The Spiff Blog

MARCH 2, 2023

Whether you’re a regular follower of the Spiff blog or a first-time visitor, we’re excited to have you here for the latest edition of our Meet the Team series. After graduating, Samuel’s interest in building models and solving complex problems led him to start his career in software finance and sales operations.

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Meeting Engineering Travel Face-to-face 75

The Spiff Blog

JULY 13, 2023

Welcome to the next installment of our Meet the Team series. Ali Schurman, Customer Support Tech Meet Ali! Lulu is a highly energetic person who loves challenges, meeting new people, and working in teams. After meeting some family friends who were software engineers, Jacob found himself wanting to learn how to write software.

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Meeting Travel Fashion Sports 71

Hubspot Sales

JULY 22, 2020

But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. In reality, sales professionals and managers need to have access to the best available sales planning tools to help them boost sales productivity and close more and bigger deals.

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Tools Closing Territories Hubspot 113

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

Hubspot Sales

NOVEMBER 1, 2018

You find the best small business accounting software to meet your budget and needs. If you’re just starting this search, it won’t take long for you to discover the accounting software landscape is a packed one. So, I’ve put together a list of the best accounting software just for small businesses. App: iOS | Android.

Small Business 108

Small Business Small Business Software Software 108

The Spiff Blog

AUGUST 22, 2023

For maximum efficiency, the tools that make up your RevOps tech stack— including CRMs, sales enablement tools, analytics and reporting platforms, and so on— must offer the necessary automation and customization capabilities to support agile RevOps strategies. Maybe a tool no longer aligns with current workflows.

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Strategy Compensation Commission ROI 74

Xactly

JANUARY 2, 2019

The sales planning process can become quite complex, especially when it comes to designing sales compensation plans. Ultimately, the new compensation and incentive plans must successfully motivate the right sales behaviors to achieve goals, all while driving growth. Meet The Expert – Robert Walters, Commissions System Manager.

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Compensation Incentives Incentive Commission 69

The Spiff Blog

SEPTEMBER 7, 2023

These pillars include organizational alignment, robust reporting, ongoing professional development, incentive compensation, and sales enablement. Creating the perfect sales compensation plan isn’t easy. Research sales compensation benchmarks to ensure your rates are comparable.

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Incentives Incentive Scale Compensation 83

Sales Hacker Training

NOVEMBER 21, 2022

And then, there are inside sales tools… The human element of sales will never go away — that’s a fact. There are thousands of options when it comes to software for sales that promise to make your life easier as a sales professional. Fortunately, we’ve been tinkering with many of these inside sales tools for quite a while.

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Sales Tools Tools Ideal Customer Profile Lead Rank 52

Xactly

APRIL 9, 2018

Building a successful sales compensation plan carries an incredible amount of responsibility for compensation planning teams. Finding the right mixture of compensation requirements is no easy feat, but luckily, it doesn’t have to be a time-consuming task. Meet The Expert – Helen Rendos, Wolters Kluwer.

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Compensation Incentives Incentive Commission 70

Hubspot Sales

APRIL 5, 2023

Table of Contents Sales Career and Salary Stats The Buyer’s Journey Lead Generation Stats Sales Software Stats Sales Careers and Salary Stats Practically every business in every industry needs salespeople. Outside sales representative positions include some travel time to meet with buyers and pitch products.

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Ideal Customer Profile Salary Hiring Lead Rank 116

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. Who: Robert Felberg.

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Compensation Incentives Incentive Lead Rank 40

Nutshell

JANUARY 14, 2020

Software-as-a-service (SaaS) refers to any cloud software product that a company hosts and makes available to customers over the Internet, rather than offering it as a download onto their computers or mobile devices. Essential Software Tools for SaaS Sales. By Cody Slingerland and Ben Goldstein. What Is SaaS Sales?

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Paid Content Lead Rank Commission Lead Scoring 127

Xactly

JUNE 27, 2018

Sales compensation plan can be a complex process. Those who work to create a plan for their company must develop a compensation process and incentive plan that will motivate the right sales behaviors to achieve goals, all while driving growth. Meet The Expert – Randall Lee – Allergan. Time in sales compensation: 4 years.

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Compensation Incentives Incentive Pharmaceuticals 52

Hubspot Sales

OCTOBER 2, 2019

Sales performance management tracking can provide valuable data enabling your organization to forecast future sales trends and employee compensation rates — particularly for commission-based compensation structures. Performance-based compensation. Did your employee meet expectations? 3 — Meets expectations.

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SAP Oracle Compensation Territories 124

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!

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Commission Scale Compensation Hiring 73

LeadFuze

JULY 7, 2023

We’ll also look at how technology can aid in managing your sales targets efficiently with tools like ClickUp’s Goals software and lead management systems. Tools like Google Analytics are your trusty sidekick, providing detailed reports to help you crack the case. So, why do we need these goal-setting strategies?

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Sales Goal Churn Incentives Incentive 52

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. Most organizations recognize that their sales commission process isn’t perfect.

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Commission Compensation Scale Report 80

Xactly

JUNE 27, 2018

Sales compensation plan can be a complex process. Those who work to create a plan for their company must develop a compensation process and incentive plan that will motivate the right sales behaviors to achieve goals, all while driving growth. Meet The Expert – Randall Lee – Allergan. Time in sales compensation: 4 years.

Compensation 45

Compensation Incentives Incentive Pharmaceuticals 45

Highspot

OCTOBER 11, 2023

Sales Planning They develop sales plans, strategies, and tactics to meet or exceed sales goals. Building and Leading a High-Performing Sales Team Only 31% of sales managers had strong confidence in their sales team’s ability to meet key business objectives. Quotas: Setting achievable quotas motivates reps and provides a clear target.

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Sales Management Strategy Lead Rank Lead Scoring 59

Xactly

MAY 7, 2018

Sales compensation is one of the most important components of sales planning. Sales operations and compensation professionals must compile a team to piecing together metrics and goals, which carries an incredible amount of responsibility. Meet The Expert – Padmaja Chavali, Palo Alto Networks. Who: Padmaja Chavali.

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Compensation Incentives Incentive Networking 49

SBI Growth

SEPTEMBER 30, 2013

The software never lives up to expectations. Here are the most common underutilized CRM system formats we see: The Pipeline Tool: Sales reps record projected deals and opportunities in the CRM. The software simply replaces an old spreadsheet forecasting system. They call with questions on meeting notes. The result?

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System CRM Compensation Pipeline 303

Close.io

JANUARY 7, 2020

While your sales team has sold enough units to register a strong financial performance, most of your reps are faltering at meeting one goal: their sales quotas. Appropriate compensation for beating sales quota will incentivize your reps to work at the peak of their energies and hit their numbers. Increasing your sales.

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Quota Meeting Forecasting Lead Rank 92

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!

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Incentives Incentive Compensation Commission 81

Hubspot Sales

APRIL 24, 2019

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. Will additional bonuses or incentives be a part of the compensation plan? Make your compensation and commission plan clear.

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Commission Salary Compensation Territories 127

The Spiff Blog

JUNE 20, 2023

If you approach compensation communication with clarity and precision, you’ll be able to quickly explain the numbers to this sales rep, thus earning their trust and cultivating a strong interpersonal relationship, while also alleviating their confusion.

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Account Commission Hiring Compensation 90

Zoominfo

MAY 9, 2022

But how should you go about evaluating these tools and what factors should you consider before you commit? Whether your sales team is one person or 100 people, there are limits to how efficient you can get without using modern software solutions. Why Do You Need a Sales Engagement Platform? It does not exist.”

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Scale Sales Automation Hiring ROI 130

Zoominfo

NOVEMBER 17, 2021

Evaluating the Value of Tools in Your Tech Stack Sales leaders say the focus on maximizing efficiency is likely to persist. Many companies expanded their tech stacks out of necessity during the early phases of the pandemic, with tools that once had limited utility becoming indispensable to a suddenly virtual workforce.

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Hiring SAP Call-back Maximizer 100

Xactly

SEPTEMBER 5, 2018

MBOs can be an extremely useful tool in addition to your sales commission structure because they give each rep individual goals to strengthen the overall sales organization. Download our "Guide to Sales Team Compensation" to learn how to compensate each sales role. Software Sales. How exactly do you do that? Fair enough.

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Examples Compensation Incentives Incentive 78

Hubspot Sales

SEPTEMBER 6, 2023

For eons, salespeople have been told to make more calls, send more emails, and take more meetings. My name is Beau Brooks and I’m the Global VP of Sales at Teamwork.com, a project management tool for client work. The tool they built ended up being such a huge success that the founders pivoted the agency to focus on the platform.

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Hiring Hubspot Forecasting Up-Sell 109

SBI

MAY 7, 2015

If you’re seeking smart tools to drive sales performance, I’ve got great news for you. We’ve just released our 3rd annual Top Sales Tools of the Year Guide. Use this guide if you want to learn about innovative tools designed for all kinds of sellers. See which tools we chose for: Mobile Sales Enablement.

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Tools Territories Compensation Inside Sales 50

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

Janek Performance Group

SEPTEMBER 5, 2023

A win-loss analysis can show if your products and services meet the needs of your customers. This means viewing their win-loss analysis as a vital tool in their ongoing assessment. Assure them you want the truth, and their answers will better enable you to meet their future needs. Was it timely and pertinent? Be generous.

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Analysis Decision Maker Scale Survey 62

SBI Growth

FEBRUARY 26, 2013

They know their rivals’ compensation plans. Overview: Beta Company provided a software product that was one of top 3 solutions within their small-medium business target market. F2F meetings to close. Problem: Customers started becoming more comfortable with the software, as it moved from “cutting edge” to “mature”.

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Competition Customer Lead Rank Top of Funnel 323

The Spiff Blog

SEPTEMBER 5, 2023

When your job is to design sales compensation plans , it’s easy to feel like you’re stuck in a maze of uncertainties. You care about getting a raise this year, and you also worry about your company’s overall performance, as the business’s success may play a factor in how every employee is compensated. Be specific, but not complicated.

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Influencer Commission Lead Rank Lead Scoring 86

Showpad

MARCH 3, 2020

Both operations and enablement strategies function to enhance the sales process, allowing sales managers to effectively lead and coach their teams and reps to meet their goals quarter after quarter. Establishing compensation plans. These tools include CRM and solutions for time, lead and prospect management.

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Sales Operations Sales Enablement Hiring Compensation 100

The Spiff Blog

AUGUST 11, 2022

A change of commission letter, although sometimes a legal requirement, is a tool used by employers to provide sales teams with written notice that changes are being made to how they earn money. These basics will serve as the foundation of your letter and as a reminder to employees about how you define and manage sales compensation.

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Commission Compensation Salary Remedy 77