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. Doing so will increase effectiveness and sales productivity.

Incentives 83

Incentives Incentive Scale Compensation 83

Sales and Marketing Management

FEBRUARY 22, 2019

A Forrester Consulting study commissioned by Mediafly reports that the B2B companies surveyed work with an average of 176 partner companies. For example, it should have tools that provide easy access to data and analytics both online and offline. To accomplish this, all sales representatives need the proper tools.

Sales Technology 218

Sales Technology B2B Sales Enablement Enterprise 218

Sales and Marketing Management

OCTOBER 21, 2019

There’s nothing more frustrating than having a prospective customer on the hook, then having to spend precious time combing for just the whitepaper or case study that fits their needs. Transparency into commission data is an important step for sales engagement. How much will this deal net me in commission?

Top of Funnel 136

Top of Funnel Hiring Commission SAP 136

Hubspot Sales

NOVEMBER 16, 2021

We’ve seen this trend play out in our research – according to a recent Forrester study that we co-commissioned with Stripe, over half of SMBs still rely on disparate solutions to manage payment data, averaging five tools per purchase transaction. lead quality) of customer engagement efforts (73%). with a U.S.

CRM 96

CRM Hubspot B2C Commission 96

SalesLoft

SEPTEMBER 27, 2022

Findings from The Total Economic Impact of Salesloft, a commissioned study conducted by Forrester Consulting on behalf of Salesloft, reveal $12 million in increased profits and cost savings for enterprise customers over three years. Salesloft is one tool, one contract, one partner, one place to go for help.

Revenue 52

Revenue Sales Technology Commission Enterprise 52

Zoominfo

JUNE 22, 2022

The Federal Trade Commission also notes that soliciting individual consumers for personal sales or charitable contributions at their work phone does not qualify as a B2B call. Cold calling, whether to a landline or cell phone, is regulated by the Federal Trade Commission and the Federal Communications Commission.

Cold Calling 130

Cold Calling B2B Commission Exact 130

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. Glassdoor estimates that inside sales reps often have a take-home pay of $70,000, including commission and bonuses. 90% of companies use more than one sales software tool to simplify prospecting.

Salary 111

Salary Ideal Customer Profile Hiring Lead Rank 111

Allbound

SEPTEMBER 12, 2018

Each of these companies operates a comprehensive partner program, providing benefits to their partners ranging from the free use of software to referral commissions—even helping them celebrate their wins on social media. Study them, learn from them, and apply their best practices in your own partner programs. Sales / Support Partners.

Commission 112

Commission Referrals Hubspot Marketo 112

The ROI Guy

OCTOBER 9, 2012

Microsoft recently commissioned a study revealing that security and regulatory concerns are holding back cloud adoption, but that companies that have overcome these concerns and adopted a solid cloud strategy are realizing significant business and security benefits.

Microsoft 71

Microsoft Tools Commission Conference 71

Janek Performance Group

DECEMBER 28, 2021

More importantly, content, such as blogs, white papers, and case studies, helps buyers see sales reps and their organizations as trustful advisors at the forefront of their industry. It’s part of an organization’s sales enablement strategy that primes reps to believe in and sell their products and services to the best of their ability.

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Generation 118

Allego

JULY 27, 2021

New research shows communication tools need to evolve in tandem with remote and in-office workers. >> Many companies are using asynchronous communication tools—for information that doesn’t require an immediate response—as a way to strike a balance with workers who are both in and out of the office. Optimizing Communication.

Face-to-face 125

Face-to-face Report Margin Commission 125

The Spiff Blog

SEPTEMBER 1, 2022

A 60:40 commission structure is the standard for average US sales organizations. Although, commission structures vary dramatically across industries and companies ( source ). Here’s our take: Salaries, commission structures , and sales incentives vary based on industry. All other: $33,200. So glad you asked! About Spiff.

Compensation 81

Compensation Salary Incentives Incentive 81

Hubspot Sales

JUNE 29, 2023

Limitless Earning Potential Many insurance sales agents get commission-based income. But here are others: Commission-based Pay Many insurance sales agents work as independent contractors. Working as one means you’ll file your taxes, pay your health insurance and benefits, and buy your work tools. Here's why. Image Source 2.

Insurance 94

Insurance Insurance Salary Policies 94

BuzzBoard

FEBRUARY 15, 2024

This guide equips you with the knowledge and tools to sell this powerful service and help your clients thrive. Utilize case studies and data to demonstrate the potential return on investment. Transparency Is Key: Explain influencer marketing regulations and FTC (Federal Trade Commission) guidelines surrounding sponsored content.

Social Media 52

Social Media Influencer Promotion Media 52

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. You can successfully solve rep burnout and improve sales performance with the help of the right tools and systems.

Commission 78

Commission Lead Rank Lead Scoring Hiring 78

Xactly

JUNE 11, 2018

Given the wide range of job responsibilities, CFOs also need the best CFO tools at their disposal. Watch the webinar, "Meet Commission Accounting Requirements Under ASC 606 (IFRS 15)," to see a demo of how Xactly CEA can help with ASC 606 implementation and compliance. With the right CFO tools, changing direction is much easier.

Software 54

Software Software Tools Scale 54

Nutshell

JANUARY 14, 2020

Essential Software Tools for SaaS Sales. You’ll be hard-pressed to sell someone a software tool when they don’t understand what it does, so we have to uncover a customer’s problem and then educate them on how we fix or help their issue.”. In addition to commissions for each deal won, reps typically enjoy a comfortable base salary.

Paid Content 127

Paid Content Lead Rank Commission Lead Scoring 127

SBI

JUNE 25, 2020

Successful sellers will be able to articulate how their solution will help a business over the next 12-24 months, whether that business is working toward expedited digital transformation efforts or is eager to find a tool to help them be more competitive in the field.

Scale 120

Scale Buyer Case Study Banking 120

Understanding the Sales Force

APRIL 15, 2013

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. c) Copyright 2013 Dave Kurlan'

Research 291

Research Insurance Insurance Face-to-face 291

SBI Growth

OCTOBER 20, 2012

Rinse and Repeat: The Annual Comp Study. The standard comp study may be dangerously inadequate. Propose a Solution: Conduct a compensation study and redesign the plan. Unfortunately, HR's usual solution to sales comp problems is a one-size-fits-all tool – the compensation study. Compensation Study ?

Compensation 267

Compensation Incentives Incentive Lead Rank 267

The ROI Guy

SEPTEMBER 6, 2013

We recently asked the developer of a very successful ROI/TCO tool what it took to get the tool to have such a big impact on driving incremental business, increasing competitive win rates and reduced discounting. So what did Mark and his team do to get this TCO sales tool well adopted and used so effectively?

Sales Tools 56

Sales Tools Tools Guarantee Customer 56

BuzzBoard

APRIL 12, 2024

This approach upends the status quo and positions the seller—the Challenger—as a valuable partner to the business and not just a salesperson looking to earn a commission. Use data and case studies to showcase how your agency has helped similar businesses achieve success. Why Consultative Selling Works for Digital Agencies?

Consultative Selling 52

Consultative Selling Ideal Customer Profile Lead Rank Face-to-face 52

Crunchbase

APRIL 6, 2023

In a recent study of sales professionals, 67% reported that they are close to experiencing burnout. They not only address the issue of turnover, but they also have a greater impact on driving behaviors that lead to more revenue than a simple commission plan. Why the disparity?

Incentives 98

Incentives Incentive Hiring Top of Funnel 98

The Spiff Blog

FEBRUARY 24, 2022

From a breakdown of each commission calculation to activities happening within any given account, all data points are valuable to your reps. One study from the University of California, Irvine found that if you’re interrupted at work, it takes an average of 23 minutes to refocus ( source ). Which commission structure is most effective?

Commission 56

Commission How To Compensation Data 56

Showpad

APRIL 28, 2020

The TEI study commissioned by Showpad illustrated how a comprehensive sales enablement strategy augmented by a sales enablement platform may result in a 10% increase in productivity and active selling time for sales reps, generating a risk-adjusted total present value of $13.2 Increase sales productivity and active selling time.

ROI 52

ROI Sales Enablement Hiring Commission 52

SBI Growth

SEPTEMBER 26, 2012

Provide case studies that prove you can execute. Case studies help reduce your customer's fear of risk. They relate to the problem the customer in the study was solving for. Buyers know that reps are trying to make a commission check. You want to take your contact off the island.

Closing 303

Closing Lead Rank Lead Scoring Customer 303

The ROI Guy

FEBRUARY 25, 2013

Microsoft recently commissioned a study revealing that security and regulatory concerns are holding back cloud adoption, but that companies that have overcome these concerns and adopted a solid cloud strategy are realizing significant business and security benefits.

Microsoft 58

Microsoft Tools Commission Conference 58

SBI Growth

FEBRUARY 2, 2014

The tool employs three dimensions to compare certified to non-certified salespeople. Step #2: Create an Enhanced Variable Commission Program. An effective way for you to do this is through a variable commission structure. Create a program where Sales Certified salespeople earn a higher commission rate.

Training 120

Training Commission Compensation Groups 120

The Spiff Blog

JANUARY 12, 2022

And yet, far too often companies lean on salary as their main tool to improve cultural issues like low job satisfaction, lack of motivation , and poor performance. You know, the pyramid we all studied in Psych 101? Maybe you make a few small tweaks and changes as you go, but eventually, you set it and forget it. See what we did there?

Compensation 52

Compensation Strategy Salary Commission 52

The ROI Guy

APRIL 12, 2013

You’ve worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year.

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

SBI Growth

FEBRUARY 5, 2014

The first monthly commission statements will soon be in your sales reps'' hands. To make your assessment easy, SBI has created a 10-point Compensation Inspection tool. This simple, free, downloadable tool reveals the vital signs of your plan. The January commission statement can be a sign that it''s time to look elsewhere.

Compensation 120

Compensation Territories Hiring Commission 120

The Spiff Blog

SEPTEMBER 14, 2023

Take commission plan creation, for example. An AI-powered tool that can automate plan creation based on simple inputs transforms an arduous and time-consuming activity into a hyper-efficient process– leaving compensation managers with more time to be strategic. On the surface, AI may seem like an inherently unbiased tool.

Commission 84

Commission Account Compensation Face-to-face 84

SBI Growth

AUGUST 4, 2013

It includes a tool to customize for your own agile reviews. The Agile Performance Review is just one of a range of tools you''ll receive. In a recent study , 57% of employees either "never had a performance review or rated their most recent performance review as neutral to not useful.".

Territories 282

Territories Lead Rank Lead Scoring Demand Generation Targets 282

Allego

DECEMBER 26, 2019

A recent Michigan State University study found that students perform much better academically when the answer to the question “Why do I have to learn this?” And according to most of the reps and managers surveyed, the most effective training tool is best-practice sharing. This attitude may carry over to learning situations.

Groups 90

Groups Survey Retail Cold Calling 90

Score More Sales

JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. Studies show this is the best place to invest in training with follow-up coaching for reinforcement. Here is what we believe it takes to compete with a strong solid sales team that closes the right deals with great sales velocity.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

Showpad

APRIL 3, 2020

Showpad helps organizations boost sales and marketing alignment and support their sales teams with tools for training, coaching and content management. Discover results from a Forrester Consulting Total Economic Impact™ study commissioned by Showpad. But what is the real bottom-line impact?

Sales Enablement 52

Sales Enablement Face-to-face Commission Webinar Metrics 52

Zoominfo

MARCH 8, 2022

You can hire the best sales and marketing talent and outfit them with state-of-the-art CRM and automation tools , but without high-quality data, their efforts will fall short of your targets. Ease of use, sophistication, and simplicity make it one of the best tools in a marketer’s arsenal. Consider how to minimize manual data entries.

Data 130

Data Outsourcing Services Churn Buyer Persona 130