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

SBI Growth

OCTOBER 21, 2013

Sales Operations is responsible for creating that winning environment. The following insights are a primer for this in depth conversation. 80% of its sales team was outside sales reps. The Sales Operations team moved to reorganize the group. Incentive Programs. Resource Allocation.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

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.

Compensation 80

Compensation Incentives Incentive Quota 80

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. So glad you asked! About Spiff.

Compensation 81

Compensation Salary Incentives Incentive 81

The Spiff Blog

APRIL 11, 2023

Through research, conversations with women in sales roles, and analysis of commission data , we’re committed to shining a light on this complex and nuanced issue. We encourage our readers to continue to challenge their own thoughts and biases surrounding gender and sales, as this is an important conversation to have.

Commission 83

Commission Hiring Face-to-face Incentives 83

Sales Hacker

OCTOBER 7, 2022

WorldatWork’s sales comp conference is the premier event for sales compensation professionals. The conference provides education and certification, networking, and in-depth sessions focused on sales compensation, sales operations effectiveness, and sales analytics. Cool stuff!

Compensation 76

Compensation Conference Trends Incentives 76

The Spiff Blog

AUGUST 4, 2022

Fix, reorganize, and document the things within your control while you continue to have conversations with key stakeholders about investing more time and resources in the future of your comp programs. But, as we’ve shown you, there are solutions that can solve your primary pain points in both the short term and long term future.

Commission 69

Commission Compensation Incentives Incentive 69

DiscoverOrg Sales

MAY 4, 2017

Join DiscoverOrg CEO Henry Shuck and Justin Withers, VP of Product Management and Marketing, for a conversation about what drives high-growth companies. Watch the video here, or read through the conversation below. We also have a great sales operations head who’s helped tune all of those technologies.

Company 120

Company Conversion Outbound Video 120

Sales Hacker

JULY 14, 2021

The focus for Sales Operations (Sales Ops) is to support and enable sales reps to do their job effectively. This team brings a system to selling to the sales floor by providing clear sales processes, automating time consuming tasks, and deploying and upholding a sales methodology.

Top of Funnel 84

Top of Funnel Revenue Sales Methodology Territories 84

Sales and Marketing Management

MARCH 8, 2020

What are the incentives for B2B companies to invest in AI (other than their competitors may be doing so)? AI and improved customer conversations. For sales and marketing professionals, one of AI’s biggest benefits will be improving. the conversations they have and messages they present to prospective customers.

Top of Funnel 218

Top of Funnel Marketing Scale Lead Rank 218

Xactly

MARCH 22, 2018

Most of the time when I speak about the middle performers, it is because I am trying to convince a sales leader that there is value in focusing on the middle performers rather than explaining the sales incentive tools available to increase their performance. Why Focus on Motivating the Middle?

Compensation 64

Compensation Motivation Commission How To 64

SBI

OCTOBER 23, 2017

There are over 3,000 sessions scheduled—936 if you filter by role for sales operations or sales professional, and 179 if you filter by Marketing /ABM as a role. To help you with that mission, we’re naming our top 20 Sales Tech Twitter handles to follow during Dreamforce #DF17. DF17 Exhibitors.

Vendor 140

Vendor Hoovers Lead Rank Sales Qualified Lead 140

OpenSymmetry

FEBRUARY 7, 2017

Sales transformation is often a tricky process, especially when it comes to automating many of the back-end business processes in a sales organization such as planning and incentive compensation. Incentive Compensation Management (ICM) systems are faced with many of the same complexities as an ERP implementation.

Outsourcing Services 40

Outsourcing Services Vendor Compensation Incentives 40

OpenSymmetry

MARCH 16, 2016

The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. Gone are the simplistic days of sales reps simply “having a patch” to cover for selling their goods and services. The importance of crediting transactions in the Incentive Compensation process.

Territories 40

Territories Quota Incentives Incentive 40

The Spiff Blog

MAY 26, 2022

So, you’ve realized commission spreadsheets are actually evil, and that sales incentive software will vastly improve transparency, efficiency, and your personal sanity. There’s no shortage of sales commission software on the market, and when you factor in the massive operational differences, it’s a recipe for information overload.

Incentives 77

Incentives Incentive Software Software 77

Cience

OCTOBER 14, 2020

This metric is used to measure a sales team’s deliverables against a target set by the management team. This metric is also used to pay out incentives to sales reps based on their individual or team quota achievement. <double Let’s break down opportunity creation to email prospecting.

Lead Rank 98

Lead Rank Pipeline Top of Funnel Segment 98

Mindtickle

DECEMBER 28, 2023

Sales operations teams were once the unsung heroes of the sales organization. A recent Salesforce report found that 82% of sales professionals feel “sales ops plays a critical role in growing the business.” Furthermore, 82% feel sales ops is becoming more strategic. What is sales operations (Sales Ops)?

Sales Operations 52

Sales Operations Top of Funnel Sales Enablement Forecasting 52

The Spiff Blog

FEBRUARY 24, 2023

Active listening is a communication technique that involves giving your full attention to the person speaking, not just hearing their words but also understanding their message, and showing that you are engaged in the conversation. Try questions like these: “Have your priorities changed since our last conversation?” “If

Objections 80

Objections Hiring Face-to-face Buyer Persona 80

Emissary

SEPTEMBER 30, 2022

It would be impossible to sum up a week of conversations. Thought starter: Explore using conversational intelligence (e.g. 6sense, Demandbase) and human sales intelligence (e.g., One of the major themes was the expansion of sales enablement. What quick wins can you deliver to sales that will save them time and stress?

Sales Enablement 52

Sales Enablement Scale Hiring Buyer 52

Xactly

AUGUST 6, 2018

Today’s top sales organizations have transitioned, or are in the process of transitioning, from automated homegrown and legacy sales performance management (SPM) solutions to implementing data-driven end-to-end SPM platforms. New SPM solutions encompass much more than just incentive compensation management (ICM).

Scale 49

Scale Compensation ROI Incentives 49

Apptivo

OCTOBER 7, 2022

The sales strategy is part of the sales plan that outlines how to position the product or service with regard to competitors and defines specific tactics to acquire and retain customers. Strategies may differ depending on resources, skill sets, sales operation, and product or service offerings. Set sales budget.

Top of Funnel 19

Top of Funnel Incentives Incentive Objections 19

Miller Heiman Group

FEBRUARY 26, 2019

Engage the sales operations team to ensure appropriate alignment between territory assignments and compensation and incentive programs. What are the typical conversion rates and other measures of productivity? Integrate Quota Setting with Other Planning Processes. How much time do they take?

Strategy 71

Strategy Territories Quota Proposal 71

Sales Hacker

OCTOBER 30, 2018

Brooke Bachesta is a SaaS sales professional with experience as an individual contributor, people manager and process builder. Before joining Outreach, she worked as a sales operations consultant at a woman-owned voluntary benefits firm. Lauren Bailey was voted “Top 25 Most Influential Leaders in Inside Sales”?

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

Partners in Excellence

OCTOBER 5, 2017

.” Sometimes, however, I think we spend too much time focusing on the individual sales people. When I talk to top executives about their revenue growth and sales problems, ultimately, the conversation get to, “We have to fix the sales people, they just aren’t performing!”

Hiring 48

Hiring Maximizer Incentives Incentive 48

PandaDoc

AUGUST 21, 2019

Report examples include: KPIs (in easy-to-understand terms); Top conversion rates for the month; A notable influx in the number of deals; Success with a newly-tested strategy; New game-changing breakthroughs. Sharing ways to improve or pivot your current business strategy makes for a great conversation starter. Do not make excuses.

Report 45

Report Top of Funnel How To Social Media 45

The Spiff Blog

JANUARY 12, 2023

Let’s address something that, although obvious, often goes unstated during conversations about sales compensation. Spiff’s sales commission software enables finance and sales operations teams to self-manage complex incentive compensation plans and provides transparency for sales teams.

Compensation 67

Compensation Hiring Commission Face-to-face 67

Pipeliner

MARCH 6, 2018

Some of the factors to weigh: Direct versus indirect versus digital sales team. Hunter versus farmer sales team. Inside versus outside sales team. Complex solution versus transactional sales environment. Salary heavy versus incentive heavy compensation plans. Customized versus packaged products/services.

Strategy 45

Strategy Salary Margin Compensation 45

The Spiff Blog

MARCH 16, 2023

Last week we explored gender bias in sales. Today, we’re continuing the conversation by celebrating a group of incredible women from a variety of sales organizations who have made their mark in the world of sales. The post The Advice These Women in Sales Wish They Had Been Given Sooner appeared first on Spiff.

Negotiation 69

Negotiation Face-to-face Hiring Lead Rank 69

The Spiff Blog

FEBRUARY 9, 2023

The main benefit is that involving your sales organization in the creation of their own goals makes it easier to keep them engaged and bought into the process. Conversely, a bottoms-up approach can lead to misalignment between goals and higher level revenue targets– making it difficult to understand or connect with executive priorities.

Quota 70

Quota Revenue Lead Rank Territories 70

Sales Hacker

JUNE 9, 2020

And of course our second sponsor is Outreach , the number one sales engagement platform. Outreach revolutionizes customer engagement by moving away from siloed conversations to a streamlined and customer-centric journey. But it wasn’t as a sales rep. My entree into sales actually was through sales operations.

SalesForce 78

SalesForce Video Call-back LinkedIn 78

Close.io

OCTOBER 22, 2019

Further, their knowledge in integrating other tools through Zapier has brought great value to our team.” - Amanda Mullet, Sales Operations Manager, HomeLight. In general, we found that the best way to get customers to switch from a monthly to an annual plan is to have a real conversation with them. Email your customers.

Churn 77

Churn Hiring Discount How To 77

Nutshell

AUGUST 28, 2023

Building a sales process is absolutely necessary to your company’s success, and is perhaps the most important thing you can do as a sales manager to impact your team’s ability to sell. Why is it important to have a structured sales process? How did the sales rep coordinate follow-up contact?

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

The Spiff Blog

MARCH 10, 2022

Instead of going into an interview and letting the conversation guide itself, make an effort to ask candidates the same questions, in the same order. Spiff’s sales commission software enables finance and sales operations teams to self-manage complex incentive compensation plans and provides transparency for sales teams.

Hiring 55

Hiring Promotion Demographics Lead Rank 55

Cincom Smart Selling

MAY 6, 2015

Aviation and space exploration have provided the incentive to develop this technology to ever higher levels of sophistication. For sales operations and for the systems that support them, this means that the complexity of any sale will increase. Increased Product Complexity.

Wireless 48

Wireless Networking Engineering Constant Contact 48

Sales Hacker

FEBRUARY 12, 2021

If you’re familiar with what a CRM is already, then you intuitively know that an enterprise CRM is basically a CRM solution tailored to larger (enterprise-level) companies with complex processes and large sales teams. Chat with prospects in real-time using Conversations. Incentive compensation management. Sales forecasting.

Enterprise 84

Enterprise Enterprise CRM NetSuite 84

Sales Hacker

JUNE 14, 2018

Does your team possess the depth of experience to have executive and decision-maker business conversations? What tools and technologies do you leverage for successful sales acceleration and why? This gives sales reps stake in the relationship and incentive to deliver results. Go To Market Strategy ).

Outsourcing Services 57

Outsourcing Services Hiring Sales Outsourcing Scale 57

Sales Hacker

NOVEMBER 19, 2018

Using conversations with customers to inform the development of the sales playbook. Building out career ladders and incentives to drive retention and performance. The benefits of a career in finance on evaluating companies. A criteria for selecting the right early stage business to join.

Benefit 59

Benefit Company Hiring Outsourcing Services 59