The Spiff Blog

AUGUST 19, 2022

Developing an effective sales compensation plan requires a lot of brain power. Too many organizations pull out the big guns to build comp plans, but fall short when it comes to clearly communicating compensation changes to reps. Document your current sales compensation processes. Let’s dive in!

Incentives 81

Incentives Incentive Compensation Commission 81

Revegy

APRIL 21, 2021

You’ve all heard it before, 20% of your clientele is directly responsible for 80% of your revenue. It may be time to rethink compensation. One company had huge success by “basing compensation on [reps’] effort and behavior, not just on top-line sales.” Don’t leave wallet share on the table! It’s time to do a reality check.

Face-to-face 85

Face-to-face Compensation Webinar Metrics Motivation 85

Revegy

APRIL 21, 2021

You’ve all heard it before, 20% of your clientele is directly responsible for 80% of your revenue. It may be time to rethink compensation. One company had huge success by “basing compensation on [reps’] effort and behavior, not just on top-line sales.” Don’t leave wallet share on the table! It’s time to do a reality check.

Face-to-face 59

Face-to-face Compensation Webinar Metrics Motivation 59

The Sales Hunter

MARCH 8, 2013

For CEOs and other senior level people who are not directly responsible for sales but interact with them, you’ll find this weekly blog post essential reading to help you better understand the challenges of sales. Sales compensation: What works, what doesn’t. Role of the “Business Review” and the “Top-to-Top”. Sales is leadership.

Sales Leadership 174

Sales Leadership Hiring Small Business Small Business 174

Hubspot Sales

OCTOBER 3, 2017

2) Implement proper incentives for compensation. Usually, salespeople are motivated by money (among other things), so it makes sense to have compensation at the top of the list. The challenge with SDRs is that they’re not directly responsible for closing deals, so you can’t solely incentivize them on deals closed.

Scale 81

Scale Hiring Strategy Compensation 81

Pointclear

AUGUST 11, 2016

Some trends in the industry: Marketing’s mission includes direct responsibility for a higher portion of revenue. Depending on a marketing resource’s role and level, parts of compensation can be tied to performance metrics like overall revenue and deeper-in-the-funnel outcomes.

Cost per Lead 100

Cost per Lead Sales Qualified Lead Lead Generation Lead Rank 100

Sales Hacker

OCTOBER 29, 2020

Legendary direct response copywriter, Gary Halbert, always said, “delay is the death of a sale.”. One common way is to work out a deal where your company won’t receive full financial compensation until certain results are met. Create Urgency. You need to give a prospect a reason to act on the deal quickly.

Closing 88

Closing Guarantee Case Study Sales Qualified Lead 88