The Spiff Blog

MARCH 8, 2023

Though Sharpe didn’t share the exact language used, she didn’t have to. Spiff’s sales commission software enables finance and sales operations teams to self-manage complex incentive compensation plans and provides transparency for sales teams.

Face-to-face 76

Face-to-face Commission Incentives Incentive 76

Sales Hacker

JUNE 14, 2019

What’s the #1 incentive you can use with your reps? Align incentives. You need to start aligning the CRM to the sales process , as opposed to data entry. Align Incentives. As a marketer myself, I want to know if the articles and case studies I’m writing for my sales team are even helping them move the needle on deals.

Data 68

Data Closing Prospecting Incentives 68

SBI

OCTOBER 23, 2017

There are over 3,000 sessions scheduled—936 if you filter by role for sales operations or sales professional, and 179 if you filter by Marketing /ABM as a role. The other thing to keep in mind is that not every solution provider caters to marketing or sales. My Hot Picks for Off-Site SalesTech Vendor Events.

Vendor 140

Vendor Hoovers Lead Rank Sales Qualified Lead 140

Cience

OCTOBER 14, 2020

While these cover the entire sales funnel , the magic happens when we ‘double click’ on them. This first-principles thinking will help you come to the exact metric that needs improvement. This metric is also used to pay out incentives to sales reps based on their individual or team quota achievement. <double

Lead Rank 98

Lead Rank Pipeline Top of Funnel Segment 98

PandaDoc

APRIL 26, 2023

Depending on how experienced your sales team members are, they could opt for a base salary, higher commission rates, or something in between. So what can possibly be a better incentive than a performance-based bonus? Five typical sales commission structures 1. Well, offer more and bigger incentives!

Commission 52

Commission Salary Margin Hiring 52

The Spiff Blog

JANUARY 25, 2022

What started as a manageable headache is now causing your organization to leak revenue— especially as you add more products, territories, and go-to-market strategies into the mix. Growing businesses lose 20-30% of their revenue to operational inefficiencies every year ( source ). Guess what? You’re not alone.

Hiring 52

Hiring Scale Top of Funnel Funnel 52

Nutshell

AUGUST 28, 2023

Building a sales process is absolutely necessary to your company’s success, and is perhaps the most important thing you can do as a sales manager to impact your team’s ability to sell. Why is it important to have a structured sales process? ‍ Whitney Sales Founder of The Sales Method 3.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

The Spiff Blog

APRIL 7, 2022

Gone are the days when commission, bonuses, and incentive pay were accounted for as direct expenses. Normally, when we hear “bespoke” or “white glove”, we think premium—like a suit or dress hand tailored to your exact measurements. In that case, you’ll have to loop in other teams, like sales operations , finance, or HR.

Commission 79

Commission Software Software Vendor 79

The Spiff Blog

MAY 26, 2022

So, you’ve realized commission spreadsheets are actually evil, and that sales incentive software will vastly improve transparency, efficiency, and your personal sanity. There’s no shortage of sales commission software on the market, and when you factor in the massive operational differences, it’s a recipe for information overload.

Incentives 77

Incentives Incentive Software Software 77

Mindtickle

DECEMBER 28, 2023

Sales operations teams were once the unsung heroes of the sales organization. A recent Salesforce report found that 82% of sales professionals feel “sales ops plays a critical role in growing the business.” Furthermore, 82% feel sales ops is becoming more strategic. What is sales operations (Sales Ops)?

Sales Operations 52

Sales Operations Top of Funnel Sales Enablement Forecasting 52

Pipeliner

MARCH 6, 2018

Calling on the right target market, articulating the value your company offers in a way that resonates with your customers, overcoming objections, and measuring the performance of your team and processes to identify what works best, would definitely allow you to close a higher percentage of sales. Inside versus outside sales team.

Strategy 45

Strategy Salary Margin Compensation 45

DiscoverOrg Sales

MAY 4, 2017

Join DiscoverOrg CEO Henry Shuck and Justin Withers, VP of Product Management and Marketing, for a conversation about what drives high-growth companies. It showed the concrete steps that a sales leader or a marketing leader can put in place to accelerate growth in the years to come. You just combine the two.

Company 120

Company Conversion Outbound Video 120

Close.io

AUGUST 11, 2019

A sales operations team can change that. If you want to make sure your sales team is firing on all cylinders and making as much money for your company as possible, you need sales ops. Don't fall into the trap of thinking that sales operations is a new field; it's not. 5 best software and tools for sales ops.

Sales Operations 91

Sales Operations Hiring Top of Funnel Lead Rank 91

Sales Hacker

FEBRUARY 12, 2021

If you’re familiar with what a CRM is already, then you intuitively know that an enterprise CRM is basically a CRM solution tailored to larger (enterprise-level) companies with complex processes and large sales teams. Lastly, an enterprise CRM platform is able to support more than just the sales organization. Sales playbooks.

Enterprise 84

Enterprise Enterprise CRM NetSuite 84

Sales Hacker

JUNE 14, 2018

Consider the following do’s and don’ts to make sure you select the sales solution provider that best fits your needs, and starts building revenue. 5) DO ensure sales and marketing are aligned. Find a true sales firm. When it comes to choosing a sales provider, the cheapest solution is not always the best solution.

Outsourcing Services 58

Outsourcing Services Hiring Sales Outsourcing Scale 58

Close.io

OCTOBER 22, 2019

Further, their knowledge in integrating other tools through Zapier has brought great value to our team.” - Amanda Mullet, Sales Operations Manager, HomeLight. I'm sharing these quotes to show you that this is a real opportunity for you to differentiate your company from alternative solutions in your market.

Churn 77

Churn Hiring Discount How To 77

The Spiff Blog

MARCH 10, 2022

In particular, look at: The available talent market for roles you plan to hire for. Ideally, your organization’s workforce representation would reflect the total available market. In fact, data has shown that these tests weed out many of the exact candidates you’re attempting to hire ( source ). Geographic location.

Hiring 55

Hiring Promotion Demographics Lead Rank 55

Sales Hacker

JUNE 9, 2020

How to reassess the market for now and for later. Subscribe to the Sales Hacker Podcast. How to reassess the market for now and for later [31:43]. We’re about a $3 billion market cap company in the human resources space. But it wasn’t as a sales rep. Why don’t you run sales operations?”

SalesForce 78

SalesForce Video Call-back LinkedIn 78

The Spiff Blog

AUGUST 17, 2023

Your goal is to offer the right incentive to drive specific sales behaviors. That’s why commission plans often miss the mark— either offering a suboptimal pay mix that doesn’t drive performance, or overshooting incentives and driving unnecessary costs. Personalize sales incentives. No two sales reps are the same.

Commission 77

Commission Compensation Incentives Incentive 77

Highspot

AUGUST 26, 2024

Marketing generates leads that don’t quite match what sales needs, sales chases targets without a clear view of what’s coming down the pipeline, and customer success struggles to keep clients happy. What is Revenue Operations? How Does Revenue Operations Work?

Revenue 52

Revenue Lead Rank Scale Ideal Customer Profile 52

Sales Hacker

JUNE 27, 2019

Traditionally, each division within a company has its own operations team, each of them reporting to the functions they serve. So Sales Operations owns all sales systems and reports to the Head of Sales. Marketing Operations owns all marketing systems and reports to the Head of Marketing.

Hiring 94

Hiring Top of Funnel Face-to-face Incentives 94

The Spiff Blog

APRIL 28, 2022

No two people are exactly the same, and therefore, a one-size-fits-all approach to management will never be the most effective sales management tactic. Your reps will hear the same information delivered at the same time and in the same exact way. Does your team have a hand in choosing their own incentives?

Commission 80

Commission Compensation Lead Rank Hiring 80

Sales Hacker

MAY 9, 2019

Know what to Include in a Sales Incentive Plan. Once you understand how to create a fair compensation plan for your sales team, you can check out some examples: Sales Development Rep (SDR) Compensation Plan Example. NOTE: We recommend refraining from calling any sales incentives a bonus. Set Targets.

Face-to-face 102

Face-to-face Compensation Commission Lead Rank 102

The Spiff Blog

AUGUST 10, 2023

For example: let’s say you want to build a new plan in which your mid-market account executives receive 5% commission on new business bookings and 6% commission on any multi-year deal. This is a major benefit for sales comp managers, as it’s nearly impossible for you to manually keep track of every variable that influences forecast accuracy.

Commission 80

Commission Compensation Forecasting Trends 80

Bigtincan

SEPTEMBER 8, 2021

This includes how sales documents are shared, stored, created, and accessed. It also includes how training materials are created and managed, training format (online vs. in-person), training incentives, and anything else related to training and training materials.

Sales Enablement 111

Sales Enablement Strategy Enterprise Enterprise 111

The Spiff Blog

SEPTEMBER 5, 2023

to the environmental (politics, the stock market, weather conditions, you name it.) Instead of being focused, your team might stress over market conditions, internal politics, or other detrimental behaviors. But, what if there was a way to double down on the variables within your control? What is the Circle of Influence?

Influencer 86

Influencer Commission Lead Rank Lead Scoring 86

Highspot

MARCH 18, 2024

AI-powered lead scoring and predictive analytics features help sales and marketing teams identify likely buyers and connect with the target audience in more meaningful ways. Plus, Salesforce’s engagement platform can work well with many other tools, making sales operations smoother.

Sales Tools 52

Sales Tools Tools Lead Rank SAP 52

The Spiff Blog

SEPTEMBER 26, 2023

Recommended reading : CROs: Double Down on Seller Experience to do More with Less Pro #4: Seamless sales and marketing alignment The impact of your sales qualification framework will extend beyond your team. This has its benefits, as we’ve covered, but it also typically results in longer sales cycles.

Sales Qualified Lead 83

Sales Qualified Lead Lead Qualification Sales Cycle Scale 83

Sales Hacker

DECEMBER 4, 2020

This metric is used to measure a sales team’s deliverables against a target set by the management team. This metric is also used to pay out incentives to sales reps based on their individual or team quota achievement (this is likely the part your reps care about most). 2 Consider the Design and Flow Carefully.

Data 124

Data Lead Rank Pipeline Lead Scoring 124

The Spiff Blog

JULY 14, 2022

For starters, pay secrecy disproportionately hinders women and minority groups in securing market rates, leading to significant wage gaps ( source ). Pay transparency forces organizations to look critically at salaries and ensure they reflect current market rates, as well as value added to the business.

Salary 73

Salary Compensation Commission Hiring 73

The Spiff Blog

DECEMBER 14, 2023

Speak with your customer marketing or success teams and make sure you’re aware of both positive reviews that can help the deal, and negative reviews that might raise concerns you’ll need to address. Saying they’ll be “up and running in two weeks” or promising that the process is “very smooth” isn’t going to cut it.

Decision Maker 75

Decision Maker Sales Forecasts Forecasting Compensation 75

Close.io

DECEMBER 23, 2019

In this post, we look back at the sales posts and topics that sparked the most engagement in 2019. This year we saw even more physical and software subscription services emerge, increasing competition in already aggressive markets. The ultimate guide to sales development. READ THE FULL ARTICLE ?. READ THE FULL ARTICLE ?.

B2G 89

B2G Outbound Government Sales Forecasts 89

Sales Hacker

SEPTEMBER 16, 2019

Subscribe to the Sales Hacker Podcast. Marketing, sales, CS, should all be unified under one leader [11:40]. Jason is the President and COO of Showpad, which is a leading global sales enablement provider. That’s the company and the space in sales enablement. Jason’s 3 buckets for evaluating talent.

Omniture 51

Omniture Marketo Oracle Hiring 51

Xactly

JANUARY 14, 2019

Sales leaders often rely on tribal knowledge or gut instinct to make big planning decisions—and their sales teams and quota attainment often suffer for it. We see from a startup perspective, we see reps that are very closely aligned with what is new and next in the market. Gavin: Both. Yeah, they both have different values.

Data 67

Data Hiring Company Webinar Metrics 67

Sales Hacker

JULY 8, 2020

Right now, he is the chief sales and strategy officer for the real estate company that most of us know, that has become a household name over the course of the last couple of years. Before that, he was at Square, where he was vice president of global sales. It doesn’t cost them more money to be marketers.

Scale 113

Scale Real Estate Tools Lead Rank 113

The Spiff Blog

OCTOBER 12, 2023

What’s the difference between the “how” and the “why” of sales compensation? How you pay sales reps depends on the way you design your comp program, what metrics relate to what incentives, and so on— all the details we’ve covered in many past articles about comp plan design.

Compensation 84

Compensation Commission How To Incentives 84

The Spiff Blog

JUNE 2, 2022

Do your best to understand and quantify what the exact value of each purchase is in comparison to what you spend on it. The key to keeping a cost efficient technology stack is investing only in sales solutions that bring true value to your sales team. Identify which tools have the lowest adoption rates and figure out why.

Hiring 79

Hiring Compensation Commission Face-to-face 79