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

BuzzBoard

DECEMBER 8, 2023

Plus, the intricacies of scaling up a sales team to an enterprise-level size introduces entirely new categories of operational and management headaches unseen in smaller outfits. Meanwhile strategic partners and sales engineers float adrift, never quite syncing resources to capitalize on fleeting regional opportunities.

Scale 89

Scale Infusion Face-to-face Analysis 89

Hubspot Sales

MAY 9, 2022

Clarify how your reps will be compensated. Compensation is the most fundamental, powerful incentive for reps to perform. If you want to get the most out of your team, they need to know how they're being compensated — with respect to base salary, commission, and any other financial incentives you might be offering them.

Lead Rank 98

Lead Rank Sales Qualified Lead Lead Scoring Leads 98

Score More Sales

APRIL 26, 2013

Lack of leadership support for adoption – success of CRM must tie in with sales methodology and process. I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions.

CRM 179

CRM SugarCRM Guidelines Face-to-face 179

SBI

OCTOBER 25, 2017

Managers surveyed by the Sales Management Association rated coaching as the number one most important activity based on impact to sales effectiveness. And they ranked it higher than lead generation, compensation, and sales methodology. Why is that? According to the same survey, they said they were just too busy.

Lead Rank 139

Lead Rank Lead Scoring Hiring Analytics 139

MEDDIC

MAY 17, 2020

No, not because we are MEDDIC Academy , you should do so because it’s a must for many sales jobs. They use MEDDIC as a sales methodology. MEDDIC is the most popular sales qualification methodology and qualification is the most rewarding part of a sales process. Impressive, right? No surprise though.

Hiring 52

Hiring Oracle Microsoft SAP 52

Sales Hacker

DECEMBER 21, 2017

As the volume of business information exploded, sales ops has evolved into a more powerful data analysis and reporting unit that can provide critical insight on the following areas: Sales Process Optimization. Evaluation of Sales Team Training Needs. Assessment and Adoption of Sales Methodologies. Operations.

Sales Operations 87

Sales Operations Top of Funnel Hiring Scale 87

Mereo

APRIL 2, 2020

Sales Methodologies Awry. Leadership can establish the “best-practice” sales methodology for your particular organization — but when this is not formalized or reinforced by the leadership team, the result is often a bedlam of miscommunication, missed opportunities and frustration for leadership and salespeople alike.

Sales Operations 45

Sales Operations Revenue Territories Compensation 45

SBI Growth

APRIL 10, 2013

I’m conducting a workshop on SBI’s Topgrading for Sales methodology. The goal is to help CEOs find better sales people. Topgrading for Sales takes the guesswork out of hiring. This phase is about defining ‘A’ player sales talent. Begin by calculating your recent cost of sales mis-hires.

Hiring 276

Hiring Sales Talent Small Business Small Business 276

Pipeliner

SEPTEMBER 24, 2018

It’s a good business practice to scale up administrative and customer service teams as you scale up Sales; by doing so you ensure selling productivity and seamless day-to-day operations. If that’s not an option for the moment, you could alternatively focus on making existent sales reps more productive before enlarging the team.

Scale 56

Scale Hiring Compensation Incentives 56

Miller Heiman Group

FEBRUARY 27, 2020

It’s hard out there for your average sales manager. Sales trends like ever-expanding buyer expectations, changing sales methodologies and nonstop transformation initiatives have coalesced to make their role more challenging than ever. Close the Gaps to Transform Sales Management. Only 35.6%

Hiring 96

Hiring Sales Management Company Ideal Customer Profile 96

Hubspot Sales

OCTOBER 20, 2020

They're always learning — looking to incorporate any tactics that could help them grow and progress as sales professionals. That could mean something like trying new messaging on sales calls or transitioning to a more customer-centric sales methodology.

Commission 102

Commission Incentives Incentive How To 102

Partners in Excellence

JUNE 5, 2019

We have all sorts of sales methodologies, each slightly nuanced, but that do fundamentally the same things. Commissions: As part of his delighted customers discussion, Brian talks about discovering the need to change how sales people are measured and compensated. I’m seeing interesting new models.

Top of Funnel 91

Top of Funnel Funnel Lead Rank Commission 91

SBI

JANUARY 28, 2020

Their teams are complaining about their compensation plans, unrealistic quotas, and the fact that they need engineering to put one more feature in place so they can make that big sale they are counting on for the quarter. Coaching skills for sales managers. Sales technology. Sales methodology. Demo skills.

Sales Enablement 131

Sales Enablement Sales Management Coaching Engineering 131

Showpad

MAY 7, 2020

The main task of sales ops is to establish the foundation of your selling system, otherwise known as your sales engine. Sales ops defines items, such as your coverage plan, your territory and account model, and your sales process, ideally including sales methodologies, cadences and forecasting procedures.

Sales Enablement 134

Sales Enablement Lead Rank System Buyer Persona 134

Understanding the Sales Force

APRIL 4, 2024

Sales Forecasts How Better Accountability Causes Sales Performance to Increase Snowstorm & Weather Apps Explain Why 75% of Sales Forecasts are Wrong Lowering Resistance/Objections Is Excuse Making Actually the Biggest Obstacle to Increasing Sales?

Hiring 149

Hiring Sales Leadership Sales Forecasts Forecasting 149

SBI

OCTOBER 23, 2013

Jim Ninivaggi, Service Director of Sales Enablement Strategies at SiriusDecisions uses a football analogy. With this, he explains the differences between a sales process, and sales methodologies and models. The sales process consists of the football field.

Quota 131

Quota Sales Process Face-to-face Sales Methodology 131

BrainShark

MAY 31, 2023

According to Sales Enablement Pro, “Prioritizing competency is necessary for sellers to keep up with the pace of rapid change in the modern selling environment.”

Hiring 62

Hiring Sales Talent Scale Sales Enablement 62

Pipeliner

OCTOBER 12, 2019

Far too many sales forces are divorced from the responsibility of business: to make a profit. This happens regularly in companies compensated only on revenue, not on margins. If a sales force isn’t compensated for profit, they focus on easy-to-win revenue. I’m Talking to All of the Right People.

Margin 68

Margin Compensation Discount Coaching 68

Hubspot Sales

JUNE 28, 2019

Download Our Free Sales Conversion Rate Calculator and Guide. 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 95

Sales Operations Hiring Lead Rank Territories 95

The Brooks Group

FEBRUARY 12, 2020

If successful, the company will be rewarded with larger sales, larger reorders, a higher product volume, with less work than servicing a lot of smaller accounts. You’ll be battling against incumbent vendors and larger competitors, and struggling to scale your sales methodology while trying to find the right decision-maker to approach.

Account 72

Account Scale Decision Maker Harvest 72

Highspot

JANUARY 31, 2020

What about your sales communications or competitive research? Or your sales methodology? Once in place, you can measure the closed-loop impact of your enablement initiatives, continue to optimize them, and fully deliver sales excellence. Does your compensation model encourage ethical behavior?

Lead Rank 98

Lead Rank How To Sales Enablement Analytics 98

Sales Hacker

MAY 26, 2021

If you love seeing results and helping sales teams get paid, focusing on performance and sales incentives is up your alley. This function supports the implementation of sales methodologies and best practices. SPIFFs and accelerators are a fun way to encourage your sales teams and put money in their pockets.

Sales Operations 60

Sales Operations Top of Funnel Lead Rank Hiring 60

Miller Heiman Group

OCTOBER 22, 2019

In this post, Kathy Venincasa, one of our inaugural Miller Heiman Group Icons and a sales forecasting master, discusses what she sees as the top four sales operations best practices. In every aspect, sales operations combines two things I love: sales performance and data analytics.

Sales Operations 52

Sales Operations Hiring Forecasting Sales Forecasts 52

Sales Hacker

JUNE 14, 2018

In general, it will take a new team around 90 days to learn your value proposition, hone their pitch, create sales sequences , build a pipeline, and begin to deliver results. . This gives sales reps stake in the relationship and incentive to deliver results. Have processes in place that drive quota attainment with predictability.

Outsourcing Services 57

Outsourcing Services Hiring Sales Outsourcing Scale 57

Pipeliner

JUNE 14, 2018

Financial compensation doesn’t always drive successful salespeople. The skillset, whether sales methodology or sales process execution, is also essential but can be taught to the candidate that has the right mindset. Chances are, they are already doing well for themselves.

Hiring 69

Hiring Sales Qualified Lead Salary Webinar Metrics 69

Klozers

JUNE 5, 2014

. This flexibility combined with the maturing of sales organizations has resulted in a definite shift over the years by companies who had previously been using a Transactional Sales Methodology, and who have moved, or at least try to move, into a more Consultative Selling approach.

Consultative Selling 48

Consultative Selling Selling Skills Ideal Customer Profile Sales Methodology 48

Sales Hacker

MAY 16, 2019

Will you be happy with the compensation? ACTION ITEM: Make a “must have” list of qualities you’d love to see in your first sales job. Use a proven sales methodology. When it’s time to move on from that company, will you be SIGNIFICANTLY closer to your long-term career goals ? Is the product truly disruptive?

Hiring 93

Hiring How To Real Estate Call-back 93

Sales Hacker

SEPTEMBER 21, 2021

I took a different approach, respecting what was different and unique in that market, and finding a way to use proven sales methodologies and adapting it for that given market or culture. The other one is a group that I worked with, called Sales Benchmark Index. I found that to be so much fun.

Hiring 75

Hiring B2C Consumer Microsoft 75

Customer Centric Selling

OCTOBER 12, 2016

Senior executives of fledgling companies recruit “A” Players, luring them with stock options, aggressive compensation plans, minimal administrative red tape and built-in promotions if things go well.

Hiring 40

Hiring Compensation Forecasting Survey 40

Klozers

JUNE 10, 2014

. Furthermore the need to hit Sales Targets and pressure from Sales Managers only adds to the problem, and fuels the wrong Mindset. If Sales People were incentivized and compensated on how many Prospects they Disqualified, you can bet many of the problems would disappear.

BANT 48

BANT Prospecting Hotels Cold Calling 48

SBI Growth

NOVEMBER 21, 2019

Every year, thousands of companies spend millions of dollars on sales kickoff (SKO) events. You are likely one of them. What is the best strategy for communication across the executive team so you can drive the most value out of.

ROI 218

ROI Strategy Company Hiring 218

Customer Centric Selling

DECEMBER 20, 2016

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. I remember my first year as a salesperson, the only thing that changed for me on January 1 st was the date, my sales compensation plan, and the amount of revenue I was being asked to generate over the next twelve months.

Revenue 40

Revenue Territories How To InsideView 40

Altify

JUNE 18, 2018

We clearly had a great solution fit, a combination of enterprise sales methodology and intelligent software that would uniquely meet the requirements of the customer. We felt that we were probably a little more expensive than the competitor, but that the extraordinary value we could deliver would compensate for that.

Customer 40

Customer Decision Maker Follow-up LinkedIn 40

Salesmate

JUNE 4, 2021

Sales isn’t the same as it used to be. And with this change in technology, advancements in sales methodologies have also taken place. One such practice is that of providing sales incentives to the salespeople. What are sales incentives? Is it enough to offer pure cash rewards to every sales representative?

Incentives 105

Incentives Incentive Compensation Motivation 105

The Ultimate Sales Executive Resource

AUGUST 2, 2011

These executives are often not even aware that a sales methodology with specific templates is installed. Admittedly due to the higher compensation, the working hour of an executive is much more expensive than the hour of an individual contributor. The question then is if executive power or economics win.

Hiring 45

Hiring Report Training Sales Methodology 45

Mindtickle

NOVEMBER 20, 2023

Compensation structure HR should communicate a rep’s compensation structure during the hiring process. However, it’s also important to incorporate information about compensation structure in your sales playbook. Sales methodology In the world of sales, there are myriad sales methodologies.

Ideal Customer Profile 52

Ideal Customer Profile Sales Methodology Face-to-face Hiring 52