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. This blog post will discuss the most common sales objections and provide actionable tips on how to combat them.

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Objections Hiring Face-to-face Buyer Persona 80

Xactly

DECEMBER 10, 2018

Compensation drives sales behavior, which means your sales incentive plan is a critical factor in sales performance and objective achievement. The incentive compensation planning team faces the challenge of balancing executive priorities and designing incentives that motivate reps. Gather your previous and YTD data.

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Incentives Incentive Competition Compensation 79

Sales Evangelist

JUNE 11, 2019

Sales is equal parts art and science and one of the keys to success is leveraging sales incentive data to increase performance and ROI. Jason Atkins is the founder of 360 Insights, a software platform that enables large brands to execute all of their channel incentive strategies. Understanding data will help tremendously.

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Xactly

OCTOBER 17, 2018

You may feel we’re being a bit too generous here with the word “party,” but considering how much we love flawless incentive compensation, we think a celebratory vibe is just what your planning committee really needs. So, how do you know if you have the right mix of attendees for your incentive compensation planning party?

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Compensation Incentives Incentive Webinar Metrics 88

The Spiff Blog

SEPTEMBER 7, 2023

These pillars include organizational alignment, robust reporting, ongoing professional development, incentive compensation, and sales enablement. Incentive alignment : Shared goals enable the design of incentive structures that motivate sales reps while aligning with the broader success of the organization.

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Incentives Incentive Scale Compensation 83

The Spiff Blog

OCTOBER 19, 2023

Market data shows that the proportion of ARR earned from new business has decreased from 61.4% Recommended reading : How to Develop a Winning Sales Compensation Philosophy Compensation Transformation Tip #3: Personalize your sales incentive programs. Personalizing sales incentives is a difficult task for a number of reasons.

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Compensation Incentives Incentive Commission 83

Xactly

MAY 16, 2018

The planning process can fall victim to many obstacles , so it is important to build a team that is primed to tackle any hurdles and keep key executive and company objectives as the plan focus. First and foremost, your incentive plan must be aligned with your different sales roles. The ABCs of Compensation Planning.

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Incentives Incentive Compensation How To 66

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. Set Clear Goals and Expectations Setting clear objectives for your sales reps is essential for employee engagement. In business, a successful sales team can make all the difference.

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Hiring Strategy Social Media Incentives 98

Highspot

FEBRUARY 25, 2024

Sales operations teams frequently encounter hurdles such as juggling too many tasks, outdated procedures, insufficient data management, and communication breakdowns. As a result, data silos emerge. A LinkedIn report shows that 58% of sales ops professionals have a difficult time finding accurate, up-to-date data due to data silos.

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Sales Operations Forecasting Incentives Incentive 52

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? With so many options available, it’s easy to feel overwhelmed.

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Survey Channels Google CRM 126

Hubspot Sales

NOVEMBER 28, 2023

Past interactions : Historical data on previous purchases, inquiries, or feedback provide context on a lead’s potential. By aligning sales and marketing: Businesses integrate diverse data points to gain a 360-degree view of customers. Regular meetings where both teams discuss their objectives, KPIs, and deliverables are great for this.

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

Highspot

OCTOBER 11, 2023

Setting Sales Targets Sales managers are responsible for setting realistic and achievable sales targets based on market analysis, historical data, and company goals. Reporting and Analysis They collect and analyze sales data to identify trends, assess the effectiveness of sales strategies, and make data-driven decisions.

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Sales Management Strategy Lead Rank Lead Scoring 59

Xactly

SEPTEMBER 20, 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. Sales operations and compensation professionals must create an incentive plan that will drive growth for the company and attain executive objectives.

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Compensation Incentives Incentive Lead Rank 40

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. LeadFuze gives you all the data you need to find ideal leads, including full contact information.

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Objections Hiring How To Face-to-face 52

LeadFuze

JULY 7, 2023

In this thorough overview, we’ll investigate the significance of creating intelligent sales objectives and approaches that can assist you with accomplishing them. We will explore how past data analysis, future company changes consideration, and incentive programs implementation play a significant role in goal-setting.

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Sales Goal Churn Incentives Incentive 52

Hubspot Sales

FEBRUARY 14, 2024

Learn about them, from them, and understand their barriers, objections, and pain points. Give a few slots every month or every quarter, and maybe an incentive like a gift card.” Great sales emails start with a deep understanding of the recipients and their needs. Only then can you tailor an email that resonates.

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Data Segment Email Marketing Webinar Metrics 87

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. From there, do we have the Sales team in place to achieve objectives? Creating Quotas, payout tiers and sales price ranges is key.

Compensation 52

Compensation Incentives Incentive Pharmaceuticals 52

OpenSymmetry

FEBRUARY 10, 2016

In the second scenario, the organisation has a strong HR or Sales leader driving the project who wants to look at a simplified process or wants a simplified incentives landscape before they start automating. Finally, 70-80% of companies will have no or at best inflexible technology to support incentives.

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Incentives Incentive Compensation Territories 40

Highspot

JANUARY 4, 2024

Performance Evaluation Use metrics and data to assess how well the sales reps have absorbed and are applying the training. In fact, when sales leaders are highly effective at using data to coach, they see a 5% increase in rep quota attainment. Conduct role-playing exercises to practice objection-handling.

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Webinar Metrics Training Strategy Ideal Customer Profile 52

Xactly

AUGUST 20, 2018

AI/ML technology and algorithms are important, but the true value lies within data. For companies to truly reap the benefits of AI/ML, they need access and the rights to data. Data Drives Intelligent and Strategic Planning. Data is the driver behind AI/ML technology, and for sales organizations, intelligent planning.

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Data Territories Compensation Incentives 45

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. From there, do we have the Sales team in place to achieve objectives? Creating Quotas, payout tiers and sales price ranges is key.

Compensation 45

Compensation Incentives Incentive Pharmaceuticals 45

Sales and Marketing Management

NOVEMBER 20, 2017

Alignment is a higher state: everyone from senior executives to individual contributors marching in lockstep toward the same objectives, with the same mutually agreed-upon game plan; and it’s critical for most high performing teams. Match up incentives. And they’re important metrics; leads, conversions, webhits etc.

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Incentives Incentive Policies Revenue 212

Emissary

SEPTEMBER 27, 2021

It was hard to get the right data, hard to build a case for value, hard to predict success and alter implementations. . 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

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? With so many options available, it’s easy to feel overwhelmed.

Survey 62

Survey Channels Google CRM 62

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.” Much of it conflicts with other information/data they get. Their objective is to solve a problem and successfully drive a change initiative. ” They have their own deadlines.

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Buyer Incentives Incentive Discount 122

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. Pay mix—the ratio of base salary to target incentives (aka commission) that your sales reps earn—is an important part of this.

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Compensation Incentives Incentive Commission 90

Xactly

JANUARY 18, 2019

Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project. Gather as Much Data as Possible. Data is the most important and useful tool for any part of a strategic sales plan. This plan should also be design with a data-driven mindset.

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Commission Incentives Incentive Compensation 81

Sales Hacker

AUGUST 20, 2020

Drive daily activities in line with monthly objectives. Improve CRM adoption and data accuracy. Every sales competition should be data-driven, so it’s important to have a gamification tool that you can tie directly to your sales data. Nail Down Incentives. Engage the team. Instill accountability. Identify KPIs.

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Incentives Incentive Competition Distribution 103

Miller Heiman Group

MAY 12, 2020

Our second suggestion is to collect data, so you can be scientific in your approach to compensation decisions. Once you’re armed with the data, you’re ready to start the decision-making process, which consists of three steps. Set Up an Incentive Compensation Relief Committee. Our Incentive Compensation Process.

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Compensation Quota Incentives Incentive 75

The Spiff Blog

JANUARY 26, 2023

In this infographic, we go over the following ideas and concepts: The power of an effective sales compensation plan Establishing goals and objectives for your sales commission structure How to go about choosing the right compensation strategy Leveraging data to inform your decision-making And so much more!

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Commission Compensation Incentives Incentive 75

Hubspot Sales

OCTOBER 2, 2019

Sales performance management tracking can provide valuable data enabling your organization to forecast future sales trends and employee compensation rates — particularly for commission-based compensation structures. Having clear, visible goals and incentives builds well-rounded sales professionals. Helps predict future sales trends.

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SAP Oracle Compensation Territories 119

Mindtickle

OCTOBER 24, 2018

Institute a data-driven conversation about enablement. Virtual role-play technology is key in this area so that you can train Account Executives on how to counter objections, help Business Development Reps hone their outbound email writing skills, and Sales Engineers to try different ways to demo a solution or answer a technical question.

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Sales Enablement Data Lead Rank Lead Scoring 69

BuzzBoard

FEBRUARY 25, 2024

Secondly, let data guide your decisions. Lastly, ensure that the compensation structure is competitive and that commissions or bonuses are in line with your business objectives. Success-driven motivation isn’t simply an abstract idea, it’s a potent tool for achieving sales objectives.

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Motivation Small Business Small Business Incentives 52

Pipeliner

APRIL 9, 2021

In the B2B marketing world, the constant objective remains to solve your customers’ problems so that their businesses can flourish. Creating an incentive-based referral program that your clients can participate in can help you to reach out to your community with trust and respect. Social Media Lead Generation.

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Industry B2B Strategy Social Media 98

Xactly

NOVEMBER 15, 2018

In fact, the best way to ensure sales managers do their job well is by creating an incentive plan that drives the right behaviors. Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project. Annual Target Incentive. On-Target Earnings.

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Compensation Examples Sales Management Incentives 87

Xactly

JULY 19, 2018

Depending on your sales force structure and size, there are different sales commission structures that can be used in your incentive plan. Transforming Sales Compensation with Performance Data. It can also aid in continuous monitoring of current plans to ensure the right sales behaviors are being driven through the incentive plan.

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Commission Hiring Incentives Incentive 83

Nutshell

MARCH 19, 2024

Technological advancements Because sales teams play such a critical role in any company, there are numerous business-related applications and systems aimed at improving sales, lead generation, and customer data management. Essential sales metrics: hard and soft skills Sales productivity is about more than just data.

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