The Spiff Blog

FEBRUARY 9, 2023

Quota planning impacts nearly every aspect of a business’s GTM motion and revenue function. 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.

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Hubspot Sales

OCTOBER 16, 2017

Sales compensation is one of the trickiest aspects of the sales organization to get right. Paying on profit vs. revenue. How sales compensation should work. A sales compensation plan operates from a basic principle: Money drives behavior. Here are some common ones: Primary goals: Grow revenue. Salary only.

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Xactly

NOVEMBER 15, 2018

When it comes to sales compensation planning, you can never start prepping too early, right? Sales managers and their reporting reps will have responsibilities in their roles, which means your compensation plans should be tailored to different roles. Constructing Commissions in a Sales Manager Compensation Plan. Build a Plan.

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Compensation Examples Sales Management Incentives 87

The Center for Sales Strategy

APRIL 28, 2021

Sales managers try various things to hit their targets: hiring more reps, reassigning territories, changing compensation plans… and more. Yet there’s one thing that most organizations have not tried, and when done correctly, you’ll see the growth and revenue performance you desire.

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Mindtickle

DECEMBER 7, 2023

And that’s the chaos that we’re seeing in the revenue technology space. You have content management systems, you have conversation and revenue intelligence tools, you have sales engagement tools for SDRs, and you have sales forecasting. But then you also have sales, onboarding, and training.

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Xactly

DECEMBER 12, 2018

In today’s post, I’ll talk about territory planning. Territory planning represents the foundation of sales performance management (SPM). You must have the right territory design in place to accurately allocate quotas. Accurate quota allocation impacts your team’s ability to achieve their anticipated incentive compensation.

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Xactly

JANUARY 7, 2019

The start of a new year comes with a new sales plan—and that means you must reassess your sales capacity needs , align and balance sales territories , and create a sales incentive plan that drives sales performance. Enter sales compensation planning. The Importance of Sales Compensation Planning.

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Xactly

JULY 5, 2018

When it comes to sales compensation planning, you can never start prepping too early, right? Sales managers and their reporting reps will have responsibilities unique to their roles, which means your compensation plans should be tailored to different roles. Things to Consider in Compensation for Sales Management: Find your Leaders.

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Hubspot Sales

FEBRUARY 28, 2018

When it comes to recruiting, hiring, and retaining great sales talent -- few things are more persuasive and important than maintaining a competitive sales compensation plan. Pay too much and your salespeople will get complacent and stop growing revenue. Sales Compensation Plan Tips. Think twice before assigning full commission.

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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.”. View Webinar.

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Xactly

OCTOBER 10, 2018

You need to start pulling together internal data from your incentive compensation management system, data from your CRM, and finally, information from financial teams on profitability and product revenues. Are you an Xactly Insights customer using empirical data to benchmark your incentive compensation? Watch Webinar.

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Sales Hacker

DECEMBER 9, 2022

Regardless of your revenue goals, if you can be faster and more effective at your sales planning practices, you will give your sellers a competitive advantage. Start your sales planning efforts with account segmentation to fill your territories with fruitful opportunities and increase your sellers’ ability to hit quotas.

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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.

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SBI

MAY 7, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Performance and Compensation. Territory & Account Planning. The revenue you book – this year and next – hangs on your team’s ability to move deals through the pipeline efficiently and consistently.

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SBI Growth

FEBRUARY 5, 2014

Are the compensation mechanisms driving the right behaviors?" To make your assessment easy, SBI has created a 10-point Compensation Inspection tool. Read on to understand the mechanics of effective sales compensation. How Important is Compensation? Too many companies treat sales compensation as a once-a-year review.

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Compensation Territories Hiring Commission 288

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.

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Mereo

APRIL 2, 2020

Sustainable revenue performance ensures your organization is meeting its goals and finding its success not just here and now but into the future. Yet achieving profitable revenue year after year is no simple task. Yet with a well-oiled revenue engine, any challenges you come up against will be mitigated or side-stepped altogether.

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Xactly

AUGUST 23, 2018

Sure, you know you need ICM to handle accurate and timely payments, but do you really need automated sales territory planning as well? Although automating technology for territory design can increase your sales up to 20 percent, territory planning is often categorized as a luxury in SPM—instead of as the necessity it is.

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SBI Growth

JULY 14, 2013

Many variables influence making your revenue goals. However, without setting up the right performance conditions, revenue goals won’t be met. Territories : The field of play. Are territories designed to maximize growth balanced with efficiency? Are you holding back performance based on territory design and assignment?

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SBI Growth

AUGUST 3, 2018

And based on current performance, your organization will narrowly miss its year-end revenue targets. It is approaching the end of September. Your sales organization has just missed plan for a third straight month. You hope it’s only a narrow miss.

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Sales and Marketing Management

OCTOBER 22, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. There is a direct and compelling link between frontline sales manager effectiveness and topline revenue performance.

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Sales and Marketing Management

JANUARY 23, 2020

Finding and hiring the right kind of people with the right mix of skills, developing a compensation plan, identifying training needs and aligning everyone with business goals can all be daunting. . . When it comes to sales organizations specifically, those goals should include supporting and growing your customer base to increase revenue.

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SBI Growth

OCTOBER 18, 2012

Total compensation, benefits, company financials and market position, for example. The company is making significant changes to your compensation plan. You’ve had average results recently because your territory is a real dog. Are the best performers given the best territories? What territory will you get as a new hire?

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Sales Hacker

DECEMBER 12, 2017

With increasing focus on grit and many claims of meritocracies in organizations across the country, why does variable pay compensation even exist? On top of that, why are sales people some of the few employees subject to variable compensation structures? What is Variable Pay Compensation Anyway? Refine & Improve.

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Xactly

AUGUST 8, 2018

Sales and Finance leaders typically deal with limited insights, convoluted systems, and employee demands wherever compensation is concerned. welcomed Erik Charles, VP of Strategic Marketing at Xactly, and Nandini Ramaswamy, VP of Global Sales Compensation Design and Operations at Salesforce, to the panel. Incentive Compensation.

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SalesLoft

OCTOBER 30, 2018

According to Gartner, companies will miss at least that amount in “lost opportunity” revenue. This is dollars left on the table due to ineffective processes for “defining, assigning, and managing territories, quotas, and incentives and compensation plans.”. Compensation Tied to Funnel Stages.

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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.

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OpenSymmetry

JANUARY 27, 2016

A critical element that is relatively new is territory optimization and we will examine the case for this in this article. The territory optimization and alignment element of salesforce effectiveness is vital for three reasons. Poor or excessive customer coverage if territories are too small, leading to missed revenue.

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SBI Growth

SEPTEMBER 21, 2018

“Hello 2019, we’ll be right with you!”. Most of my clients have been in non-stop planning meetings since mid-August and earlier. Long days of adjusting and readjusting budgets and expectations. New tools make the process easier, however the resource allocation decisions.

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Pointclear

SEPTEMBER 12, 2018

Most sales managers will tell you it involves three fundamental steps: Hire the best-qualified candidates; train them; and compensate for results. There are three additional steps that more savvy sales leaders know make the difference between a mediocre sales team, and one that consistently generates the deals needed to achieve revenue goals.

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The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. The other is to ensure you have the right people in the right territories.

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Pointclear

MAY 14, 2018

Compensation Adjustments. Changes in compensation, especially done mid-year, often lead to disruption. Territory Adjustments. Salespeople expect there may be territory adjustments at the beginning of a year. It can be a temporary time suck for the entire territory, disrupting sales for 3-6 months. See item 5.

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SBI Growth

DECEMBER 5, 2013

With focus, Sales Ops leaders can positively impact sales revenue and costs. Don’t do a territory redesign project without knowing exactly who you’re targeting. Sales Structure and Sizing – Here’s where both revenue attainment and cost reductions converge. Again, this has both cost and revenue implications for you.

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Xactly

JANUARY 18, 2019

Your sales commission plan is a portion of your sales compensation plan. When it comes to designing sales compensation plans , there are many factors that can affect the success of your plan. When it comes to designing sales compensation plans , there are many factors that can affect the success of your plan.

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The Spiff Blog

OCTOBER 6, 2022

Wherever you find your company on the proverbial path to success, chances are you’ve had to tweak your sales commission structure to match the stage your business is in, and for the type of business you’re in, to keep sales reps motivated and continuing to generate revenue. What are you trying to achieve with this compensation plan?

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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. Their areas of expertise include compensation planning and territory management.

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SBI Growth

FEBRUARY 5, 2014

Are the compensation mechanisms driving the right behaviors?" To make your assessment easy, SBI has created a 10-point Compensation Inspection tool. Read on to understand the mechanics of effective sales compensation. How Important is Compensation? Too many companies treat sales compensation as a once-a-year review.

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Compensation Territories Hiring Commission 120