The Spiff Blog

OCTOBER 19, 2023

Believe it or not, the new year is right around the corner– and that means it’s time to plan your sales compensation strategy for 2024. But, in this era of constantly shifting market conditions, it can be difficult to know what changes will best set your sales organization on the path towards success. Don’t worry, we’re here to help!

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Xactly

NOVEMBER 15, 2018

When it comes to sales compensation planning, you can never start prepping too early, right? One of the most important things to consider when designing plans are the different roles on your sales team. In this piece, we’ll take a top down approach and start by designing a sales manager compensation plan.

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Xactly

JULY 5, 2018

When it comes to sales compensation planning, you can never start prepping too early, right? One of the most important things to consider when designing plans are the different roles on your sales team. In this piece, we’ll take a top down approach and start by designing the Sales Manager compensation plan.

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The Sales Hunter

JUNE 11, 2012

Today we have a guest post by Jeff Purtell, the Chief Operating Officer at Acquirent , a leading provider of outsourced sales solutions for middle market to Fortune 500 companies. He offers good insights for anyone managing a sales team. How does it translate into more commissions and more money for them?

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Outsourcing Services Sales Management Sales Outsourcing Sales Qualified Lead 209

Membrain

FEBRUARY 26, 2023

When you look at these things we use to describe “salesmanship,” none of it is meaningful to the buyers – the people we have to engage to meet our quotas, achieve our goals, and earn our commissions. Amazingly, the more we do this, the more easily we achieve our goals of hitting quotas, beating competition, earning our commission.

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Hubspot Sales

APRIL 27, 2023

In this article, you’ll learn some positions you can consider in SaaS sales, expert tips for getting into the industry, and how to succeed in your first sales role. Table of Contents Is SaaS sales a good career? SaaS Sales Positions How to Get into SaaS Sales How to Succeed in SaaS Sales Is SaaS sales a good career?

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Hubspot Sales

JULY 30, 2020

This is a toxic combination for sales reps and their managers. Sales leaders that fall back on run-of-the-mill motivation techniques struggle to drive their reps toward aggressive growth targets. Invest in sales management coaching. Plan a sales contest. Track and Celebrate Small Wins.

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Hubspot Sales

NOVEMBER 18, 2020

Sales leaders, be honest — you're curious about what your peers are up to. The ability to share information with other leaders, or to ask "how are you managing?" If you don’t have the time or resources to commission your own data, you’re in luck because we’ve compiled a list of important data points sales leaders need to know.

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Sales Evangelist

APRIL 11, 2022

In today’s episode of The Sales Evangelist, Donald is joined by COO of People.ai With twenty years of experience in the industry, he’s had plenty of practice overcoming B2B objections through digital transformations. Enterprise sales have dramatically changed in the last few years, and that’s as a result of digital transformations.

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Sales Evangelist

APRIL 11, 2022

In today’s episode of The Sales Evangelist, Donald is joined by COO of People.ai With twenty years of experience in the industry, he’s had plenty of practice overcoming B2B objections through digital transformations. Enterprise sales have dramatically changed in the last few years, and that’s as a result of digital transformations.

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Objections B2B Sales Qualified Lead LinkedIn 40

Steven Rosen

JANUARY 26, 2014

Sales leaders agree that a highly motivated and engaged sales force drives greater performance. So one would naturally ask the question “how do I motivate and engage my sales force?” Many sales managers ask me how to ensure that they have a highly motivated and engaged team. By Steven A. Tap into the WHY!

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Xactly

JANUARY 7, 2019

The start of a new year comes with a new sales plan—and that means you must reassess your sales capacity needs , align and balance sales territories , and create a sales incentive plan that drives sales performance. Enter sales compensation planning. The Importance of Sales Compensation Planning.

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Janek Performance Group

MARCH 12, 2024

Many sales professionals often don’t receive the crucial tools needed for success right away. This may end up contributing to a lack of direction and belonging many sales professionals experience, and ultimately may negatively impact performance. While you’re at it, assess your other sales team members.

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Hiring Sales Talent Compensation Lead Rank 62

Pipeliner

AUGUST 2, 2023

Some businesses struggle to manage a sales team. Sales operations aren’t for everyone. In this piece, we’ll explore what sales outsourcing is and if it’s right for your business. What Is Sales Outsourcing? The goal of sales outsourcing is to improve efficiency while reducing costs.

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Nutshell

JANUARY 14, 2020

The SaaS industry has different selling techniques , key metrics , and sales process activities compared to the ones you’d encouter while selling a tangible physical product or a more traditional service like a marketing consultation package. By the end, you should have a clear roadmap for reaching your or your company’s sales goals.

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Hubspot Sales

OCTOBER 2, 2019

As a sales leader, your ability to develop and retain your sales reps is important to your company’s bottom line and future success. Employee retention in the sales field continues to be an issue. In 2018, the average sales professional tenure was reported to be 1.5 Why Sales Performance Management Matters.

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Hubspot Sales

JANUARY 9, 2018

What’s a sales plan? A sales plan lays out your objectives, high-level tactics, target audience, and potential obstacles. 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.

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Vengreso

MARCH 22, 2022

The success of your business depends on the success of your sales hiring process. But, you need to focus on the perfect hiring profile and teach your sales managers how to nail it from the beginning. . We will teach you all about sales hiring: what it is, what it isn’t, and how to get it done.

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Vengreso

MARCH 22, 2022

The success of your business depends on the success of your sales hiring process. But, you need to focus on the perfect hiring profile and teach your sales managers how to nail it from the beginning. . We will teach you all about sales hiring: what it is, what it isn’t, and how to get it done.

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Hiring Paid Content Salary Sales Qualified Lead 98

Mr. Inside Sales

MAY 26, 2019

I was working with a sales manager last week—he manages a team of 20 inside sales reps with a direct report manager who helps manage half that team—and I asked him what kind of producer he was when he was selling. “I And all you managers know exactly what I’m talking about.). Sales solve everything.”.

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SBI Growth

JUNE 2, 2013

“Do we have a sales turnover problem that needs to be fixed now?". HR is busy filling open Sales Rep positions. This post helps HR and Sales decide if it’s time to fix the underlying cause. She is the HR business partner to sales. She does great work in recruiting and hiring of Sales Reps. This one is obvious.

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Gong.io

JULY 11, 2022

These are the luxuries afforded to the typical inside sales rep. But aside from the obvious environmental difference, there’s a lot more that separates inside from outside sales teams, and that’s what we’re going to explore here. What is inside sales? . Inside sales vs. outside sales .

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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.

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DiscoverOrg Sales

OCTOBER 14, 2016

Sales is hard. Not hard in the standard sense — sales requires emotional fortitude to survive the daily barrage of objections and quotas. We have a soft spot for sales reps at DiscoverOrg because we sell too. You got into Sales because you thought it would be easy. Leads sniff out the hardest objections.

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Your Sales Management Guru

NOVEMBER 28, 2017

Align Sales Compensation with Your Goals A compensation plan that works. Note: This week’s blog is an excerpt from my new book: “Creating High Performance Sales Compensation Plans”. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans.

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Zoominfo

MAY 13, 2018

It’s common knowledge that working in sales is hard. Yet—what most people don’t understand is the extent to which sales pressure can negatively impact an organization. In today’s post we explain the effects of sales pressure and provide ways to mitigate this stress productively. ” ( source ). ” ( source ).

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Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

A Sales Guy

JULY 23, 2014

Note: This blog post is an excerpt from my new book: “Creating High Performance Sales Compensation Plans”. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Are your sales goals orders- or bookings-based? Understanding Cost of Sales.

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Compensation Margin Commission Salary 120

Janek Performance Group

MARCH 1, 2023

” a new sales hire proudly told me early in my sales management career. ” I laughed and said, “Gross margin is like your commission before taxes. ” This article explores basic financial terms and why sales reps need to learn them. Most sales reps prefer to avoid competing on price.

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Braveheart Sales

JUNE 29, 2021

If salespeople were driven by commissions, wouldn’t quota attainment be better? It really comes down to having quality sales management/leadership which can’t be left up to chance. Without managers doing these things, your sales team will likely flounder, especially if you are planning to add salespeople to the posse.

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Braveheart Sales

JUNE 29, 2021

If salespeople were driven by commissions, wouldn’t quota attainment be better? It really comes down to having quality sales management/leadership which can’t be left up to chance. Management Competencies. Here’s the big caveat: Most sales managers have never been taught or trained on how to be an effective sales manager.

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Quota Compensation Salary Motivation 52

Hubspot Sales

MAY 9, 2022

Even the most seasoned, effective salespeople can struggle when hashing out how to lead a sales team. Taking the reins doesn't come naturally to everyone, and even born leaders might need a little guidance when transitioning into a sales management role. Let's dive in. Be thorough and thoughtful when hiring.

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Sales and Marketing Management

SEPTEMBER 7, 2018

Open budgets tend to lead to improved morale due to the general ability for reps to feel like they have a chance at winning and that will lead to more sales. It’s time to let go of the myth that a contest with only one big winner of a huge grand prize will get everyone in the sales force engaged. based sales forces.

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Pipeline

MAY 30, 2023

What makes sales teams win more deals? Turns out that sales enablement plays a key role in results. Sales enablement gives your sales reps the leadership, support, technology, content, and processes they need to close more deals consistently. It’s also how you turn 50% of your average performers into elite sales reps.

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SBI Growth

OCTOBER 29, 2012

This post will help you test a redesigned sales compensation plan to ensure cultural fit. Plus, you’ll find advice on compatibility with other sales effectiveness drivers. Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan. So, he commissioned HR to design a new incentive compensation plan (IC Plan.)

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MTD Sales Training

FEBRUARY 24, 2012

You have gone through the entire sales presentation. You faced and, you thought, you overcame, what seems like a thousand objections ; and still the prospect will not buy. When you have lost the sale, the fact is that you have failed. Sales Person. “No Sales Person. “Oh Sales Person. Sales Person.

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The Spiff Blog

FEBRUARY 9, 2023

But one thing sales and RevOps leaders all have in common is that they collectively struggle to set realistic, motivating sales quotas. If quota setting is critical to forecasting, goal setting, and sales capacity planning , how is it that so many organizations still miss the mark? In fact, with only 24.3%

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LeadFuze

DECEMBER 1, 2021

How To Approach Sales Coaching Like a Pro the Right Use of Sales Data. Need Help Automating Your Sales Prospecting Process? With the role of HR Manager. Using Sales Data to Inspire Commitment. There are many resources for salespeople to get feedback from their managers, but the real question is.

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