The Spiff Blog

SEPTEMBER 1, 2022

The average Enterprise Account Executive in Tech is $106,202.00 The average Tech Enterprise Account Executive total compensation is $215,232.00 90% of top-performing companies utilize incentive programs to reward their sales associates ( source ). More than 40% of surveyed sales leaders missed revenue targets in 2020 ( source ).

Compensation 81

Compensation Salary Incentives Incentive 81

The Spiff Blog

SEPTEMBER 28, 2023

Refer to this checklist whenever you’re researching, evaluating, or speaking with a commission software vendor. The platform’s intuitive UI, in-depth reporting capabilities, and seamless integrations make it the first choice among high-growth and enterprise organizations.

Commission 81

Commission Software Software Scale 81

Xactly

JANUARY 3, 2019

Industry and planning-specific statistics also help guide sales planning and incentive compensation. We did some research and compiled some valuable sales stats that are important for all salespeople to be aware of. Learn more in our Enterprise Guide to Sales Performance Management. 2018 Sales Comp Administration Survey ).

Handbook 99

Handbook Territories Compensation Incentives 99

Sales and Marketing Management

JUNE 17, 2020

You’ve probably heard an enterprise salesperson grumble about marketing. Likewise, marketers wonder how the sales team loses the leads they serve up, or why they don’t even open the work-of-art sales deck they took days designing and months researching. Where are those MQLs?” “Why Why should I care about buyer personas?” “I

B2B 177

B2B Buyer Persona Marketing Top of Funnel 177

No More Cold Calling

MARCH 7, 2013

Should you offer incentives to Referral Sources? For a 2010 report from the Wharton School of Business, researchers Christophe Van den Bulte, Bernd Skiera, and Philipp Schmitt studied data that an anonymous German bank gathered on nearly 10,000 of its customers over 33 months. Incent or not. The short answer is NO. Comment Here.

Referrals 245

Referrals Incentives Incentive Banking 245

Zoominfo

JULY 1, 2018

74% of today’s B2B buyers conduct more than half their research online before making a purchase ( source ). IT Central Station: Described as a “Yelp or TripAdvisor for enterprise technology.”. TrustRadius: Authenticates each reviewer and validates every review through its research team prior to publishing.

Buyer 190

Buyer Social Media Social Selling Incentives 190

Sales and Marketing Management

AUGUST 20, 2020

The problem of split incentives. One challenge to increasing the focus on healthy commercial buildings is that of split incentives. In her book, Anthes writes at length about the Well Living Lab, a 7,500 square-foot office space built specifically to conduct research on how office conditions impact employee performance.

Real Estate 120

Real Estate Hiring Incentives Incentive 120

SBI Growth

OCTOBER 20, 2012

Software Firm: The annual Employee survey is overflowing with negative comments about the incentive plan. Historically, HR has provided a valuable service to Sales leaders by contracting for quantitative and unbiased research. Sales compensation experts produce valid, meticulous research. Is the compensation model to blame?

Compensation 267

Compensation Incentives Incentive Lead Rank 267

No More Cold Calling

MARCH 13, 2014

You can (and should) spend money on training, CRM systems, incentives, off-site meetings, and developing better sales processes. Consider this: If you have a positive belief about someone sitting at his computer, you might think he’s doing research. Let’s say the person is doing research on a big client or building his network.

Small Business 240

Small Business Small Business Sales Outsourcing Face-to-face 240

Nutshell

DECEMBER 22, 2023

Typeform for customized surveys Price: Free, or starting at $25/month Key features: Form builder and templates based on survey use case and role Enterprise feature, including secure and compliant forms (SSO, GDPR, HIPAA) Design and customization options for branded and unique surveys 5. LET’S SEE ‘EM 4.

Survey 126

Survey Channels Google CRM 126

Janek Performance Group

JULY 12, 2022

For sales reps, it is a place to research prospects. Align Incentive With Revenue Goal. Charles Munger, Vice Chairman of Warren Buffett’s Berkshire Hathaway, said, “Show me the incentive and I will show you the outcome.” The only answer I can think of is the above quote from Charles Munger about incentives and outcomes.

LinkedIn 62

LinkedIn Lead Gen Ideal Customer Profile Company 62

Zoominfo

AUGUST 2, 2020

B2B data is enterprise-focused information used to improve sales and marketing campaigns. Not only do they have the incentive to fix them quickly, but they also have unrestricted access to the collection and verification process. And to ensure its accuracy, we house hundreds of human researchers who verify data in real-time.

Data 245

Data B2B Vendor Intent Data 245

SBI

NOVEMBER 2, 2017

Russ: Enterprises today are focused on profitable growth. By aligning Sales, Services, Channels, Legal, Finance, Marketing and Products across the company, enterprises have an unique ability to deliver a differentiated customer experience, increase operational efficiency and deliver the expected profitable growth.

Revenue 131

Revenue Lead Rank SAP Maximizer 131

Zoominfo

MARCH 21, 2022

Data from Indeed, the recruitment platform, indicates that between July 2020 and July 2021, searches for vacancies advertising such incentives increased by 134 percent. Data via MIT Sloan While no two corporate cultures are exactly alike, researchers found a lot of overlapping attributes for what employees consider toxic workplaces.

Quota 100

Quota Hiring Face-to-face Advertising 100

No More Cold Calling

DECEMBER 30, 2014

Now it’s up to the sales manager to coach, motivate, and incent everyone else—the average performers. But new research shows we might have been doing it wrong all along. Associations Enterprise Sales Management Salespeople Small Business' This is how it’s always worked in most sales organizations. Learn more.).

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

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. Research shows that it takes an average of 9.1 It can also aid in continuous monitoring of current plans to ensure the right sales behaviors are being driven through the incentive plan.

Commission 83

Commission Hiring Incentives Incentive 83

Sales and Marketing Management

OCTOBER 21, 2019

Research from Sirius Decisions has found that salespeople typically spend about 27 percent of their time on administrative tasks, and only 26 percent on actual selling. Sales has a lot of incentive to bring in revenue, but they need the right tools to do it efficiently and effectively.

Top of Funnel 136

Top of Funnel Hiring Commission SAP 136

The Spiff Blog

DECEMBER 14, 2023

Research the CFO as extensively as possible. This first tip might sound obvious, but it’s important to note that selling to a CFO requires more targeted and in-depth research than you may be accustomed to in your traditional sales preparation. Read on to learn the do’s and don’ts of selling to the modern-day CFO.

Decision Maker 75

Decision Maker Sales Forecasts Forecasting Compensation 75

The Spiff Blog

MARCH 16, 2023

Confidence comes from doing your research and knowing the market value. Kandace Banks, Senior Enterprise Business Development at SetSail “Show up authentically. Jenny Ehrlich, Enterprise Account Executive at Spiff “Love what you do and success will follow. Begin researching career paths to build laser focused goals to achieve!”

Negotiation 69

Negotiation Face-to-face Hiring Lead Rank 69

Chorus.ai

DECEMBER 29, 2020

It can be a potentially risky strategy — with the risk of value-lost on future big upsells — but it can be particularly handy deal structuring for signing enterprise-grade clients. Our research has shown that enterprise clients have become more buy-averse in the current climate. Risks Plaguing Your Deals?

Discount 65

Discount Scale ROI Enterprise 65

Nutshell

DECEMBER 22, 2023

Typeform for customized surveys Price: Free, or starting at $25/month Key features: Form builder and templates based on survey use case and role Enterprise feature, including secure and compliant forms (SSO, GDPR, HIPAA) Design and customization options for branded and unique surveys 5. LET’S SEE ‘EM 4.

Survey 62

Survey Channels Google CRM 62

SBI Growth

SEPTEMBER 23, 2013

Sign up for SBI''s free onsite research session here. Steve is a VP of The Americas of a large enterprise software company. Change the compensation plan to incent new logo growth by adding an accelerator. Are my Sales Managers good enough? Do This— Start with a Sales Strategy Blueprint. An Example. Launch a new product.

Compensation 325

Compensation Social Media Incentives Incentive 325

The Spiff Blog

JUNE 1, 2023

In fact, research shows that between 2005 and 2010, the percentage of Fortune 500 companies who use clawbacks rose from fewer than 3% to a whopping 82% ( source ). If you decide to implement a clawback clause, remember to use it as an incentive and not a punishment.

Commission 77

Commission Compensation Cancellation Strategy 77

Crunchbase

JULY 27, 2022

Crunchbase’s team admin features for Pro and Enterprise users make it easy to manage access and permissions for multiple users. Performance and incentive program management. Often, sales ops oversee sales reps’ salaries, bonuses and other incentive programs that impact their current or future earnings. Team management made easy.

Sales Operations 52

Sales Operations Company Territories Sales Qualified Lead 52

No More Cold Calling

FEBRUARY 29, 2016

But while technology may power sales research, people still power the close. . B2C incentives work like magic. But in the B2B world, incenting people to provide referrals isn’t the no-brainer sales strategy that it is for consumer-facing companies. Here’s what you might have missed from No More Cold Calling this month.

Referrals 120

Referrals Incentives Incentive Cold Calling 120

The Spiff Blog

NOVEMBER 17, 2022

Do enough research to have an informed point of view about your prospect’s business. ” Alfie Kohn, Author of Punished by Rewards: The Trouble with Gold Stars, Incentive Plans, A’s, Praise and Other Bribes. Douglas McGregor , Author of The Human Side of Enterprise. Jill Konrath , Author and Sales Advisor. “Do

Compensation 72

Compensation Commission Motivation Incentives 72

Pipeliner

APRIL 13, 2023

It doesn’t matter whether you have an online business or an offline enterprise. Most people will now do their research online about a business, product, or service before purchasing. So, every enterprise should strive to get reviews, whether it is a large or small business. The modern-day consumers are buying differently.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Lead Scoring Customer 52

Sales Hacker

APRIL 1, 2021

Expansion to new territories is never easy, but the coronavirus is providing a wakeup call for enterprises and established companies to start looking at how customers say they prefer you to sell to them. Expanding internationally always requires significant investment and research. The future of this space is digital and streamlined.

Outsourcing Services 67

Outsourcing Services Company Scale Transportation 67

The Spiff Blog

AUGUST 10, 2023

Recommended reading : 23 Questions to Ask While Researching Sales Incentive Software Why AI Can’t Replace Sales Comp Managers Now, you might read the above benefits and be more anxious than eager to start experimenting with AI. You might be thinking: You just described the majority of my day-to-day responsibilities.

Commission 80

Commission Compensation Forecasting Trends 80

Pipeliner

MARCH 18, 2021

1 Start with basic keyword research. All good research starts at the keyword level. Once you have an idea of who you’re going to be talking to, consider conducting in-depth SEO research. Your keyword research should’ve highlighted the more prominent websites. There are a few questions you’ll need to ask yourself here —.

Promotion 98

Promotion Social Media eBook Comparison 98

Sales and Marketing Management

MARCH 8, 2020

CMO research from 2019 found that 54% of B2B marketer respondents said they do not use or have not tried AI. What are the incentives for B2B companies to invest in AI (other than their competitors may be doing so)? While B2B service companies are the top user of AI for content personalization (62.2%)? The necessary adoption of AI.

Top of Funnel 218

Top of Funnel Marketing Scale Lead Rank 218

Cincom Smart Selling

OCTOBER 14, 2020

The message of digital transformation immediately resonated with marketing research professionals. Marketing is now well positioned to initiate digital transformation within the enterprise. Digital information is generated by the enterprise in prodigious quantities. Some of these processes include: Demographic Research.

Data 62

Data Ideal Customer Profile Marketing Campaigns 62

The Spiff Blog

JULY 20, 2023

Recommended reading: A Foolproof Framework for Better Incentive Communication Reality: You’re inundated with questions and commission disputes. Recommended reading: 23 Questions to Ask While Researching Sales Incentive Software Reality: You have to untangle data from disparate sources to fulfill basic reporting responsibilities.

Commission 80

Commission Compensation Scale Report 80

The Spiff Blog

JUNE 29, 2023

A sales compensation manager– or similar roles such as incentive compensation manager or variable compensation manager– is responsible for the design, deployment, and continuous improvement of sales commission plans, along with the reporting and interdepartmental collaboration necessary to effectively manage sales compensation.

Compensation 72

Compensation Commission Hiring Salary 72

Sales Hacker

JUNE 29, 2020

Enterprise sales: Some SaaS companies focus more heavily on enterprise sales. A SaaS company that offers enterprise-level packages, high-level packages, and entry-level packages, for example, may engage in all three methods simultaneously. Even after doing your market research, the results could be ambiguous.

Lead Rank 78

Lead Rank Strategy Scale Lead Scoring 78

SBI

FEBRUARY 7, 2019

The premise is that enterprises can no longer afford to design geographically equivalent territories that are unbalanced in terms of value of potential sales, number of accounts, and travel and schedule efficiency. What I got was an insight into modern, data-driven territory planning.

Territories 87

Territories Revenue Data CRM 87

Hubspot Sales

JULY 15, 2020

According to research conducted by Revenue Grid , before the pandemic only 57 percent of sales reps reported that they expected to fall short on their sales quotas at the end of 2019, with that figure ballooning to a whopping 84 percent by second quarter 2020. It’s a tough question and doesn’t have a single right answer. Image Source.

Pipeline 123

Pipeline B2B Ideal Customer Profile Sales Qualified Lead 123