The Spiff Blog

SEPTEMBER 22, 2022

The business world found a renewed hope that we were finally done with Covid-19– returning to in-person events and making our way back to the office. As we start planning for 2023, the only thing we’re certain of is that we’re in rocky territory– some organizations more precariously positioned than others.

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Groups Conversion Commission Lead Rank 67

SBI Growth

OCTOBER 5, 2012

Sign up for our no-cost event here and receive our Field Sales Compensation Assessment Sheet to find out if your program is outdated. of Your Reps Receiving Incentive Compensation. % Setting new quotas in-line with both territory potential and growth targets. Are you clinging to a legacy Sales Compensation model?

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Compensation Company Hiring Salary 257

LeadFuze

NOVEMBER 30, 2021

Companies are learning that expansion and growth to new territories is never easy, but the coronavirus has provided a wake-up call for them. You may be having a hard time with the pandemic, but don’t forget about world events. Brexit is one example of an event that will affect your company and how you do business.

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Outsourcing Services Scale Transportation Decision Maker 52

SBI

OCTOBER 1, 2014

They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco. “Event” is perhaps not the right word to use. This year looks to be the biggest event of it’s 12 year history. This year looks to be the biggest event of it’s 12 year history.

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Vendor Twitter InsideView InsideSales 139

Sales and Marketing Management

NOVEMBER 5, 2018

For example, what caused pain points at the end of the program: reps changing territories mid-program, sales that were booked but not invoiced, clients who made verbal commitments but didn’t sign contracts, field sales managers that vouched for sales that didn’t get logged into the system on time, etc.? A: Sure, the event is over.

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Incentives Incentive Quota Territories 201

Hubspot Sales

JANUARY 9, 2018

If you have territories, assign a sub-goal to each. Hold two executive-level events. Do you have a budget for sales contests and incentives? Of course, you’ll probably have more than one goal. Identify the most important, then rank the rest by priority. That will make it easier to identify over- and under-performers.

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Buyer Persona Referrals How To Commission 145

Growbots

SEPTEMBER 19, 2018

Most salespeople are driven by financial incentives. Changing your compensation structure or rezoning your territories should only be done with extreme caution. Offer non-monetary incentives as well. If your budget is tight, consider offering other incentives such as bonus PTO, free gym memberships or public transit passes.

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Compensation Salary Incentives Incentive 55

Partners in Excellence

MAY 30, 2013

I’m reacting to a cumulative build up of a number of conversations about compensation planning, incentives, and “motivating” sales people. So many of the discussions focus on rewards and incentives for behaviors that should be conditions of continued employment. At company or industry events.

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Incentives Incentive Compensation Salary 65

Xactly

AUGUST 30, 2018

Download the "2018 Sales Compensation Administration Best Practices Executive Guide," for incentive compensation trends, best practices, and tips to drive the right sales behaviors to kickoff your sales compensation planning. Xactly Incent will ensure your commission structure is optimized for your team on each and every sale.

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Enterprise Enterprise Top of Funnel Compensation 40

Partners in Excellence

OCTOBER 12, 2014

The invitations come from people selling all kinds of tools — Content management systems, compensation/incentive systems, account planning, territory planning, social selling, analytics, pipeline management, research systems, prospecting tools, proposal/configuration management, pricing.

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Hiring Social Selling Quota Social Media 92

The Pipeline

DECEMBER 16, 2011

I would add another disconnect that prevents sales training from achieving a positive return on investment is a lack of alignment between the organization’s strategies, structure, processes/operations, incentives and people. Trigger Events. Trigger Events. Trigger Events. Trigger Events. Territory Alignment.

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Pipeline Training Twitter Hiring 230

Sales Hacker

FEBRUARY 17, 2022

Uncontrollable and unforeseen external events can lead to widespread disruptions and market volatility. These platforms help automate functions like contact and account management, lead management, sales forecasting, territory management, and incentive compensation – and they continue to play an important role in this new sales environment.

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Top of Funnel Lead Rank Lead Scoring Forecasting 89

Highspot

APRIL 2, 2020

Growth forecasts of sales territories. Formulation and evaluation of sales incentive and compensation plans. Sales training, including content, process and training events (SKOs). Creating development, compensation, and incentive plans. Sales Enablement Core Responsibilities. Development of sales and revenue strategies.

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Sales Operations Top of Funnel Forecasting Sales Enablement 75

Highspot

AUGUST 2, 2022

Events attended. Sales performance management software capabilities can cover sales incentive compensation management (ICM), quota management and planning, sales territory management, and gamification. Some sales metrics you’ll want to analyze include: Annual plan and quarterly updates. Number of leads. Sales cycle lengths.

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Hiring Lead Rank Maximizer Referrals 52

The Spiff Blog

APRIL 7, 2022

Gone are the days when commission, bonuses, and incentive pay were accounted for as direct expenses. As your organization rolls out more products or expands to new markets and territories, commission gets more complicated— and so does your expensing. ASC 606 requires granular details about every commissionable event.

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Commission Software Software Vendor 79

Apptivo

OCTOBER 7, 2022

Each sales plan task is assigned on the 5W1H principle on who (Who is responsible), what (Description of the tasks aligned with tangible numbers), where (Location of the activity – could be department based, geo-location based, event based etc.), when (Timing), why (Objective of the Activity), and how (sub-tasks). Action plan.

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Top of Funnel Incentives Incentive Objections 19

Mindtickle

OCTOBER 24, 2018

Multiple events happen throughout a seller’s time with a company that requires enablement. While we are all familiar with the above scenarios, if your enablement team wants to upgrade their playbook, a good start is to look at these enablement events not as isolated moments, but rather in the context of the buyer/seller journey.

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Sales Enablement Data Lead Rank Lead Scoring 69

Your Sales Management Guru

MAY 6, 2013

This tactical program will provide insights and tools to help the Executive or Sales Manager easily increase the productively of their management meetings, sales meetings and sales training events. We would cover long-term forecasting plans that ensure building a strong revenue plan. . Attendees will learn: 1) sample forecasting formats.

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Compensation Forecasting Penetration Sales Leadership 74

Hubspot Sales

OCTOBER 28, 2020

The events of 2020 have fundamentally changed the way sales leaders need to engage with, manage, and empower their teams. This makes things like one-on-ones, pre-call strategies, post-call debriefing, ad-hoc coaching, and territory plan reviews much easier to conduct. It’s time to rewrite the sales leadership rulebook.

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Hiring Promotion Lead Rank Ideal Customer Profile 102

The Bridge Group

MARCH 9, 2018

They built three “swim lanes” for their AB-strategy with the AE playing the CEO role for their territory. This accounts for roughly 40% of their incentive compensation. This is over and above their target incentive number. Rather than passing the account list down to the AEs and ADRs to “have at it.” Lessons Learned.

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Top of Funnel Account Demand Generation Targets Sales Qualified Lead 45

Mindtickle

OCTOBER 24, 2018

Multiple events happen throughout a seller’s time with a company that requires enablement. While we are all familiar with the above scenarios, if your enablement team wants to upgrade their playbook, a good start is to look at these enablement events not as isolated moments, but rather in the context of the buyer/seller journey.

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Sales Enablement Data Lead Rank Lead Scoring 52

LeadFuze

JANUARY 1, 2022

I tripled the client base in my territory in the first year, yielding revenue gains of over $1.2 million… I won the top sales incentive trip the last three years… As a manager, I am really good at developing people. I love scuba diving, Iron Man competitions and playing drums in my band at local events.

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Hiring Motivation Follow-up Examples 52

OpenSymmetry

FEBRUARY 22, 2015

For example, you are able to measure the job and development performance ( Human Capital Management ) of your sales team as it relates to their incentives, rewards, territories and quotas ( Sales Performance Management ). Talent management applications bring a tremendous amount of benefit to your organization. About the Author.

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Scale Compensation Report Twitter 40

LeadFuze

JULY 5, 2023

We’ll also explore how Sales Performance Incentive Funds (SPIFs) play a role in motivating teams. It keeps them on track and motivated to conquer new sales territories. Incentives that Motivate Overachievers Effectively Don’t just stop at setting targets, my friend.

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Motivation Strategy Incentives Incentive 52

Cincom Smart Selling

JUNE 30, 2015

Indeed, I have carried a briefcase around a territory, lived on draws and commissions and also more recently actually looked after a group of inside sales agents. Write about a hobby, current events or other things. Many of these folks correctly guessed or figured out that I have been involved in sales myself.

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Prospecting Construction Promotion Telemarketing 48

Close.io

OCTOBER 1, 2018

Mentoring individual sales reps and administering incentive programs. Rejection is painful , and it comes with the territory in sales—which is why you’re doing yourself no favor when choosing someone who’s constantly sold products that are excessively easy to move. Monitoring progress in real-time and analyzing data.

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Sales Management Hiring Lead Rank Forecasting 115

Sales and Marketing Management

JANUARY 27, 2019

They must know how to motivate people and hold them accountable, how to coach and develop sales reps, how to structure territories and match them to a rep’s skill sets, and how to leverage data and use it to drive performance. Create incentives that drive the right behaviors.

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Sales Management Hiring Compensation Incentives 166

The Spiff Blog

JUNE 9, 2022

Withdrawing from team activities and social events when normally they’d participate. If a rep is already planning to be gone by then, there’s no incentive to dive into time-intensive sales activities. Territories and account ownership. Making significant territory changes. Sales commission and pay. Deal splits.

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Hiring Commission Compensation Incentives 75

Sales Hacker

MAY 9, 2019

Know what to Include in a Sales Incentive Plan. This is what the person would be paid annually and it has two elements; a base salary and a sales incentive held against sales, also known as variable pay. NOTE: We recommend refraining from calling any sales incentives a bonus. Determine Total On-Target Earnings (OTE).

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Face-to-face Compensation Commission Lead Rank 102

Chorus.ai

MARCH 24, 2021

The Sales Growth Formula You can calculate your sales growth rate and find out whether you’re in positive or negative sales growth territory using this growth rate formula: In this formula, “y” is the net sales from your current period (i.e., New Incentives and Channels Creating new incentives is another great way of encouraging sales growth.

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Buyer Persona Top of Funnel Lead Rank Discount 62

SBI

APRIL 29, 2014

We enable organizations to accelerate and maximize their lead to money process by identifying the right leads, ensuring proper territory and quota distribution, enabling sales forces, automating quote and proposal generation, and streamlining sales compensation. To schedule a free 30 minute consultation click here.

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Up-Sell Closing Lead Generation Revenue 135

Openview

MARCH 15, 2019

Growth Strategy: If you are looking to expand your sales territory into new geographic areas or countries, a channel strategy is one of the best ways to mitigate risk, scale across new locations, and generate revenue quickly. Extra Incentives. And sometimes, the extra incentive is old-fashioned swag like tickets to special events.

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Channels Scale Hiring Lead Rank 129

Sales Hacker

APRIL 22, 2022

Losses: Talk through the areas of improvement for each rep, territory, or product: what is causing lost deals? Incentives: Take advantage of the QBR to show your sales reps how much they can potentially earn by closing specific deals. Study the reasons and figure out what could have been done better.

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Top of Funnel Hiring Forecasting Quota 90

Sales Hacker

APRIL 26, 2019

I tripled the client base in my territory in the first year, yielding revenue gains of over $1.2 OR… “I won the top sales incentive trip the last three years.” I scuba dive, compete in Iron Man races, play the drums in a band at local events, do yoga.”. Highlight your work experience with specifics. What do you do for fun?

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Hiring How To Skype Promotion 21

Close.io

FEBRUARY 24, 2020

Sales operations is the team that plans and organizes rep operations, territory planning, lead generation, sales analytics, and more. You can also organize training events, such as sales calling practice sessions with the whole team. The sales team at Vorsight tried this , with their monthly incentive being a day of PTO for the winner.

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Sales Enablement Top of Funnel Hiring Face-to-face 85

SBI

APRIL 28, 2014

We enable organizations to accelerate and maximize their lead to money process by identifying the right leads, ensuring proper territory and quota distribution, enabling sales forces, automating quote and proposal generation, and streamlining sales compensation.

Up-Sell 54

Up-Sell Closing Lead Generation Revenue 54

SBI

APRIL 29, 2014

We enable organizations to accelerate and maximize their lead to money process by identifying the right leads, ensuring proper territory and quota distribution, enabling sales forces, automating quote and proposal generation, and streamlining sales compensation. To schedule a free 30 minute consultation click here.

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Up-Sell Closing Lead Generation Revenue 50