Sales Hacker

OCTOBER 19, 2022

Sales compensation planning can be a tricky beast to tame — but know that you’re not alone. I asked 12 incredible sales leaders across the SaaS industry to share their biggest challenges with comp planning and how to overcome them. Related: New to sales compensation planning? Top 10 sales compensation challenges.

Compensation 94

Compensation Lead Rank Commission Engineering 94

The Spiff Blog

NOVEMBER 22, 2022

If you’re currently creating sales comp plans for the new year and are struggling to come up with compensation plans for your sales engineers, you’re not alone. In fact, compensation planning is something many leaders struggle with. Sales engineers are the unsung hero and fly under the radar.

Engineering 71

Engineering Compensation Commission Motivation 71

Sales 2.0

OCTOBER 25, 2021

If you know someone that runs a business with a sales team, or they lead the charge themselves, have them take a look at the areas below for ways they can increase their sales. Improving even one of these areas could take their sales to the next level. Sales process efficiency. Sales time sucks.

Territories 396

Territories Compensation Scale Decision Maker 396

Sales Hacker

OCTOBER 7, 2022

Scott Barton, Varicent’s VP of Industry Solutions & 20-year sales compensation industry pro, attended WorldatWork’s 2022 Sales Compensation Conference. Despite these advances, few industry pros currently use predictive or prescriptive analytics for determining sales compensation plan effectiveness.

Compensation 76

Compensation Conference Trends Incentives 76

The Spiff Blog

SEPTEMBER 1, 2022

If you’ve worked in sales, revenue operations, or finance for any amount of time, I don’t have to tell you how important sales compensation is. You already know the right sales compensation plan can motivate your team, improve their performance, and boost overall job satisfaction. Insurance Sales Agents: $50,600.

Compensation 81

Compensation Salary Incentives Incentive 81

SBI Growth

OCTOBER 6, 2013

This post is for Sales and HR Leaders planning 2014 Sales Compensation. It provides a number of common Sales Compensation complaints. I also discuss some underlying causes of the complaints that may not be compensation-related. It describes over 10 complaints Sales forces have on sales comp.

Compensation 293

Compensation Territories Incentives Incentive 293

SBI Growth

SEPTEMBER 9, 2013

Each year, HR professionals pay for benchmark compensation data. This post is for HR and Sales leaders who want more. It also includes a Competitive Compensation Analyzer to identify your unique situation. Poor Compensation Drives Turnover. In today’s environment, “A” player sales talent is more informed than ever.

Compensation 288

Compensation Competition Salary Social Media 288

LeadFuze

JULY 4, 2023

Understanding how to compensate structure real estate teams is a critical aspect of running a successful agency. A successful real estate agency requires a well-conceived compensation structure to attract the top talent and motivate them to do their best, resulting in increased profitability. How do splits work on a real estate team?

Real Estate 52

Real Estate Compensation Commission Hiring 52

Sales Hacker

APRIL 19, 2022

In this article, I’ll outline the principles of compensation design , how to build sales compensation plans , and include resources to set OTEs and quotas that keep your reps happy and hungry for more. Why Sales Comp Planning is Key to Rep Retention. Who should be responsible for sales compensation planning?

Compensation 86

Compensation Retention Hiring Commission 86

Sales Hacker

SEPTEMBER 27, 2022

In this episode of the Sales Hacker Podcast, we have Scott Barton , VP of Industry Solutions at Varicent. He’s an expert in the sales world, particularly in revenue operations and incentive compensation. Join us for a great conversation about driving the right behaviors within your sales team. powered by Sounder.

Compensation 80

Compensation Incentives Incentive Quota 80

SBI Growth

AUGUST 29, 2012

If you’re allowing the HR team to drive Sales Compensation strategy and design you could be making a serious mistake. This is about making sure your sales goals are clearly represented. The VP of Sales must own the decision on who will be determining sales compensation. Sales Compensation Assessment.

Compensation 257

Compensation Penetration ROI Distribution 257

SBI Growth

OCTOBER 20, 2012

HR leaders, get ready for the 2013 Sales Kickoff by fixing the flaws in your compensation plan today. Read this post to reframe what may be disguised as a compensation problem. And get your hands on a Competency Grader for compensation assesement providers as part of SBI's "Make The Number 2013.". Hold on for a moment.

Compensation 267

Compensation Incentives Incentive Lead Rank 267

SBI Growth

OCTOBER 29, 2012

This post will help you test a redesigned sales compensation plan to ensure cultural fit. Plus, you’ll find advice on compatibility with other sales effectiveness drivers. Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan. HR even brought in an expert compensation firm.

Compensation 253

Compensation Hiring Incentives Incentive 253

Braveheart Sales

JUNE 29, 2021

While the compensation plan is one piece of the puzzle, it is incumbent upon the manager/leader to understand what really will inspire the salesperson to achieve or even over-achieve. Let’s also assume that the salesperson requires a certain level of compensation to reach their goals. Accountability Planning.

Compensation 64

Compensation Account Salary Motivation 64

SBI Growth

SEPTEMBER 30, 2012

When sales reps think about their compensation, the first thing they ask is “How can I make more?” Today’s post will give you a tool to decide if your comp plan is built to keep top players on board or push them out to a new job. Great companies attract and retain "A" level sales performers. Should I Stay or Should I Go?

Compensation 288

Compensation Incentives Incentive Retention 288

Sales Hacker

JULY 14, 2023

Do you have any suggestions for structuring an incentive package to optimize for sales/revenue efficiency?” Kyle Norton , SVP Sales & Partnership at Owner: I don’t actually think it makes a ton of sense to build this into a comp plan. I sometimes see companies put a large % on closed won revenue and I’m not a fan. Appreciate you.

Incentives 52

Incentives Incentive Compensation Hiring 52

The Spiff Blog

JANUARY 12, 2022

Compensation strategy is a core factor that plays a role in any business’s ability to be successful. Often, when “bigger” issues arise, we tuck our compensation strategy away in the back of our minds and promise to revisit the topic when we have the time. Applying this Model to Your Sales Compensation Strategy.

Compensation 52

Compensation Strategy Salary Commission 52

Braveheart Sales

DECEMBER 10, 2020

The end of the year is when many leaders tend to consider transforming their sales compensation plan since a new year equals making a fresh start. If you are a leader contemplating changes, I would suggest that a real purpose be at the core of any new compensation plan. It leaves a lot of sales performance to chance for one.

Compensation 52

Compensation Hiring Motivation Incentives 52

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.

Incentives 78

Incentives Incentive Compensation Webinar Metrics 78

Score More Sales

DECEMBER 23, 2014

What used to be a one-way road – a sales person “telling” potential buyers what to buy, is now a two-way, busy street where buyers find their own information and need us in sales to offer specific insights and stories – and paint a vision of the future – to help them know if the information they have is right for their scenario.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

A Sales Guy

SEPTEMBER 23, 2019

Sales is suffering from 9 brutal ills: Number 5 in this 9 part series. Not enough salespeople understand the game/rules of sales. Too much reliance on selling tools. “Welcome to the team,” said my new sales manager, as he dropped a giant yellow pages phonebook on my desk. The Bro Culture , . Lack of Coaching.

Sales Tools 108

Sales Tools Tools Cold Calling SalesForce 108

Janek Performance Group

MARCH 12, 2024

Many sales professionals often don’t receive the crucial tools needed for success right away. This may end up contributing to a lack of direction and belonging many sales professionals experience, and ultimately may negatively impact performance. While you’re at it, assess your other sales team members.

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

Hubspot Sales

JULY 22, 2020

Sales always has been, and always will be, about closing the deal. 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%. Sales Productivity Tools. HubSpot Sales Platform. Gamifier makes sales performance fun.

Tools 108

Tools Closing Territories Hubspot 108

Hubspot Sales

APRIL 27, 2021

This might not be all that mind-blowing to point out, but not all sales orgs are comfortably confined to their companies' corporate headquarters — operating under a group of managers that can come together to share stories over lunch every day. What does a territory sales manager do? Many businesses have too broad a reach for that.

Territories 110

Territories Compensation Trade Show Salary 110

SBI Growth

MARCH 26, 2018

A new sales comp plan should seek to (a) attract and retain top sales talent, (b) motivate productive sales activity, and (c) remain within budget. One requirement of comp plans that is too often overlooked, however, is establishing and maintaining.

Compensation 176

Compensation Objections Sales Talent Motivation 176

Bigtincan

MAY 26, 2021

Good sales operations tools save time and increase productivity so sellers and sales operations managers don’t have to spend excessive time figuring out where to find specific product documents; going over questions about the latest pricing; figuring out what this month’s sales target is; or looking over endless spreadsheets to calculate the compensation (..)

Sales Operations 52

Sales Operations Tools Sales Process Compensation 52

Partners in Excellence

APRIL 25, 2017

I always worry when a conversation with a sales executive starts with, “We need to fix our compensation problem.” ” The ensuing discussion usually focuses on, “We aren’t meeting our numbers, we need to fix the compensation/commission system in order to make our numbers.”

Compensation 52

Compensation Lead Rank System Commission 52

SBI

MAY 7, 2014

You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. See which tools we chose for: Contract Management and eSigning. Performance and Compensation. InsideSales.

Sales Tools 139

Sales Tools Tools Revenue InsideSales 139

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?

Compensation 79

Compensation Hiring Incentives Incentive 79

SBI Growth

DECEMBER 5, 2012

Effective growth CEOs can balance working on short-term sales tactics and long-term business strategies. A theme emerged around how much time to spend “in” sales tactics. If you act as the de-facto VP of sales, you’re working in the business. Maybe the current sales leader isn’t your long-term player. A Tool for You.

Hiring 303

Hiring Sales Talent Tools Exercises 303

Xactly

JUNE 7, 2018

Incentive Compensation Management (ICM) solutions help companies manage their sales compensation plans and calculate commission payments. Today’s ICM solutions are aimed at optimizing more than just sales compensation, focusing on end-to-end sales performance management (SPM).

Compensation 60

Compensation Incentives Incentive Data 60

Xactly

MAY 16, 2018

The sales compensation planning process can be complex, and unfortunately, sometimes a headache. Luckily, with the right tools, sales operations can reduce the stress and time it takes to design, test, and implement a new compensation plan, and they can work to maintain and tweak the plan throughout the year.

Incentives 66

Incentives Incentive Compensation How To 66

The Spiff Blog

SEPTEMBER 7, 2023

As a sales leader, you already know that effective sales performance management isn’t just setting lofty sales targets and then pushing your team to achieve them. These pillars include organizational alignment, robust reporting, ongoing professional development, incentive compensation, and sales enablement.

Incentives 83

Incentives Incentive Scale Compensation 83

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. Time in sales compensation: 4 years.

Compensation 69

Compensation Incentives Incentive Commission 69

SBI Growth

FEBRUARY 5, 2014

The first monthly commission statements will soon be in your sales reps'' hands. This post is for Sales leaders and HR business partners. Are the compensation mechanisms driving the right behaviors?" To make your assessment easy, SBI has created a 10-point Compensation Inspection tool. is over $800B per year.

Compensation 288

Compensation Territories Hiring Commission 288

CloserIQ

OCTOBER 3, 2018

When it comes to benefits and compensation, transparency is an important – but challenging – goal to aim for. Good communication often leads to greater transparency, but also gives companies better tools for cases when transparency isn’t as viable. Being Transparent About Compensation. Here are some key recommendations.

Compensation 56

Compensation Benefit Salary Lead Rank 56

Your Sales Management Guru

NOVEMBER 28, 2016

Creating a Sales Compensation Plan for 2017. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans.

Compensation 0

Compensation Margin Hiring Commission 0