relationships with commissioned employees and sales leadership.

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Incentives Incentive Compensation Commission 81

Sales Hacker

FEBRUARY 6, 2023

When the plan is in alignment with execution, your territories remain optimized and sellers are focused on the best opportunities. In the context of go-to-market planning, it’s important to understand that continuous planning does not mean you have to be constantly re-doing your plan. COVID is an obvious example of market volatility.

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Hiring Policies Territories Commission 83

The Spiff Blog

FEBRUARY 9, 2023

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. From there, businesses adjust these baseline quotas to account for goals, market conditions, seasonality, and more.

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Quota Revenue Lead Rank Territories 70

Pointclear

JUNE 4, 2018

What marketing and sales executives who object to partnering with a specialized firm fail to add up are all the costs of establishing an inside team. They account for labor, commissions and benefits, certainly. The misconception that building an internal team gives you more control and costs less is widespread.

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Outsourcing Services Revenue Prospecting Inside Sales 140

The Spiff Blog

AUGUST 10, 2023

On the one hand, you’d love to be able to automate the more tedious and time-consuming aspects of commission management. If you’re tasked with managing commission plans , you typically face a steep learning curve, as you must become a master of the nuanced logic used to build and optimize plans. Eliminate the learning curve.

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Commission Compensation Forecasting Trends 80

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. How to Compensate Your Sales Staff as a Small Business.

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Commission Small Business Small Business Enterprise 56

The Spiff Blog

SEPTEMBER 22, 2022

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. As we start planning for 2023, the only thing we’re certain of is that we’re in rocky territory– some organizations more precariously positioned than others.

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Groups Conversion Commission Lead Rank 67

Apptivo

JUNE 14, 2023

Apptivo is a cloud-based business management software that includes a number of modules and capabilities for managing sales operations. Sales Forecast Report Sales forecast report utilizes real-time data, market trends, and other pertinent factors to anticipate future sales for businesses.

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Report CRM Churn Top of Funnel 52

Hubspot Sales

OCTOBER 2, 2019

Sales performance management tracking can provide valuable data enabling your organization to forecast future sales trends and employee compensation rates — particularly for commission-based compensation structures. Sales Performance Management Software. Allows sales reps to build their skills. Here are some recommendations.

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SAP Oracle Compensation Territories 119

Hubspot Sales

JANUARY 9, 2018

Market conditions. For example, HubSpot salespeople might primarily sell marketing software to CMOs and sales software to sales directors. This section of your sales plan can also change dramatically over time as your solution and strategy evolves and you find product-market fit. Revenue targets. Team structure.

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Buyer Persona Referrals How To Commission 145

The Spiff Blog

OCTOBER 28, 2022

Although it’s no secret that sales is a high-stress job, uncertain market conditions have only amplified the pressure to perform. This is often compounded by the lack of visibility reps have when it comes to sales commission. Unfortunately, sales isn’t the only function experiencing high levels of burnout.

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Commission Lead Rank Lead Scoring Hiring 78

Xactly

SEPTEMBER 24, 2018

We’ve also extended our technology leadership with the introduction of an artificial intelligence (AI) based sales performance platform and brought to market the industry’s first and only machine learning (ML) algorithm to predict sales rep attrition. With AlignStar , we provide the industry-leading territory design and planning software.

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Commission Lead Rank Incentives Incentive 95

The Spiff Blog

JULY 14, 2022

For starters, pay secrecy disproportionately hinders women and minority groups in securing market rates, leading to significant wage gaps ( source ). It’s sort of like paying out sales commission in advance, based on how you think a rep is going to perform, instead of their actual numbers. Think about sales reps who earn commission.

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Salary Compensation Hiring Commission 73

The Spiff Blog

JUNE 9, 2022

Uncertainty in the market requires organizations to be agile and prepared to pivot and adapt quickly. Sales commission and pay. Territories and account ownership. Making significant territory changes. Replacing a single rep costs an average of 1.5-2X This issue isn’t going away, either.In Deal splits. Promotions.

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Hiring Commission Compensation Incentives 75

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? Sales gamification software leverages game mechanics to incentivize rep performance. 4) Territory and Quota Management Solutions. 6) Incentives and Commissions. See full study for more.

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Sales Technology Top of Funnel Hiring Software 53

Hubspot Sales

APRIL 27, 2023

The SaaS (Software-as-a-Service) business model is one of the fastest-growing of the last decade. Because new software is being pushed into the market almost every day, the demand for SaaS sales professionals will only grow. This role comes with lots of opportunities for upward growth with commission earnings and bonuses.

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Hiring Salary How To Ideal Customer Profile 102

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. Too many teams still pass buyers from marketing to sales to customer success like a glorified bucket brigade. Guess what? You’re not alone.

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Hiring Scale Top of Funnel Funnel 52

Crunchbase

JULY 27, 2022

To be effective in these endeavors, sales ops must collect and evaluate internal sales team and product performance data as well as external market data and sales intelligence on competitor performance. Parsing out territories. This data is also helpful in forecasting how current processes will hold up to emerging trends.

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Sales Operations Company Territories Sales Qualified Lead 52

SBI Growth

OCTOBER 20, 2012

Software Firm: The annual Employee survey is overflowing with negative comments about the incentive plan. Conventional wisdom would lead the VP of Human Resources to the following: Define the Problem: Sales compensation is out of line with the market. Software Firm: The sales force suffered from role-corruption and weak on-boarding.

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Compensation Incentives Incentive Lead Rank 267

Smooth Sale

JANUARY 3, 2020

and Payroll Software solution provider, and a creative business strategist. __. The entire marketing effort goes in vain. Leaving the table without pitching something interesting also hurts your rapport and market reputation at large. Usually, these items are sold as resellers or on a commission basis. Divyang is an H.R.

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Up-Sell Ideal Customer Profile Prospecting Lead Rank 88

Xactly

OCTOBER 3, 2018

While this may sound like a huge task to overcome, it can be done much more efficiently and effectively with sales rep management software. Commission structures , bonuses, and SPIFs are all designed to drive the right sales behaviors. Take Advantage of Sales Rep Management Software. A little can go a long way with incentives.

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Top of Funnel Incentives Incentive Compensation 67

Xactly

NOVEMBER 29, 2018

I spent 10 years as a CFO with a private equity organization who invested in software companies, so I have a lot of experience working with companies to help them grow. So I’m very much used to getting commission checks, and auditing, and all that good stuff. What’s your background and experience with sales compensation and planning?

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Compensation Territories Hiring Incentives 80

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

Sales Hacker

DECEMBER 3, 2019

Data-driven marketers aren’t playing to win a hand or two. They’re playing to grow market share. Automation Is Table Stakes – Automation software gives you the data you need to make smart decisions. Use data to show sales reps their commissions in real time. Marketing by the Numbers. The Data Is In.

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Sales Enablement Data Hiring Decision Maker 84

Cincom Smart Selling

NOVEMBER 7, 2016

Updated my territory map, marking each customer location and products installed. Not one commission dollar would be paid for all that activity. Assembled 50 collateral packs – Marketing automation tools provide for PDF-based collateral that can be selected and distributed with email or posted to a specific web address.

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Tools Collateral Territories How To 54

LeadFuze

NOVEMBER 30, 2021

In the future, RevOps will change how marketing and sales development work. When I first began hiring salespeople, I thought that base pay plus commissions and bonuses would be enough motivation for them. Marketing automation. Who currently have job openings for marketing help. Revenue acceleration plans. Who use Hubspot.

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Webinar Metrics Hiring Strategy Top of Funnel 52

Connext Digital

FEBRUARY 7, 2019

Despite persistent rumors to the contrary filtering in over the years (likely from overzealous social media converts), email marketing isn’t dead. After all, inevitable generational change ensures that your approach to marketing of any kind has to change as well. In fact, it’s never been more alive. Go mobile-first with the design.

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Email Marketing Campaigns Scale Marketing 45

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 Hacker

OCTOBER 10, 2019

Usually people are clear that leads are someone who has shown interest in the product at a particular point in time, and that they come from marketing campaigns. The concept of an order is usually brushed aside in the software industry and reserved for brick and mortar businesses. Why Bother? It seems more efficient, right?

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Government SalesForce Objections Lead Rank 58

Xactly

SEPTEMBER 20, 2018

From territory planning to sales team organization, to sales coaching and leadership strategies to sales compensation planning, each element helps to create a strong sales plan. During that time, I was responsible for the team’s commissions. Software implementations or new development work usually encounters unforeseen hurdles.

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Compensation Incentives Incentive Lead Rank 40

LeadFuze

JULY 5, 2023

Understanding how to motivate your sales team is crucial for any business aiming to increase market share and achieve its sales goals. Thanks to amazing technology like LeadFuze’s lead generation software , you can motivate your sales force whether they’re in the office or working from their favorite coffee shop.

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Motivation Strategy Incentives Incentive 52

Close.io

JANUARY 7, 2020

Achieving sales quota generally means that salespeople receive some kind of financial reward on top of their usual commissions. Based on the historical sales data of specific territories, the past performance of your sales team and reps, and your expected business growth, you can also set a forecast quota. Method 2: Market-opportunity.

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Quota Meeting Forecasting Lead Rank 92

Growbots

SEPTEMBER 19, 2018

Not only do they want to close that big sale for the benefit of the company – but also to win that commission. Changing your compensation structure or rezoning your territories should only be done with extreme caution. Offer them support through marketing, messaging, and materials. READ Should You Let Your Team Work Remotely?

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Compensation Salary Incentives Incentive 55

Xactly

MAY 31, 2018

It is quickly transforming due to a variety of software tools aimed at helping improve day-to-day execution of the sales process. With visibility into sales performance, leaders can make decisions dependent on market conditions to accelerate attainment of sales goals, and reps can see their earned commissions in real time.

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Enterprise Enterprise Scale Compensation 50

Accent Technologies

NOVEMBER 10, 2018

For example, we at Accent Technologies specialize in developing software that makes reps want to use their CRM. As the platforms have evolved over the years, they have grown increasingly user-friendly to keep up with the rest of the market. Myth 4: The CRM market leader is the only one worth using. Email integration.

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CRM ROI Commission Vendor 55

Xactly

AUGUST 30, 2018

The information they gather from their day to day prospecting and sales calls provides a detailed description of the ideal client base for an organization to tailor their marketing efforts on. The members of the account team learn to consider the account as a market place and determine the revenue potential. vertical, and more.

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

LeadFuze

DECEMBER 31, 2021

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. Who currently have job openings for marketing help. There is also a four-way division which can be grouped by: Geography/ territory.

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Hiring Lead Rank Scale How To 52