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

The Pipeline

FEBRUARY 3, 2014

Price is a ‘big’ subject for all in sales, right from those developing product, to marketing, all in the sales organisation, and as important as any, the customer. I think one reason is the message many sales leaders send their teams, and their peers in the revenue generation process.

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Incentives Incentive Discount Margin 244

SBI Growth

SEPTEMBER 26, 2012

You need to close a few of the big ones in the late stages of your sales process to hit your number this year. The holidays are an obstacle to getting face time with prospects and customers to secure those last minute deals. Early stage sales activity won’t get you to the number. Customers start to worry about risk.

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Closing Lead Rank Lead Scoring Customer 303

Highspot

OCTOBER 11, 2023

It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals. The primary goal of sales management is to maximize sales revenue while maintaining customer satisfaction and loyalty. Encourage collaboration and knowledge sharing.

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Sales Management Strategy Lead Rank Lead Scoring 59

Xactly

JUNE 27, 2018

Those who work to create a plan for their company must develop a compensation process and incentive plan that will motivate the right sales behaviors to achieve goals, all while driving growth. How has technology played a role in your evolution as a sales compensation professional?

Compensation 52

Compensation Incentives Incentive Pharmaceuticals 52

Sales Hacker

JANUARY 30, 2024

Challenges with MQLs As mentioned, MQLs are not always the most reliable indicator of potential customers. Often, this leads to discrepancies in the lead scoring process and ultimately impacts the quality of leads being passed on to sales. Often, they make potential customers feel like just another number in the sales funnel.

Lead Rank 90

Lead Rank Marketing Qualified Lead Pipeline Top of Funnel 90

Highspot

FEBRUARY 25, 2024

They oversee behind-the-scenes activities and administrative tasks so sales reps can focus on lead generation and closing deals. Sales ops streamline sales processes, manage sales technology, monitor sales metrics and dashboards, and align sales strategies with business priorities.

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Sales Operations Forecasting Incentives Incentive 52

Zendesk Sell

DECEMBER 4, 2018

The customer experience today is more relational and less transactional than ever before. This is a great thing for customers, and it’s a great thing for businesses that want to build long-term relationships with those customers. Sales teams are measured by: The number of calls made. The length of calls.

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Customer Service Customer How To Lead Rank 121

PandaDoc

DECEMBER 13, 2018

It’s no secret that there are many benefits to gamifying your sales process. Even if you don’t have a tool in place, it’s likely as a sales leader you’re already using it in some form. Ever organize a sales contest? Not only is gamification popular, it’s a proven and effective sales performance booster.

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Sales Process Hiring Proposal Channels 83

Hubspot Sales

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. It’s not intuitive, then, that these two functions often exist in silos, each having their own systems and processes.

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Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 99

Hubspot Sales

MAY 26, 2023

Building meaningful relationships in real estate is vital to converting them into loyal customers. You can get creative with how you share your business through referral programs to offer advocates incentives for promoting your business to others. Invest in sales management software. Attend networking events.

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Real Estate Prospecting Ideal Customer Profile Social Media 77

Xactly

JUNE 27, 2018

Those who work to create a plan for their company must develop a compensation process and incentive plan that will motivate the right sales behaviors to achieve goals, all while driving growth. How has technology played a role in your evolution as a sales compensation professional?

Compensation 45

Compensation Incentives Incentive Pharmaceuticals 45

Nutshell

MARCH 19, 2024

Faster onboarding: After building more efficient and effective processes, you’ll have a fine-tuned prospecting, qualifying, and lead nurturing system that makes it easy for new recruits to get up to speed. Common sales rep productivity obstacles Perhaps you’re still wondering whether all this talk of improved productivity is worth your time.

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How To Sales Qualified Lead CRM Face-to-face 71

PandaDoc

JANUARY 29, 2024

But things can get a little mundane and stale between identifying new opportunities, generating leads, and converting those leads into customers. So, we’ve rounded up this nice little checklist for you to empower your sales team to step outside the norm, get uncomfortable, and then obliterate their sales goals this year.

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Closing Proposal Incentives Incentive 52

Sales and Marketing Management

DECEMBER 26, 2018

In my work with sales executives from corporations large and small, I repeatedly see that team rewards are easily overlooked in favor of individual incentives. And while individual incentives are critical to the success of any sales organization, most companies are not fully invested in supporting the team environment.

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Incentives Incentive Google Account 191

Pipeliner

DECEMBER 23, 2021

Simplify the Sales Process. Revamp your sales process to accommodate your hybrid team. If you streamline your sales process, team members can quickly and easily close deals. Let hybrid sales team members utilize digital versions of commonly used documents. Provide Incentives.

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Incentives Incentive How To Competition 98

Sales Evangelist

JANUARY 9, 2020

The Next Wave: Customer-Facing Solutions With the new year, we are all looking towards the next wave in customer-facing solutions available for us. This is important as it helps improve our business and sales strategies. Salespeople used to be technophobes and hated the idea of using technology in their sales process.

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Ideal Customer Profile Face-to-face Customer Sales Qualified Lead 90

Sales and Marketing Management

JANUARY 23, 2020

When it comes to sales organizations specifically, those goals should include supporting and growing your customer base to increase revenue. But here’s the rub: sales organizations are not all the same. Unfortunately, and somewhat surprisingly, the complexity involved in integrating sales organizations is often overlooked.

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Hiring Ideal Customer Profile Scale Compensation 284

Zoominfo

SEPTEMBER 22, 2023

The more up-to-date information you can see on your future customers, the better equipped you’ll be throughout the entire sales process, which is why we focus on real-time intent. Engage Customers: Our integrated platform easily facilitates personalized and targeted campaigns across multiple marketing and sales channels.

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Intent Data Buyer Intent Intent Data 130

Highspot

JANUARY 4, 2024

A sales training strategy is your blueprint to equip sales teams with the necessary skills and knowledge to excel. It addresses all of sales, from product knowledge to customer relationship building. The strategy ensures reps are well-prepared to meet and exceed sales targets.

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Webinar Metrics Training Strategy Ideal Customer Profile 52

SBI Growth

JUNE 13, 2013

But I’d separate it in two areas: Performance Conditions (Process) and Talent (Execution). Part 1: Sales Process. On the Process side, investments are commonly made in sales processes and CRM tools. I’ve seen great processes built with incredible tenacity. For example, consider a custom sales process.

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Incentives Incentive Motivation Energy 314

Pipeliner

MAY 9, 2023

Creating high-performing sales reps means supplying them with everything they require to reach their objectives, from motivation and professional growth. A well-functioning sales team can help a company generate revenue, acquire new customers, and stay ahead of the competition.

Hiring 98

Hiring Strategy Social Media Incentives 98

Emissary

SEPTEMBER 27, 2021

But just a few years ago they—and for that matter, the whole customer success function—were the new kid on the block. These days, customer success motions benefit from better, and more plentiful, data, from more sophisticated customer success platforms and from past lessons learned. And they were difficult to pull off.

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Exercises Demand Generation Agencies How To ROI 245

Zendesk Sell

JANUARY 8, 2019

Great customer service is a key part of any successful business. Poor customer service has the opposite effect. According to the NewVoiceMedia’s 2018 “Serial Switchers” report , poor customer service costs businesses around $75 billion a year. Only 5% did not share a negative customer service experience.

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Customer Service Hiring Customer Hotels 90

Nutshell

DECEMBER 22, 2023

Surveys are a fantastic way to gather unique data from your customers. Better understanding of customers: The data collected from your online survey tools can offer valuable insights about your customers and the customer journey in general. But you already know that, right? See if your favorites are on the list.

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Survey Channels Google CRM 62

Hubspot Sales

NOVEMBER 10, 2020

Additionally, be sure to equip your team with the necessary software to collaborate with each other from home, including a CRM and other sales enablement tools. Take this free HubSpot Academy course to learn how to move your sales process online, how to thrive at remote selling, and how to manage a remote sales team effectively.

B2C 104

B2C Incentives Incentive How To 104

Janek Performance Group

SEPTEMBER 13, 2023

They are recommendations from satisfied customers or others in your network or center of influence. Sellers cannot just hope satisfied customers spread the word. And they can’t trust they will tell those who matter most, like potential future customers. When you help a customer, most want to return the favor.

Referrals 62

Referrals Networking Social Media Ideal Customer Profile 62

SBI

JULY 24, 2018

Sales reps love their CRM. They love spending hours entering information about the email activity they’ve had with customers, meetings held, proposals delivered, and especially updating their forecast. In fact, who doesn’t love a good forecast session with their sales manager? Instead, it’s only created more manual processes.

CRM 95

CRM SAP Forecasting Incentives 95

Sales Hacker

DECEMBER 29, 2020

Mike is a 20-year sales veteran, the last 12 of which have been at a Mimeo, where he oversees all of the new business acquisition or new customer onboarding throughout the company for their B2B segment. I oversee all of the new business acquisition or new customer onboarding throughout the company. You can customize it quickly.

Customer 65

Customer Segment Top of Funnel Lead Rank 65

Zoominfo

MARCH 10, 2021

But how do you know what SaaS sales model is right for you? Choosing the right model for your business will tell you how many salespeople you need to hire, how you will contact and interact with customers, who your potential customers are, and how you can successfully close the deal. Customer Self-Service.

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Company Hiring Enterprise Enterprise 162

Pipeline

OCTOBER 16, 2023

Benchmarking: Sales before CRM 3-4 new customers per month. After CRM implementation, 15 new customers per month. If we dig deeper into this example, we see other amazing growth happening to your business: You’re closing 275% more customers after CRM implementation. It’s a three-step process. million annually.

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Maximizer CRM ROI How To 52

Sales Hacker

AUGUST 20, 2020

If you want to run the perfect sales contest, you’ll need to set specific, measurable goals. Maybe you’re trying to focus attention on a particular part of the sales process. Nail Down Incentives. A lot of sales orgs set aside budget for incentives, but they offer the same prizes week after week, quarter after quarter.

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Incentives Incentive Competition Distribution 103

LeadFuze

JULY 7, 2023

Knowing how to set sales goals is a crucial skill for any business owner, sales manager or marketer. It not only drives revenue growth but also helps in managing customer churn and acquisition costs effectively. But setting effective sales goals involves more than just choosing an arbitrary number.

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Sales Goal Churn Incentives Incentive 52

Act!

APRIL 16, 2024

you can easily track every sales agent’s leads , their complete communication history, and how they were handled. allows you to see exactly how a prospect came into your sales funnel and what led to their conversion into a customer. A CRM also simplifies your team’s sales activities.

Strategy 52

Strategy Hiring Top of Funnel Face-to-face 52

SBI Growth

SEPTEMBER 6, 2012

Product differentiation is not known by the customer. He focused on three key steps to make it happen: Know What the Customer Wants. Know What the Customer Wants. He conducted buyer research and asked his customers what their requirements would be. Cycle time – get customers their cars back quickly.

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Hiring Penetration Demand Generation Targets Incentives 297

Salesmate

JUNE 4, 2021

For example, the way salespeople used to interact with customers has changed drastically over the past decade, thanks to the introduction of new calling methods and emails. Similarly, many other practices in sales have changed with the changing world around. One such practice is that of providing sales incentives to the salespeople.

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Incentives Incentive Compensation Motivation 105

SBI Growth

SEPTEMBER 20, 2012

As the leader of sales operations, I am sure you are working on: Updating CRM systems with new product information. Revising or building a new sales process to enable sales reps. Modifying sales reports and dashboards to enable sales managers to track new product sales. How do we drive change?

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Compensation Incentives Incentive Penetration 244