The Spiff Blog

OCTOBER 28, 2022

This is often compounded by the lack of visibility reps have when it comes to sales commission. These include exercise incentives, free mindfulness tools, and practical advice about relieving workplace stress. But, in a profession that feels like a 24/7 commitment, there’s this mentality that long hours just come with the territory.

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Commission Lead Rank Lead Scoring Hiring 78

Xactly

OCTOBER 29, 2018

It is one of the most powerful tools in the business world. However, like any tool, the value of data analytics depend on how you use it. For sales organizations, sales performance data can be a useful tool to drive strategic planning and increase performance. . Start With the Right Sales Performance Metrics.

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Data Top of Funnel Territories Compensation 85

The Spiff Blog

SEPTEMBER 22, 2022

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. Sales commission and ROEs are two sides of the same coin. They should cover things like account ownership, territories, SLA’s, and who gets credit for opportunities.

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Groups Conversion Commission Lead Rank 67

Hubspot Sales

JANUARY 9, 2018

For example, HubSpot salespeople might primarily sell marketing software to CMOs and sales software to sales directors. If you have territories, assign a sub-goal to each. Increase commission on referral sales by 5%. That usually includes: Pay (salary and commission). Sales tools. Strategies and tactics.

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Buyer Persona Referrals How To Commission 145

The Spiff Blog

JANUARY 25, 2022

But as your customers, head count, and company scaled, so too did the mishmash of tools and spreadsheets, disorganized documents, and scrambled data. 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.

Hiring 52

Hiring Scale Top of Funnel Funnel 52

SBI Growth

OCTOBER 20, 2012

Software Firm: The annual Employee survey is overflowing with negative comments about the incentive plan. Unfortunately, HR's usual solution to sales comp problems is a one-size-fits-all tool – the compensation study. Technology Company: The source of the abysmal commission checks was a broken (non-existent) lead generation process.

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Compensation Incentives Incentive Lead Rank 267

Velocify

JUNE 28, 2017

Sales gamification software leverages game mechanics to incentivize rep performance. Buyer and company intelligence tools provide sales professionals the insight needed to get the conversation going. 4) Territory and Quota Management Solutions. 6) Incentives and Commissions. 10) Quote and Proposal Software.

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Sales Technology Top of Funnel Hiring Software 53

SBI

SEPTEMBER 9, 2020

An intro by Nancy Nardin, Founder, Smart Selling Tools. We treat our territories like our own businesses. Only catch was it was an all commission gig. Given I was getting 10% commission I figured I only needed to bring in 10% of the revenue I was currently bringing in to make the same amount. It wasn’t hubris.

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Hiring Call-back Commission Up-Sell 120

Xactly

MAY 31, 2018

For decades, companies have gathered different tools to manage compensation. It is quickly transforming due to a variety of software tools aimed at helping improve day-to-day execution of the sales process. Gathering Big Data with The Right Tools. Sales compensation is vital to sales success and company growth.

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Enterprise Enterprise Scale Compensation 50

Xactly

OCTOBER 18, 2018

That means their quotas and targets should specifically take into account the potential of their territory. Manager control: Sales managers need the authority to adjust quotas after they are set to respond to major changes within a territory. This was an approach taken by many after Hurricane Katrina devastated Gulf-region territories.

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Incentives Incentive Compensation Webinar Metrics 78

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

Sales Hacker

DECEMBER 3, 2019

Automation Is Table Stakes – Automation software gives you the data you need to make smart decisions. Inaccurate sales commissions paid in arrears, along with unfair territories, drive attrition — but replacing sales reps is disruptive and expensive. Use data to show sales reps their commissions in real time.

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Sales Enablement Data Hiring Decision Maker 84

Xactly

AUGUST 30, 2018

Effective management begins with the realization that you need both sales team management tools as well as reps that are well-trained and prepared for the sales floor. The Internet has become an important tool to build customer and prospect relationships for your business with the customer. It takes a multi-pronged approach.

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

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. Provide the tools your salespeople need to succeed. READ The 12 Sales Tools You Should Be Using.

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Compensation Salary Incentives Incentive 55

The Spiff Blog

FEBRUARY 15, 2022

But if you use Excel for commission operations, you’re actually a programmer. However, unlike a typical software engineer, most people patching together complex formulas in Excel don’t actually realize they’re programmers. That means— first and foremost— equipping your team with the right tools. There’s no way around it.

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Commission Scale Software Software 53

Xactly

JUNE 4, 2018

In the accounting and finance worlds, companies are beginning to dip their toes into automation tools. Download the Executive Summary "Commission Expense Accounting under ASC 606 (IFRS 15)" to learn how to prepare for and implement the new standards. Most “software” problems are truly data/analysis problems. Download Summary.

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Remedy Analytics Analysis Forecasting 48

The Spiff Blog

JULY 20, 2023

Most organizations recognize that their sales commission process isn’t perfect. Companies aren’t ignorant of this problem– many are trying to improve their commission process, as evident by the recent surge of businesses hiring sales compensation managers ( source ). Potential: You continuously optimize sales compensation plans.

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Commission Compensation Scale Report 80

Chorus.ai

MARCH 5, 2021

By the end of a successful persona build, you should have a very clear picture of your ideal customer(s): their ages, lifestyle attributes, territories, and pain points. Make clear to your teams how quotas will work and what type of commission scheme you plan to use. Step 4: Give your team the tools they need to succeed.

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Top of Funnel Webinar Metrics Strategy Buyer Persona 113

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!

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Commission Scale Compensation Hiring 73

Hubspot Sales

NOVEMBER 4, 2019

For sales reps, a client management software or customer relationship management system ( CRM ) can do the trick. CRM is a software that manages all your relationships with clients and potential customers. That's why CRM software is important for your sales team. However, the advanced email tools are what set HubSpot apart.

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Software Software Lead Rank Lead Scoring 104

The Spiff Blog

MAY 26, 2022

So, you’ve realized commission spreadsheets are actually evil, and that sales incentive software will vastly improve transparency, efficiency, and your personal sanity. There’s no shortage of sales commission software on the market, and when you factor in the massive operational differences, it’s a recipe for information overload.

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Incentives Incentive Software Software 77

LeadFuze

DECEMBER 31, 2021

There is also a four-way division which can be grouped by: Geography/ territory. Geography & Territory Structure. This resulted in a waterfall-like model that would ramp up over time as they sold more and earned higher commissions. I used training and role-playing to teach my team how to use the software.

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Hiring Lead Rank Scale How To 52

Chorus.ai

SEPTEMBER 12, 2019

By the end of a successful persona build, you should have a very clear picture of your buyers: their ages, lifestyle attributes, territories, and pain points. Make clear to your teams how quotas will work and what type of commission plan you will use. Step 4: Give your team the tools they need to succeed.

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Ideal Customer Profile Top of Funnel Webinar Metrics Strategy 62

Sales Hacker

SEPTEMBER 27, 2022

Traditional tools don’t work in a hybrid sales world. Scott Barton is the VP of Industry Solutions at Varicent, a leading provider of incentive compensation and revenue growth software applications for over 25 years. Sales forecasts, territory design, quota management, and incentive compensation.

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Compensation Incentives Incentive Quota 80

Hubspot Sales

SEPTEMBER 8, 2020

You’ve decided you need customer relationship management (CRM) software. These are just some of the reasons CRMs have become such an integral part of business success today and why so many companies have invested in finding the right software for their team. Many CRM software providers operate under a freemium model — like HubSpot.

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Software Software CRM Hiring 122

Sales Hacker

JANUARY 22, 2020

This is especially true in the Software as a Service (SaaS) industry, in which the subscription-based sales model means prospects are typically committing to a product for months or years at a time. Competition over accounts and commissions doesn’t do the company any good, and territory divisions don’t always entirely prevent friction.

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Hiring Top of Funnel Lead Rank Quota 76

Apptivo

OCTOBER 7, 2022

Implement sales tools. To measure the effectiveness of the sales process, organizations must determine the technologies they will employ like CRM software & Sales Analytic software. Each role’s performance should be evaluated using specific KPIs, which should also be part of the sales plan. Set sales budget.

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Top of Funnel Incentives Incentive Objections 19

The Brooks Group

FEBRUARY 8, 2013

Lenati’s solutions for sales strategy and design, segmentation, account planning, field enablement, partner channel development and sales measurement have been deployed at leading technology, software, and telecomm companies including Adobe, Google, T-Mobile, WebTrends and many more.

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WebTrends Ideal Customer Profile Insurance Insurance 40

Nutshell

MAY 29, 2018

In order to reap those benefits, you have to correctly implement your sales process within your CRM software and invest the proper resources to get your sales reps following it on a daily basis. Your sales team is split into geographical territories, with each rep (or group of reps) responsible for a specific area.

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Sales Process Top of Funnel How To Pipeline 82

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

SugarCRM

MAY 2, 2019

Meanwhile, companies that embrace modern sales technology see results that would have been impossible when using traditional sales tools. If your team members need a little help with their cold-calling techniques or want to improve their closing rates, why not provide them with access to today’s best virtual learning tools?

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Resources Top of Funnel Face-to-face Hiring 24

Apptivo

JUNE 14, 2023

The Sales Reports function in a Customer Relationship Management (CRM) system is a strong tool that provides firms with useful insights. Apptivo is a cloud-based business management software that includes a number of modules and capabilities for managing sales operations. Let’s discover more about sales reports in this blog.

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Report CRM Churn Top of Funnel 52

SalesLoft

JUNE 20, 2019

You got a Dodge Ram pickup truck and a bed full of tools. Find all the job sites, all the construction workers, and demo tools all day long to get them to buy. Literally, what I would do is walk onto a job site and if somebody liked the tools, I’d say ‘Next time you buy tools, could you buy these instead of the those?’

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Hiring Up-Sell Call-back Construction 63

SugarCRM

OCTOBER 4, 2021

A CRM project manager’s job is more than just collecting requirements and selecting new software. The best software projects quickly deliver value to the business and provide more value over time. Commissions, forecasts, and executive oversight will get the attention of your people. New territories? Ease of use?

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CRM Scale System Policies 26

SugarCRM

MARCH 5, 2019

A CRM project manager’s job is more than just collecting requirements and selecting new software. The best software projects are those that quickly deliver value to the business…and keep delivering more and more value over time. Commissions, forecasts and executive oversight will definitely get the attention of your people.

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CRM Scale Lead Rank Lead Scoring 47

Cincom Smart Selling

NOVEMBER 7, 2016

Any IT tools that can free up a few minutes or a few hours for folks will be greatly appreciated. Updated my territory map, marking each customer location and products installed. Not one commission dollar would be paid for all that activity. IT tools can pick up some of the slack. Most people guard their time jealously.

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Tools Collateral Territories How To 54

Xactly

JUNE 14, 2018

Register for part 2 of "How Big Data and AI/ML Are Transforming Enterprise Sales Organizations," to discover how to leverage data-driven sales performance management (SPM) with the Xactly enterprise software suite. Ultimately, the success of your sales plan starts with your territory planning. Register for Webinar.

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Webinar Metrics Enterprise Enterprise Data 10