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.

Incentives 83

Incentives Incentive Scale Compensation 83

Sales and Marketing Management

FEBRUARY 3, 2020

Although company websites, content and sales presentations are highly used assets when evaluating an organization and its products, a Harvard Business Review study determined that customer references are an influential decision support tool too. User adoption plan, which could comprise a 30-60-90 day execution plan.

Ideal Customer Profile 248

Ideal Customer Profile Customer Policies Promotion 248

SBI Growth

OCTOBER 20, 2012

Rinse and Repeat: The Annual Comp Study. The standard comp study may be dangerously inadequate. Software Firm: The annual Employee survey is overflowing with negative comments about the incentive plan. Propose a Solution: Conduct a compensation study and redesign the plan. Compensation Study ?

Compensation 267

Compensation Incentives Incentive Lead Rank 267

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

MAY 20, 2021

That statistic alone offers an incentive for brands to take a closer look at their email marketing strategy and to maximize return. Email can also be used to familiarize customers with your product and services by sharing content such as blogs or case studies. Building trust is essential to convincing customers to buy more than once.

Email Marketing 130

Email Marketing Benefit Webinar Metrics Marketing 130

Xactly

AUGUST 30, 2018

For enterprise sales organizations, the sales team management process means higher quotas, bigger deals, and a longer sales cycle. A study conducted by HBR shows that 69% of sales people who exceeded their annual quota, rated their managers as being excellent and above average. Employ the Enterprise Selling Process.

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

Hubspot Sales

MAY 18, 2018

A Harvard University study found setting specific goals increases motivation beyond simply telling yourself, “ I’ll just do my best. ”. The study ultimately reported students who stuck to a goal-oriented plan performed 30% better than those who didn’t. The incentive for your reps to meet their quota? Incentivize goals.

Sales Goal 145

Sales Goal Incentives Incentive Quota 145

Xactly

JANUARY 3, 2019

Industry and planning-specific statistics also help guide sales planning and incentive compensation. Nearly 50% of companies fail to measure and adjust financial forecasts and plans to account for the residual impact caused by sales force attrition ( 2018 Mid-Market Sales Incentive Study ).

Handbook 99

Handbook Territories Compensation Incentives 99

Zoominfo

JULY 1, 2018

In fact, a recent study suggests that 91% of B2B buyers are active and involved in social media, while 75% are significantly influenced by social content when forming their buying decisions ( source ). IT Central Station: Described as a “Yelp or TripAdvisor for enterprise technology.”. Implement a social listening strategy.

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. A laboratory for studying work environments. Studies conducted in the lab revealed that employee dissatisfaction with one aspect of their work environment?—?the Who will foot that bill?

Real Estate 120

Real Estate Hiring Incentives Incentive 120

Bigtincan

OCTOBER 11, 2021

Traditional product training for enterprise sales organizations and retail employees often includes hour-long training videos, reviewing lengthy recorded calls, reading through documentation, and a bunch of other time-intensive training processes that require your sales reps to absorb and, hopefully, retain product information.

Fashion 105

Fashion Software Software Training 105

Zoominfo

MARCH 21, 2022

The study showed a broad range of attrition within specific companies in various industries. 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 Of course, not all companies are the same.

Quota 100

Quota Hiring Face-to-face Advertising 100

Sales and Marketing Management

OCTOBER 21, 2019

There’s nothing more frustrating than having a prospective customer on the hook, then having to spend precious time combing for just the whitepaper or case study that fits their needs. 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

JANUARY 9, 2024

Plan your ramp-up periods around a series of interactive training sessions, where new reps will shadow experienced salespeople, sit in on calls, study and discuss recordings of successful sales calls, and so on. .— is crucial, of course, but accelerating the ramp-up process requires as much applicable, interactive training as possible.

Banking 84

Banking Hiring Churn Scale 84

Hubspot Sales

JUNE 26, 2019

Career ladders help retain staff by providing an incentive to keep moving forward -- if they see a clear reward (i.e., Case Study: Parse.ly’s SDR to Enterprise AE Role Career Ladder. did for their SDR to Enterprise AE career ladder. As another example of what a career ladder can look like, take a look at what Parse.ly

Hiring 129

Hiring Lead Rank Lead Scoring Salary 129

The Spiff Blog

MARCH 17, 2022

Dave Kozisek, Senior Enterprise Product Manager. Born in California, Dave grew up in Boise, Idaho before moving to Seattle, Washington for undergraduate studies at the University of Washington in politics and economics. Jeff Romano, Enterprise Account Executive. He studied Computer Science and moved to California in 2009.

Meeting 62

Meeting Engineering PeopleSoft Travel 62

No More Cold Calling

FEBRUARY 29, 2016

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. I’m conducting a study on referrals, and I need your help. Read “ The #1 Sales Management Problem You Can Fix.”). Do “Refer a Friend” Programs Actually Work?

Referrals 120

Referrals Incentives Incentive Cold Calling 120

Pipeliner

APRIL 13, 2023

It doesn’t matter whether you have an online business or an offline enterprise. So, every enterprise should strive to get reviews, whether it is a large or small business. You can even offer them incentives when you ask for business reviews like a discount on a future purchase, for example. Take for instance a hotel.

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. Some offer incentives for practices that can also be cheaper for you, such as filing information electronically.

Outsourcing Services 67

Outsourcing Services Company Scale Transportation 67

The Spiff Blog

JULY 13, 2023

Stephen Reed, Implementation Specialist Stephen was born in North Carolina and spent most of his childhood moving around the world before settling down in Utah and studying at BYU to become a teacher. Florencia Moya, Project Manager Florencia has studied and obtained a degree in political science, although she has never put it into practice.

Meeting 71

Meeting Travel Fashion Sports 71

Xactly

SEPTEMBER 19, 2018

Download "The Enterprise Guide to Sales Performance Management (SPM),"to discover sales compensation best practices, the benefits of enterprise SPM solutions, and how Xactly can help you unleash sales attainment potential. The Incentive of Getting Fired. However, these ventures led her to study digital marketing.

Motivation 97

Motivation Compensation Enterprise Enterprise 97

The Spiff Blog

JULY 28, 2022

Mo Rogers, Enterprise Account Executive. Billy Rogers, Enterprise Account Executive. Chuck Reigrut, Enterprise Account Executive. After spending some time in Japan, he moved to Idaho to attend school where he studied Psychology. Harshitha was born in India where she studied and lived until later in life.

Meeting 84

Meeting Sports Travel Engineering 84

Smooth Sale

MARCH 17, 2022

I moved from B2C to selling to small businesses and enterprises. A 2019 study by incentive solution provider Xactly reported that 86% of women achieved quota, compared to 78% of men. When I started my career in sales in the early 1990s, it was because I had a product to sell. However, organizations still need to step up.

Scale 78

Scale Hiring Lead Rank Report 78

The Spiff Blog

AUGUST 22, 2023

Compensation is a business investment, after all, and you need to study it closely to identify areas of overspending or risk potential. Studies show that misaligned departments cost companies an average of 10% of their revenue per year ( source ). Speaking of resource-heavy initiatives, let’s talk about sales compensation.

Strategy 74

Strategy Compensation Commission ROI 74

OpenSymmetry

JULY 20, 2016

In some cases, incentive compensation (IC) methods have evolved to align with new regulations regarding specific sales metrics. For example, Corporate Integrity Agreements (CIAs) were implemented by the DoJ as a way to curtail off-label drug promotion which forced companies to ensure their sales incentives encouraged proper compliance.

Pharmaceuticals 40

Pharmaceuticals Compensation Incentives Incentive 40

OpenSymmetry

JULY 20, 2016

In some cases, incentive compensation (IC) methods have evolved to align with new regulations regarding specific sales metrics. For example, Corporate Integrity Agreements (CIAs) were implemented by the DoJ as a way to curtail off-label drug promotion which forced companies to ensure their sales incentives encouraged proper compliance.

Pharmaceuticals 40

Pharmaceuticals Compensation Incentives Incentive 40

Mindtickle

MAY 6, 2016

The openness and team spirit showed by top management is an incentive for new hires to continue to stay with their jobs. Enterprise gamification, for instance, is emerging as a popular method for onboarding activities and employee engagement. Organizations like Google, Zappos etc. Organizational Socialization.

Hiring 52

Hiring Case Study Enterprise Enterprise 52

Velocify

JUNE 28, 2017

See full study for more. 6) Incentives and Commissions. The compensation process for incentives and commissions can be automated with software to reduce overpayment errors. This post might help: How to Build an Enterprise-Level Sales Stack. 1) Sales Gamification. 7) Sales/Content Enablement.

Sales Technology 53

Sales Technology Top of Funnel Hiring Software 53

The Spiff Blog

JUNE 6, 2023

He began his career in Finance in the Washington, DC area where he discovered the world of Incentive Compensation Administration. While studying to get his mechanical engineering degree he started an internship in a pharmaceutical company. First there were Lego blocks, then came computers and mechanical engineering.

Meeting 67

Meeting Travel Engineering Hiring 67

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever.

Hiring 93

Hiring Retention B2C Demand Generation 93

The Spiff Blog

SEPTEMBER 16, 2022

She is currently studying Psychology at Brigham Young University, hoping to become a counselor in the future. Rob’s professional experience started with a five year stint at Enterprise Rent-a-Car where he worked his way up their corporate ladder– ultimately managing multiple locations. What excites you most about your role?

Meeting 75

Meeting Top of Funnel Travel Engineering 75

Cience

NOVEMBER 6, 2019

Power study, U.S. A study of millions of messages on platforms like Twitter, Yahoo and others found that more than 90% of the messages did not diffuse at all, about 4% were shared only once, and less than 1% were shared more than seven times. An example is when companies move from SMB to Enterprise customer segments.

Channels 42

Channels Marketing Retail How To 42

Nudge.ai

NOVEMBER 14, 2017

DG: Throughout my career, I’ve mainly been selling to developers and technologists at enterprise level companies. If you bring a couple partners in and align the incentives properly, they will help bring your product to market. Properly Selecting Target Partners and Aligning Incentives. Interview With Doug Gould. Be visible.

Demand Generation Agencies 54

Demand Generation Agencies B2B Microsoft Ideal Customer Profile 54

Mindtickle

MAY 6, 2016

The openness and team spirit showed by top management is an incentive for new hires to continue to stay with their jobs. Enterprise gamification, for instance, is emerging as a popular method for onboarding activities and employee engagement. Organizations like Google, Zappos etc. Organizational Socialization.

Hiring 40

Hiring Case Study Enterprise Enterprise 40

SBI

JANUARY 13, 2015

So by the end of the contest, there’s only a small handful of reps even focused on the incentive (and of course a large portion of your team no longer motivated by it at all). Your top reps are self-motivated and don’t usually need an extra incentive to perform. Adam: How can you motivate the middle 50% of your team? million to date.

Up-Sell 50

Up-Sell Closing Incentives Incentive 50

Mindtickle

FEBRUARY 27, 2020

trillion in client balances, is a great case study for this broader theme playing out across the wealth-management landscape. As a former financial advisor, I have found that enterprise platforms like MindTickle can bridge the financial advisor skill gaps in knowledge, compliance and field execution to drive more sales at higher margins.

Demographics 59

Demographics Ideal Customer Profile Margin Banking 59

The Accidental Negotiator

JULY 10, 2020

When you express optimism that you will both meet your goals, you convey that you view negotiation as a problem-solving (rather than winner-take-all) enterprise and reduce the likely of competitive—and unethical on their part – moves. Progress Helps. Negotiations can take a long time. What All Of This Means For You.

Negotiation 59

Negotiation How To Promotion Face-to-face 59