The Spiff Blog

SEPTEMBER 7, 2023

Although SPM strategy varies by company and industry, the most effective sales performance management strategies typically involve a combination of the same core pillars. These pillars include organizational alignment, robust reporting, ongoing professional development, incentive compensation, and sales enablement.

Incentives 83

Incentives Incentive Scale Compensation 83

Highspot

OCTOBER 11, 2023

Setting Sales Targets Sales managers are responsible for setting realistic and achievable sales targets based on market analysis, historical data, and company goals. Recruitment and Training Building a competent, successful sales team is crucial. Recruitment and Training Building a competent, successful sales team is crucial.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

Miller Heiman Group

FEBRUARY 27, 2020

Sales trends like ever-expanding buyer expectations, changing sales methodologies and nonstop transformation initiatives have coalesced to make their role more challenging than ever. Many organizations invest significantly in training their frontline sellers, given their proximity to buyers. Enable Sales Managers Directly.

Hiring 96

Hiring Sales Management Company Ideal Customer Profile 96

Xactly

JULY 16, 2018

The ability to find and capitalize on a sales trend can differentiate your company within your industry. While it’s not always easy to spot trends before they happen, it’s always important to find that edge. Sales trends can help to grow your business with a bit of an edge. Tip #1: Think about changing.

Trends 55

Trends Hiring How To Social Media 55

Crunchbase

JANUARY 12, 2022

Here are the trends that I believe will have the most significant impact on sales teams in 2022—and my thoughts on how to prepare. Grow your revenue with all-in-one prospecting solutions powered by the leader in private-company data. Search less. Close more. Hybrid selling is the new normal. There was a 133.8 Learn More.

Retention 52

Retention Trends Intent Signal B2B 52

Highspot

FEBRUARY 25, 2024

By working closely with stakeholders across the organization, sales operations enhances sales success, improves customer relationships, and significantly impacts the company’s profitability. This creates complexities for companies that are not easily solved. As a result, data silos emerge.

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Sales Operations Forecasting Incentives Incentive 52

Xactly

JANUARY 2, 2019

From building a team to analyze metrics and company goals, the job carries a large amount of responsibility. Ultimately, the new compensation and incentive plans must successfully motivate the right sales behaviors to achieve goals, all while driving growth. Company: Nuance Communications. Who: Robert Walters.

Compensation 69

Compensation Incentives Incentive Commission 69

No More Cold Calling

AUGUST 1, 2019

Salesforce research brief, Trends in Customer Trust, says fostering trust is the new business imperative. Put a referral system in place, with training, metrics, and accountability for results. I always advise clients against offering incentives for referral business. Forget about incentives. What’s the alternative?

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Referrals System Cold Calling Social Media 289

Smooth Sale

MAY 27, 2024

Offer Promotions and Incentives Initiating incentives and promotions can significantly increase interest and sales, particularly during the first few months of a product launch. To stay competitive and achieve long-term success, your marketing strategies should constantly evolve to accommodate new trends and technological advancements.

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Promotion Advertising Advertising Social Media 96

Zoominfo

SEPTEMBER 1, 2019

The good news is, there are plenty of ways for your company to earn trust and loyalty from your customers, even in today’s busy marketplace. This is a troubling trend, considering the fact that trust is the foundation of customer loyalty. Provide Ongoing Customer Education and Training. Invest in Multi-Channel Customer Service.

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Loyalty Customer Incentives Incentive 130

Understanding the Sales Force

SEPTEMBER 9, 2013

Companies are spending more money on sales force evaluations, sales training, consulting, sales leadership development, sales process, infrastructure and sales recruiting services than 5 years ago. During 2009, only those companies with cash and a willingness to spend it - mostly mid-market companies - were hiring salespeople.

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Sales Management Hiring Compensation Trends 288

No More Cold Calling

JANUARY 16, 2020

I’ve been there—given a quota (usually without my input) and a list of client companies, and then told to “go at it” and do whatever it takes to get meetings. And you will align all systems in your organization—recruiting, training, and compensation—to support the referral selling process. Create company metrics. Sound familiar?

Referrals 328

Referrals Sales Management Hiring Scale 328

Zoominfo

MARCH 21, 2022

Few current trends in the world of work have attracted attention — and speculation — quite like the “Great Resignation.” The question is what can employers do to mitigate the impact of this trend and keep employee turnover at manageable levels. Data via MIT Sloan Of course, not all companies are the same.

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Quota Hiring Face-to-face Advertising 100

PandaDoc

JANUARY 29, 2024

A sales team is the powerhouse behind any thriving software company. Now, let’s talk incentives. Incentives, or spiffs, can really boost motivation. But here’s the key – structure your incentives to make your goals more realistic and achievable. They’re like the cherry on top of the goal-setting cake.

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Closing Proposal Incentives Incentive 52

OpenSymmetry

JANUARY 18, 2016

Like many of the other books read for this class, it was about a company, which manufactured widgets, was behind schedule in production, reducing profits and turnover. Ultimately, with the help of an acquaintance, identifying and removing the bottlenecks, and testing various outcomes, the company was on an upward trend to profitability.

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Incentives Incentive Compensation Banking 40

Sales Hacker

SEPTEMBER 27, 2022

He’s an expert in the sales world, particularly in revenue operations and incentive compensation. Building a compensation structure that works for both salespeople and the company. Today we’ve got Scott Barton, VP of Industry Solutions at Varicent and a veteran of sales, revenue operations, and incentive compensation.

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Compensation Incentives Incentive Quota 84

Highspot

MAY 3, 2024

But according to Salesforce, this is the reality for many businesses, and the pressure to hit revenue targets has companies looking to improve sales processes to boost performance. Sales Enablement: Focuses on activities directly related to sales, such as content, playbooks, and training.

Revenue 93

Revenue Face-to-face Hiring Sales Enablement 93

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. Companies need to track metrics that provide valuable information that can be used to strengthen sales planning. Sales Capacity Planning. Sales Territory Mapping and Design.

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Data Top of Funnel Territories Compensation 85

LeadFuze

JULY 7, 2023

We will explore how past data analysis, future company changes consideration, and incentive programs implementation play a significant role in goal-setting. So if you’re ready to increase your company’s annual revenue target by setting effective sales goals – keep reading!

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Sales Goal Churn Incentives Incentive 52

Xactly

OCTOBER 1, 2018

Despite the fact that we live and breathe incentive comp, we are not immune to the factors that affect every sales organization. We’ve also experienced the pains that accompany growth and have taken stock of all the successes and challenges that face both our company and our sales organization. Are we assigning effective territories?

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Analysis Data Incentives Incentive 90

Highspot

OCTOBER 30, 2023

This ensures you maximize the return on every dollar spent on hiring, training, technology, or sales campaigns. Analyzing sales performance allows large and small businesses to design incentive and commission structures that reflect the team’s efforts. Which products or services are trending? Regularly review and adjust.

Lead Rank 59

Lead Rank Lead Scoring Churn Top of Funnel 59

SBI

JANUARY 26, 2021

In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. . Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling?

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Government Apparel Retail Sales Enablement 118

Sales and Marketing Management

MARCH 8, 2020

AI has arrived, but it’s mostly been implemented by consumer goods and services companies to personalize marketing messages, enhance their knowledge of customers, manage inventory and increase customer loyalty. Most companies are leveraging data and analyzing it with computer learning to better understand their sales and marketing efforts.

Top of Funnel 218

Top of Funnel Marketing Scale Lead Rank 218

Xactly

NOVEMBER 15, 2018

In fact, the best way to ensure sales managers do their job well is by creating an incentive plan that drives the right behaviors. Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project. Annual Target Incentive. Plan Components.

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Compensation Examples Sales Management Incentives 87

Mindtickle

APRIL 10, 2016

Implement these tips in your organization’s training programs and you will ignite the internal drive of your employees! By contrast, when cognitive skills were tested, the financial incentives led to worse performance. Applying Game Mechanics in Online Training and Internal Motivation. A Word On Psychology and Motivation.

Training 52

Training Lead Rank How To Incentives 52

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. Helps predict future sales trends. High-performing sales teams are twice as likely to provide ongoing training to reps than low performing teams.

SAP 124

SAP Oracle Compensation Territories 124

Janek Performance Group

APRIL 18, 2023

In this article, we take a look at the growing trend of business development outsourcing. When companies decide to outsource their BDR team, they typically give the project a trial window. Bringing in a full BDR program requires process definition, technology, tools, training, hiring, management and more.

Outsourcing Services 62

Outsourcing Services Ideal Customer Profile Scale Hiring 62

Highspot

NOVEMBER 21, 2023

Responsibilities of a Sales Manager Qualities You Need To Go From Good To Great Sales Management Strategy for Sales Managers The Importance of Sales Coaching And Training What Does Sales Manager Success Look Like? Sales managers must: Know the sales job: Know the sales role and the company’s products/services.

Sales Management 52

Sales Management Strategy Lead Rank Coaching 52

Smooth Sale

AUGUST 18, 2022

Many companies will try to hold on without making vital improvements. When companies are willing to invest in their employees, their output will be much better. Endeavor to empower all of your employees, whether it is through training, incentives, bonuses, or buying new equipment. 3 Create An Efficient Production Process.

Hiring 78

Hiring Policies Insurance Insurance 78

InsideSales.com

JULY 1, 2020

In this article; Review the Company Sales Strategy. Company-Wide Training. Put Your Company Under The Microscope. Review the Company Sales Strategy. It is vital that your company is continuously sustaining its competitive edge in its target market. Your company will have team members of differing abilities.

Revenue 58

Revenue Strategy Territories Forecasting 58

Smooth Sale

MAY 15, 2023

We can define a core competency as any expertise or skill set unique to your company that gives it an edge against its competition and allows it to provide outstanding services or products to customers. Furthermore, companies must implement systems and processes which make tracking performance metrics easy to make necessary adjustments.

Strategy 78

Strategy Analytics Maximizer Customer Service 78

No More Cold Calling

SEPTEMBER 21, 2017

The first is Sue, a successful field sales manager in a tech company. The more they educate themselves on the industry and trends, the deeper conversations they have, and the faster their sales processes accelerate. And while high-tech might still be a male-dominated industry, that doesn’t mean women aren’t welcome in most companies.

Cold Calling 266

Cold Calling Loyalty Account Intent 266

Hubspot Sales

APRIL 11, 2023

If any of your top salespeople leave your company, you may fall behind. If the trend holds, you may find yourself in a lurch when your best representatives leave. If an organization doesn’t align with these expectations, the company will bleed salespeople more regularly than employees in other departments. In short, yes.

Churn 120

Churn Hiring Survey Hubspot 120

Hubspot Sales

JULY 25, 2023

At the very least, you’ll stay up-to-date on trends in sales. A McKinsey report found that companies using AI have experienced the biggest revenue impact in marketing and sales. New technology lets salespeople find prospects that fit their target audience, research their company and industry, and start a conversation.

Top of Funnel 84

Top of Funnel Forecasting Sales Qualified Lead Lead Rank 84

Mindtickle

APRIL 16, 2020

Whether you’re a sales enablement leader responsible for sales certification or an L&D practitioner ensuring your customer-facing teams are trained, you’re likely strategizing on how to engage and coach your remote teams. Typically, you’d develop a bootcamp for in-depth training, but these aren’t normal times. Review and Refine.

Webinar Metrics 81

Webinar Metrics Face-to-face Construction Incentives 81

LevelEleven

AUGUST 9, 2019

In our sampling of about 100 companies using gamification today, an astounding 71 percent said that they are seeing anywhere from 11 percent to 50 percent increases in measured sales performance. Gamification may seem like a trend, but it’s one that won’t be going away anytime soon. Game-Based Learning & Training.

Incentives 67

Incentives Incentive Motivation Lead Rank 67

Hubspot Sales

JUNE 26, 2019

A career ladder is a clear progression or development path for an individual to travel through within company. Career ladders help retain staff by providing an incentive to keep moving forward -- if they see a clear reward (i.e., Staff can feel cared for because the company is investing in them.

Hiring 133

Hiring Lead Rank Lead Scoring Salary 133