The Spiff Blog

OCTOBER 28, 2022

Unattainable or irrelevant goals: In sales, reps live and die by their quotas. Yet, quota setting is one of the areas that comes most difficult to sales managers. In fact, 61% of sales managers cite quota setting as their biggest challenge ( source ). This poses a huge issue in sales departments.

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CloserIQ

OCTOBER 30, 2018

Ready to amp up your sales training results? Consider these six tips related to sales enablement tools, training customization and implementation, and post-training reinforcement and growth plans to make your sales training more effective. 1) Use data-driven tools to determine what training is needed.

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Training Top of Funnel Scale Sales Enablement 98

Hubspot Sales

JANUARY 9, 2018

It’s like a traditional business plan but focuses specifically on your sales strategy. A business plan lays out your goals -- a sales plan describes exactly how you’ll make those happen. Who writes sales plans? What is a sales plan template? A typical sales plan includes the following sections: Target customers.

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Xactly

NOVEMBER 28, 2018

Pay mix is the ratio of base salary to target incentives that make up On-Target Earnings (OTE). For example, a 60/40 pay mix means that 60% of OTE is fixed base salary, and 40% of OTE is Target Incentive (TI), or variable pay. Sales Manager. The Sales Manager is responsible for the entire sales team, above all else.

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Compensation Salary Policies Incentives 84

Xactly

APRIL 12, 2018

Recognizing Workplace Stress in Sales. Sales, in particular, can be a demanding job with long hours, drawn-out sales cycles, and high quotas. As a sales manager, it’s important to recognize workplace stress early on to help sales reps alleviate the situation before it becomes a serious problem.

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Janek Performance Group

MARCH 17, 2023

Therefore, the cost of sales reps with average sales skills is a number most companies cannot afford. The post-pandemic sales boost has faded, and now companies are scrutinizing how they allocate their more limited resources. Organizations across all industries are exercising greater caution given the macroeconomic uncertainty.

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Referrals Exercises Discount Study 62

Zendesk Sell

FEBRUARY 28, 2019

What made them want to work in sales in the first place? Make sure your sales managers also understand what motivates their team members. Managers too should have positive mind-sets to inspire their teams. Use nonmonetary strategies to motivate your sales teams. Provide the right tools.

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Motivation How To Survey Incentives 71

ExecVision

JUNE 14, 2018

The biggest coaching hurdle for sales managers is finding the time. Look at their calendars and explore ways to eliminate unnecessary meetings and/or evaluate tools like conversation intelligence software which significantly cuts down the time it takes to coach a call. Build Out Your Sales Coaching Playbook.

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Zendesk Sell

JANUARY 31, 2019

To align marketing and support departments with sales, sales managers can construct an ongoing, interdepartmental job-shadowing program. Put marketing and support staff in a sales-shadowing rotation once a month to sync knowledge and skills. Present the plan to your sales team. What tools does your team use?

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Top of Funnel Marketing Exercises Lead Rank 68

Keith Rosen

AUGUST 24, 2013

Contrary to the opinion of some managers, there are no tools, incentives, compensation packages, or strategies that can compensate for any lack of trust in a relationship. Exercise The Law of Reciprocity. Without trust, you have nothing to build on that could be sustained over time. Photo Credit: Keith Nerdin.

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Chorus.ai

JANUARY 17, 2020

It should be a joint effort between the rep and their manager to identify and address the issues behind this dry spell. Let’s break it down into methods each team member can leverage to crawl out of a slump: For Sales Managers: When addressing a slump, a sales manager’s first port of call is always to isolate where the slump is occurring.

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Showpad

OCTOBER 1, 2019

The best way to approach the need for coaching among your Sales teams is to deliver it through a combination of methods. But as a Sales manager, you’ll benefit greatly from balancing that with training visualizations and other exercises that staff can complete on their own.

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Xactly

APRIL 11, 2018

Industry and company benchmarking tools can be a boon in this respect and start you off on the right path. . How Do You Get Salespeople and Sales Managers to Believe in the Plan? Speaking of buy-in, ensuring that first-line sales managers and salespeople believe in the plan is absolutely critical to success.

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Compensation Webinar Metrics Decision Maker Motivation 54

Hubspot Sales

JUNE 5, 2019

In a channel sales model, a company sells through third partners -- affiliate partners (who get commission on each purchase), resellers, value-added providers (who typically bundle your product with their own), or another entity that doesn't work for it directly. This exercise will give you a framework for evaluating specific partners.

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Channels Lead Rank Hiring Lead Scoring 96

Chorus.ai

JANUARY 29, 2020

Sales being the hyper-competitive place that it is, a business can potentially live or die by its ability to bring sales professionals up to speed. As a result, coaching and the steady production of fresh, new sales training ideas can be major stressors for sales managers, particularly on SaaS sales teams.

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OpenSymmetry

FEBRUARY 23, 2017

Getting into the swing of 2017, your company is ready to be liberated from the ancient tools handicapping your sales efforts to a mindbendingly slow pace. Take a fresh look at your sales compensation processes before considering the investment of a new tool. What are the things that have “always been done that way”?

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PandaDoc

JULY 11, 2022

Before you begin sifting resumes, take a good look at your current sales flows. Should you optimize further with powerful proposal tools or new CRMs? Keep in mind that strong sales departments focus on creating a repeatable, scalable process. Open dialogue between sales reps and management and encourage transparency.

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The Brooks Group

MARCH 4, 2014

If your coaching program participants can’t tie coaching they're getting from their managers to their on-the-job selling reality, then sales coaching basically becomes an intellectual exercise. Peer-to-peer coaching can be just as valuable as the sales coaching provided by the managers.

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Sales Coaching Coaching Call-back Incentives 40

Hubspot Sales

JANUARY 17, 2018

Fortunately, there’s a simpler way to learn new sales techniques without having to set aside extra time in your day -- through podcasts. The next time you’re walking the dog, commuting, exercising, cleaning, or doing any other task that doesn’t require mental energy, pop in your earbuds, press “Play,” and learn from sales leaders and experts.

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Scale Sage Lead Rank Lead Scoring 145

The Bridge Group

MARCH 9, 2018

This is a Sales Qualified Appointment (SQA). This accounts for roughly 40% of their incentive compensation. At the point that it does become a Sales Qualified Opportunity (SQO) the ADR is paid an even higher flat rate. This is over and above their target incentive number. Lessons Learned.

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Top of Funnel Account Demand Generation Targets Sales Qualified Lead 45

Partners in Excellence

JULY 26, 2016

My last post inn this series was “ Super Hero Sales Managers.” ” I hesitated for a moment discussing this topic–sales compensation plans. I can barely scratch the surface on this topic, sales people, sales executives, and non sales executives invovled in compensation are likely to be unhappy.

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Compensation Sales Leadership Commission System 48

Jonathan Farrington

AUGUST 26, 2013

Contrary to the opinion of some managers, there are no tools, incentives, compensation packages, or strategies that can compensate for any lack of trust in a relationship. Exercise The Law of Reciprocity. General Keith Rosen Leadership Profit Builders Sales Leadership Sales Management'

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Intent Coaching Exercises Compensation 48

Hyper-Connected Selling

DECEMBER 12, 2017

At each touchpoint, sales and marketing has to get work in tandem to deliver the right information that prospects need. In marriage counseling, there’s an exercise called “hugging ’til relaxed” that was developed by an expert in the field, David Schnarch. ” -Tony Jalan, Division Sales Manager, Heartland.

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Marketing Ideal Customer Profile Lead Rank Lead Scoring 53

Hubspot Sales

NOVEMBER 6, 2019

Previously successful: Has a track record of success, whether in sales or sports, school, another job, etc. If you have a few (or several) different selling functions, do this exercise for each role. The former should probably have 0-2 years of sales experience, while the latter will have 3-5 years. Sales Managers.

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Hiring Salary Scale Referrals 73

SBI

NOVEMBER 7, 2019

By combining Seismic’s industry leading sales enablement and asset management functionality with Percolate’s content orchestration and campaign planning tools, marketers will have comprehensive control and agility to efficiently align the most compelling and personalized content wherever and whenever the customer interacts with their brand.

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