The Spiff Blog

FEBRUARY 24, 2023

Sales objections are a common occurrence during a typical sales cycle. Therefore, learning how to effectively handle objections is crucial to hitting goals, crushing sales quotas , and developing a successful sales career. Whether you’re new to sales or a seasoned professional, today’s post is for you.

Objections 80

Objections Hiring Face-to-face Buyer Persona 80

Hubspot Sales

DECEMBER 29, 2021

Incentives are natural motivators — and sometimes, some "natural motivation" is exactly what your salespeople need to perform to the best of their abilities. That's why several companies leverage something known as incentive compensation : the practice of offering financial rewards for professional excellence. Annual Incentives.

Incentives 95

Incentives Incentive Compensation Commission 95

Janek Performance Group

JANUARY 16, 2024

One common perk of a career in sales is the ability to earn more based on your own hard work and selling success. With salary, commission, bonuses, and other incentives, sales professionals often have options and feel in control of the compensation they receive, which can be great for motivation and fulfillment.

Compensation 118

Compensation Salary Commission Margin 118

Janek Performance Group

JUNE 7, 2022

Top sales reps are in high demand and the competition for hiring them can be fierce. It’s hard to spot a great salesperson before the interview process, and it’s even harder to convince great sales reps to join your team once you’ve found them. Top sales talent is in high demand. Include the Perks!

Sales Talent 62

Sales Talent Competition Hiring Marketing 62

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

Sales and Marketing Management

JUNE 29, 2020

Author: STEVEN KELLAM While government and business leaders around the globe debate when and how the economy will turn back on, waiting for the proverbial green light will be too late and your organization will immediately be at a competitive disadvantage. Leverage the right engagement tools to drive sales.

Engineering 156

Engineering Revenue Incentives Incentive 156

Pipeliner

MAY 9, 2023

In business, a successful sales team can make all the difference. Creating high-performing sales reps means supplying them with everything they require to reach their objectives, from motivation and professional growth. Building a successful sales team requires the right talent, strategy, and leadership.

Hiring 98

Hiring Strategy Social Media Incentives 98

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

BuzzBoard

FEBRUARY 25, 2024

Understanding the Importance of Motivating a Small Business Sales Team Motivating a small business (SMB) sales team is paramount for sales success. It fuels the continued operation of a small business, yielding significant results, and clinching the company’s position in a fiercely competitive market.

Motivation 52

Motivation Small Business Small Business Incentives 52

Highspot

FEBRUARY 25, 2024

Sales operations teams frequently encounter hurdles such as juggling too many tasks, outdated procedures, insufficient data management, and communication breakdowns. When sales performance starts slipping, it’s a call to action for a sales operations strategy makeover. As a result, data silos emerge.

Sales Operations 52

Sales Operations Forecasting Incentives Incentive 52

Highspot

OCTOBER 11, 2023

Effective sales management is the core of any successful business. Read on as we break down why strong sales management matters, along with proven strategies to achieve it. It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

LeadFuze

DECEMBER 31, 2021

What is a Sales Objection? When we think about objections, the first word that comes to mind is no. An objection can be expressed in a number of ways but it all boils down to when you’re not able to satisfy what they want. Need Help Automating Your Sales Prospecting Process? Just to give you an idea.

Objections 52

Objections Hiring How To Face-to-face 52

Sales Hacker

AUGUST 20, 2020

Sales contests are a great way to get your reps hustling and keep their heads in the game. But if you’re only leveraging them for short-term results, you’re majorly underestimating the heavy lifting they can do for your team, your sales org, and ultimately, your bottom line. Why Sales Contests? Get specific. Engage the team.

Incentives 103

Incentives Incentive Competition Distribution 103

PandaDoc

OCTOBER 30, 2023

Gamification took the sales industry by storm in the latter half of the previous decade — and with good reason. Research has shown that there are huge benefits to gamifying your sales process, including better worker productivity and retention when it comes to learning new things. Let’s jump in! People love to play games.

Sales Process 52

Sales Process Incentives Incentive Hiring 52

The Brooks Group

JUNE 11, 2017

Competitive by nature, salespeople will be intrinsically motivated to climb to the number one position. By adding in a few carefully selected sales incentives, you can capitalize on this competitive streak and really get your team to race full speed towards sales goals. Tangible Sales Incentives.

Incentives 40

Incentives Incentive Motivation Hotels 40

LeadFuze

JULY 7, 2023

Knowing how to set sales goals is a crucial skill for any business owner, sales manager or marketer. But setting effective sales goals involves more than just choosing an arbitrary number. Additionally, we will discuss the SMART methodology for setting specific, measurable, achievable, relevant and time-bound objectives.

Sales Goal 52

Sales Goal Churn Incentives Incentive 52

BrainShark

JUNE 28, 2023

Why sales coaching matters — a few key points Knowledge retention Sales coaching activities add an interactive element to learning and are an excellent way to ensure knowledge retention and evaluate whether reps can “play back” what they learned in their training. Revenue At the end of the day sales coaching delivers ROI.

Sales Coaching 62

Sales Coaching Coaching Scale Hiring 62

Growbots

APRIL 11, 2018

If salespeople got a dime for every time they heard that, they wouldn’t need a job in sales. But there’s no need to panic when you hear a price objection. In fact, a price objection can actually be good news — it may mean the buyer is serious about making a purchase and is just trying to negotiate a lower price.

Objections 65

Objections Negotiation Incentives Incentive 65

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.

Compensation 90

Compensation Incentives Incentive Commission 90

Sales and Marketing Management

MAY 20, 2019

The company, which has been named one of the best places to work in Georgia by Georgia Trend Magazine, incorporates education, contests and incentives into its benefits program, adopting a holistic approach to helping workers be happier and healthier. Stress reduction has become a common objective of workplace well-being efforts.

ROI 257

ROI Incentives Incentive Study 257

Sales and Marketing Management

JULY 21, 2019

Author: Lauren Boutwell As the field of sales enablement has evolved and matured, so, too, have its supporting technologies. Accordingly, video coaching has become a popular tool for driving readiness in sales organizations of all sizes and across industries. How would you respond to these common objections?” “How million words.

Coaching 241

Coaching Video Hiring Trade Show 241

SBI Growth

MARCH 29, 2013

B2B Sales Reps compete with their peers for sales support resources. Good Sales Reps consistently secure these resources and create their own virtual teams. You can cash in on Social Debt to build your virtual sales support team. The Sales and Support Relationship. Sales Reps have a sense of entitlement.

B2B 293

B2B Incentives Incentive Commission 293

The Brooks Group

JUNE 11, 2015

Competitive by nature, salespeople will be intrinsically motivated to climb to the number one position. By adding in a few carefully selected sales incentives, you can capitalize on this competitive streak and really get your team to race full speed towards sales goals. Tangible Sales Incentives.

Incentives 40

Incentives Incentive Motivation Hotels 40

Sales and Marketing Management

NOVEMBER 20, 2017

Unfortunately, “agree to disagree” also is a common tack inside many companies when departments like sales and marketing can’t see eye to eye over one of the many things they really need to tackle together. Seldom are they formally linked to some corresponding mission on the sales team. Match up incentives.

Incentives 212

Incentives Incentive Policies Revenue 212

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. But wait – this new incentive compensation plan could flop.

Compensation 253

Compensation Hiring Incentives Incentive 253

Janek Performance Group

MARCH 2, 2022

On the surface, it’s easy to see products as the center of your sales strategy. You want to highlight their best features, compare to the competition, and price to make a profit. Unless your product is revolutionary, like the first smart phone, it’s only marginally different from the competition. Sales Coaching.

Strategy 117

Strategy Incentives Incentive Coaching 117

Hubspot Sales

MAY 9, 2022

Even the most seasoned, effective salespeople can struggle when hashing out how to lead a sales team. Taking the reins doesn't come naturally to everyone, and even born leaders might need a little guidance when transitioning into a sales management role. Compensation is the most fundamental, powerful incentive for reps to perform.

Lead Rank 98

Lead Rank Sales Qualified Lead Lead Scoring Leads 98

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

SendBuzz

APRIL 22, 2023

Rejection is an everyday reality, and the pressure to meet sales targets is looming over like a threatening beast. At the same time, a motivated sales team is a crucial ingredient for any successful business. At the same time, a motivated sales team is a crucial ingredient for any successful business.

Motivation 52

Motivation Competition Sales Face-to-face 52

Partners in Excellence

MARCH 6, 2024

.” They don’t need us creating a deadline incentive, “If you buy by the end of the quarter, we can give you a discount.” So they may not know there may be a better way to do things, or there may be a competitive threat, or that they have a problem and should change. ” They have their own deadlines.

Buyer 119

Buyer Incentives Incentive Discount 119

Anthony Cole Training

OCTOBER 13, 2014

I was first introduced to goal setting in sales when I was an insurance agent with National Life of Vermont. I never did write 100 lives but, based on the sales activity reporting I did every week, I should have. Towards the end of my career, I contracted with a sales trainer, Tom. You do the math. You do the math.

Sales Management 204

Sales Management SME Incentives Incentive 204

Zoominfo

MAY 13, 2018

It’s common knowledge that working in sales is hard. Yet—what most people don’t understand is the extent to which sales pressure can negatively impact an organization. In today’s post we explain the effects of sales pressure and provide ways to mitigate this stress productively. ” ( source ). ” ( source ).

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Understanding the Sales Force

JULY 22, 2014

Understanding the Sales Force by Dave Kurlan The Harvard Business Review finally published a relevant article that I agreed with! With all of that information about their past, how can you possibly gauge potential when hiring for your sales force? Trainable - whether or not the candidate has the incentive to change and adapt.

Hiring 236

Hiring Decision Maker Construction Incentives 236

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

Mereo

DECEMBER 7, 2017

Incentives and bonuses motivate sales professionals for good reason. But great sales leadership calls for more than monetary rewards. So, unfortunately, it is safe to say salespeople leave their job to get away from their chief sales officer. Encourage your entire sales team.

Incentives 40

Incentives Incentive SalesForce Sales Leadership 40

Zoominfo

DECEMBER 14, 2021

Sales plays an outsized role in driving growth at many organizations. Yet despite its importance, recent data suggests that sales as a profession is facing a looming hiring crisis. Data from ZipRecruiter indicates that sales vacancy listings are reaching unprecedented highs , up 65 percent to more than 700,000 listings as of July 2021.

Hiring 100

Hiring Face-to-face Sports Scale 100

Sales and Marketing Management

FEBRUARY 25, 2020

In short, more precision is better for rewards used with incentives, while less precision is better for rewards used with recognition. Incentives. Good incentives rely on high degrees of precision to generate motivation. This powerful device is optimal for the above-and-beyond incentives that are outside the commission plan.

Incentives 323

Incentives Incentive Motivation Travel 323