The Spiff Blog

AUGUST 19, 2022

The only remedy is a formal incentive communication strategy. This post will show you how to deconstruct your current sales compensation process to ultimately build a more effective incentive communication strategy. Map out an incentive communication step to align with each step of your sales comp process. Let’s dive in!

Incentives 81

Incentives Incentive Compensation Commission 81

Hubspot Sales

JANUARY 9, 2018

Deadlines and DRIs (Directly Responsible Individuals). For example, HubSpot salespeople might primarily sell marketing software to CMOs and sales software to sales directors. For example, you might set a total target of $10 million in annual recurring revenue (ARR). For example, maybe Rep Carol’s January quota is $5,000.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

Hubspot Sales

FEBRUARY 28, 2019

One example of a situation where planning and strategy come in handy is during a job search. For example, if your team is consistently struggling to hit a monthly sales quota, then it's likely time to reevaluate the tactics the sales reps are using to prospect and close. Tactical Planning Examples.

Hiring 123

Hiring Enterprise Enterprise Objections 123

Hubspot Sales

OCTOBER 3, 2017

2) Implement proper incentives for compensation. It’s important to have the right incentives in place so your employees are driven to hit their targets. The challenge with SDRs is that they’re not directly responsible for closing deals, so you can’t solely incentivize them on deals closed. 3) Set proper expectations up front.

Scale 82

Scale Hiring Strategy Compensation 82

Gong.io

JULY 11, 2022

For example, a CSM might identify that a buyer would be able to increase revenue by implementing a certain process using their platform, however, that’s only available on a higher pricing tier. Many organizations pay a base salary with a bonus or incentive structure atop this, based on individual or team performance. Image Source ).

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Hubspot Sales

MAY 29, 2019

Here’s an example of how to put together a weighted pipeline: Discovery call with an influencer (5% weight). In this example, although the total potential value of all your team’s deals is $284, the weighted pipeline more accurately represents your pipeline’s current value -- $70.42. Potential value: $100. Weighted value: $5.

Sales Management 125

Sales Management Hiring Forecasting Pipeline 125

Sales Hacker

JUNE 27, 2019

Each operations specialist has different priorities, goals, and incentives. Here are a few examples of this shift: Tools: Today, tools are shared between teams more than ever before. 6Sense , Engagio , Outreach , and DiscoverOrg are just a few examples of tools that serve multiple client-facing teams. Incentives.

Hiring 94

Hiring Top of Funnel Face-to-face Incentives 94