Xactly

OCTOBER 18, 2018

Few leading indicators are more predictive of a company’s future sales performance than its incentive compensation plans. As former Reliance Electric CEO Chuck Ames once said according to General Electric CEO Jack Welch, “Show me a company’s various compensation plans, and I’ll show you how its employees behave.”.

Incentives 78

Incentives Incentive Compensation Webinar Metrics 78

Xactly

MAY 23, 2018

By adopting advanced territory planning software, Xactly’s sales operations team shortened the time spent designing territories from a month to a week – shaving hundreds of hours off the process. Data Has Become Essential for Effective Territory Design. Designing travel efficient territories. View infographic here.)

Territories 53

Territories Research Distribution Case Study 53

Xactly

JULY 18, 2018

In order to manage your sales performance, you need effective sales territory mapping. Sales territory design must be a thoughtful process that involves data and a balancing act to ensure every sales rep has adequate sales potential within their territory. Use Data-driven Intelligence to Map Territories. Download Guide.

Territories 45

Territories Travel Hiring Guidelines 45

Xactly

JUNE 13, 2018

Effective territory design is the basis of strategic sales planning. Balanced territories allow you to set fair quotas, which have a huge impact on your incentive compensation and success of your salesforce. Ultimately, if your sales territories aren’t optimized, you hinder sales reps’ motivation and performance.

Territories 49

Territories Travel Webinar Metrics How To 49

LeadFuze

MAY 17, 2021

Why are Sales Compensation Plans Important. A company is nothing if it doesn’t have sales. Building sales compensation plans for them can be a difficult task. The first considerations are if your company is a startup or an established business? 4 Types of Sales Compensation Plans. Because guess what? Balanced Plan.

Compensation 52

Compensation Hiring Incentives Incentive 52

Crunchbase

JULY 27, 2022

To set up your company to scale in any meaningful way, sales operations—sometimes referred to as business operations or sales support—need to be in full swing, laying the groundwork for and supporting your sales team’s efforts. Parsing out territories. Team management made easy. Performance and incentive program management.

Sales Operations 52

Sales Operations Company Territories Sales Qualified Lead 52

Hubspot Sales

APRIL 24, 2019

Did you know 43% of workers would be willing to leave their companies for a 10% salary increase ? Compensation is an important factor in attracting and retaining employees, especially in sales. Imagine if almost half of your sales team left the company because of a poorly designed compensation plan. Keep it simple.

Commission 122

Commission Salary Compensation Territories 122

The Spiff Blog

NOVEMBER 10, 2022

If this sounds anything like your current commission tracking process, it’s time to introduce you to sales commission software , a category of software that automates even the most complex commission processes. There are many benefits to implementing sales commission software, but we’re going to focus on the four most important.

Commission 75

Commission Scale Compensation Software 75

Hubspot Sales

OCTOBER 2, 2019

There is often a disconnect between the level of effort sales reps put into their work and the tangible outcome seen by sales management and the company at large. Informational interviews with sales leaders within their company. Performance-based compensation. Helps predict future sales trends.

SAP 119

SAP Oracle Compensation Territories 119

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. Sales Compensation is one of the most important steps because it drives sales behaviors and ultimately helps your company reach its goals.

Compensation 40

Compensation Incentives Incentive Lead Rank 40

The Spiff Blog

FEBRUARY 9, 2023

What works for one company won’t necessarily work for another. 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. In fact, with only 24.3%

Quota 70

Quota Revenue Lead Rank Territories 70

The Spiff Blog

OCTOBER 6, 2022

Maybe your company is a start-up working in the customer acquisition phase and pounding the pavement hard. But remember that while the execs are driven by revenue and low customer churn, your sales reps are driven by their incentive compensation plans. What are you trying to achieve with this compensation plan?

Commission 75

Commission Compensation Churn Incentives 75

SBI Growth

OCTOBER 12, 2013

Most companies are in the heart of their planning process for 2014. Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Planning for new analytics software, Business Intelligence platform or new/upgraded CRM? Your compensation plan must align to your strategy.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

The Spiff Blog

MAY 18, 2023

Despite significant innovation in the worlds of compensation management and financial modeling, sales commission remains one of the most difficult processes to solve for in modern business. Each of these team units and subunits is compensated for different behaviors and activities. Let’s get into it! You get the point.

Commission 73

Commission Scale Compensation Hiring 73

Hubspot Sales

JULY 22, 2020

With the CRM and Sales combo, you can track contacts, deals, companies, and tasks; schedule meetings easily; learn more about your prospects; and monitor your team's progress with intuitive reporting. Plan 2 Win provides “the right strategic account, sales territory and pre-call planning tools for B2B sales teams.” Pricing: $15/year.

Tools 108

Tools Closing Territories Hubspot 108

Xactly

OCTOBER 29, 2018

With continuous sales performance analysis, companies can avoid reacting to performance issues, and rather, plan proactively to achieve sales and revenue goals. This ultimately allows for better sales, territory, and compensation planning; thus, a stronger sales organization as a whole. . Sales Territory Mapping and Design.

Data 85

Data Top of Funnel Territories Compensation 85

OpenSymmetry

MARCH 25, 2015

Sales Performance Management (SPM) has truly evolved over the last 10+ years from the days of having an on-premise solution that primarily automated the compensation calculation process with basic reporting, to a new dynamic frontier with extended capabilities.

Compensation 40

Compensation Cost Per Thousand Territories Forecasting 40

The Spiff Blog

AUGUST 10, 2023

A majority of modern companies are either using or planning to use AI in order to streamline business processes and save costs. If you’re a sales compensation manager, we’re sure you’re familiar with this sort of AI-driven anxiety. Recommended reading : A Day in the Life of an Effective Sales Compensation Manager 2.

Commission 80

Commission Compensation Forecasting Trends 80

The Spiff Blog

JULY 14, 2022

Nearly half of full-time workers in the United States report their employers discourage or ban discussing compensation ( source )— in spite of formal pay secrecy policies being illegal in the private sector for almost a century. Wages used to be kept quiet to promote teamwork and diffuse tensions over minor differences in compensation.

Salary 73

Salary Compensation Hiring Commission 73

OpenSymmetry

FEBRUARY 10, 2016

In the first scenario, the eager software sales rep wants to expedite the project start and does not want to introduce any delays in their sales pipeline. They are thinking about a potential 6-12 month delay in the sales pipeline, then delayed recognition of the software sale before the project can get underway.

Incentives 40

Incentives Incentive Compensation Territories 40

The Spiff Blog

APRIL 21, 2022

Compensation is the biggest line item at any organization, but leaders often overlook the processes behind it— including commission calculation and commission management processes. But it’s reasonable to expect more complexity as your organization expands to new products and territories. Why so high? There’s no way around it.

Hiring 70

Hiring Commission Compensation Churn 70

SBI Growth

SEPTEMBER 23, 2013

Territory design, quotas and compensation plans. Steve is a VP of The Americas of a large enterprise software company. Change the compensation plan to incent new logo growth by adding an accelerator. These are the common tweaks companies deploy. Compensation plans come last not first.

Compensation 325

Compensation Social Media Incentives Incentive 325

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. We came away with six key considerations to keep in mind while preparing your compensation plans and processes for 2023. Companies with high churn aren’t sustainable.”. If you’re feeling overwhelmed, we don’t blame you.

Groups 67

Groups Conversion Commission Lead Rank 67

The Spiff Blog

JULY 20, 2023

Managing compensation is a complex undertaking, one in which the smallest error can create a domino effect of administrative labor and protracted troubleshooting. Potential: You continuously optimize sales compensation plans. Adding new compensation rules, such as quarterly bonuses, spot bonuses, or project-based compensation rules.

Commission 80

Commission Compensation Scale Report 80

The Spiff Blog

JUNE 9, 2022

That all depends on the root of the problem— 89% of sales turnover is caused by issues with compensation, but poor leadership, lackluster training, and product concerns can also drive your reps out the door ( source ). Waning enthusiasm for the product or company in general. Territories and account ownership. Deal splits.

Hiring 75

Hiring Commission Compensation Incentives 75

Xactly

NOVEMBER 29, 2018

An integral piece in your sales performance management process is developing a compensation plan that is data-based and results-driven. Your compensation plan affects everyone and everything in your company. What’s your background and experience with sales compensation and planning? View Webinar. Marc: I agree.

Compensation 80

Compensation Territories Hiring Incentives 80

Sales Hacker

DECEMBER 21, 2017

Through strategically implemented training, software tools and engagement techniques, sales ops leaders enable sales reps to focus more on selling in order to drive business results. . Selection of Enablement Software and other Technology Tools. Sales Territory Assignment and Growth Forecasting. Data Analytics Software.

Sales Operations 87

Sales Operations Top of Funnel Hiring Scale 87

Crunchbase

NOVEMBER 18, 2021

The structural flaw (if not extant peril) of the current model of building a sales organization is that sales leaders are often tasked with hiring salespeople based on previous sales experience instead of hiring people grounded by core expertise and affinity for the products and services the company has to offer.

Trends 105

Trends Hiring Scale Compensation 105

Xactly

MAY 31, 2018

Sales compensation is vital to sales success and company growth. For decades, companies have gathered different tools to manage compensation. As companies have expanded, they often find difficulty scaling their manual processes to drive further growth. Why AI/ML and Automation are Necessary for Growth.

Enterprise 50

Enterprise Enterprise Scale Compensation 50

Xactly

DECEMBER 3, 2018

Too often, companies often simply allocate quotas based on the numbers they want to hit. Using advanced planning software, such as Xactly Sales Planning, organizations can apply historical performance and product data to simplify quota allocation. Balancing Territories to Ensure Fair Quota Allocation.

Quota 77

Quota Territories Incentives Incentive 77

Xactly

SEPTEMBER 24, 2018

As the forerunner in cloud-based incentive compensation management (ICM), Xactly identified data as a key performance driver from the very start. We continue to be the only company to provide benchmarking and AI/ML driven predictive analytics based on more than 13 years of cross-industry pay and performance data.

Commission 95

Commission Lead Rank Incentives Incentive 95

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. Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project. Arm Reps With Strong Sales Planning.

Top of Funnel 67

Top of Funnel Incentives Incentive Compensation 67

Hubspot Sales

JUNE 28, 2019

As you'll read below, sales operations includes everything from lead management, sales strategy, and territory structuring and alignment to process optimization, compensation plans, sales automation, training, and data analytics and reporting. Sales Operations manages sales representative compensation plans and incentives.

Sales Operations 95

Sales Operations Hiring Lead Rank Territories 95

Apptivo

JUNE 14, 2023

A sales report is a document that contains information and analysis regarding a company’s sales operations during a certain time period. Apptivo is a cloud-based business management software that includes a number of modules and capabilities for managing sales operations. What are the different types of sales reports in Apptivo?

Report 52

Report CRM Churn Top of Funnel 52

Growbots

SEPTEMBER 19, 2018

A Glassdoor survey found that only 19% of salespeople have no immediate plans to leave their companies. Bye, bye money… Retaining your best salesperson isn’t just part of ‘best practices’ but essentially to ensure the profitability of your company. Company culture. Avoid changing your compensation structure.

Compensation 55

Compensation Salary Incentives Incentive 55

Sales Hacker

MAY 26, 2021

Any customer-facing rep who’s worked at a midsize or enterprise company is familiar with sales operations. There are so many dependencies involved with any sales organization and this is especially the case with larger and more complex products and companies. A more mature company will have teams working on specific projects.

Sales Operations 60

Sales Operations Top of Funnel Lead Rank Hiring 60

Showpad

MARCH 3, 2020

While enablement typically comes into play from the beginning, working with marketing to assist sales professionals through learning and prospect interactions, operations teams up with sales leaders to establish methodologies and stepping in for final negotiations and deal compensation. Setting territory structure.

Sales Operations 100

Sales Operations Sales Enablement Hiring Compensation 100