The Spiff Blog

DECEMBER 8, 2022

In relation to sales, let’s quickly walk through the transformation we assume most reps will undergo as they are promoted and attempt to become successful managers. They will be training their team to be successful. They will be up late listening to sales calls and combing through opportunities in the CRM. Be their advocate.

Compensation 71

Compensation Motivation Sales Management Strategy 71

Nutshell

AUGUST 28, 2023

Even if your sales team is already driving good results, establishing a sales process or improving your existing one can take your business to the next level of growth. Just keep reading to get started with creating a winning sales process. Why is it important to have a structured sales process? Read this first.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Xactly

MAY 7, 2018

Sales compensation is one of the most important components of sales planning. Sales operations and compensation professionals must compile a team to piecing together metrics and goals, which carries an incredible amount of responsibility. She runs half marathons and is training for her fourth marathon in May 2018.

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Compensation Incentives Incentive Networking 49

The Spiff Blog

JANUARY 26, 2023

Just as Olympic athletes train to reach peak performance, so do sales teams. But, just as there are less obvious factors that contribute to an athlete’s performance, there are less obvious factors that contribute to a sales team’s performance as well. How to Design a Winning Commission Structure And there you have it!

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Commission Compensation Incentives Incentive 75

Sales Hacker

SEPTEMBER 27, 2022

In this episode of the Sales Hacker Podcast, we have Scott Barton , VP of Industry Solutions at Varicent. He’s an expert in the sales world, particularly in revenue operations and incentive compensation. Join us for a great conversation about driving the right behaviors within your sales team. powered by Sounder.

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Compensation Incentives Incentive Quota 82

Xactly

JULY 19, 2018

Commissions play a key role in your sales compensation plans, driving sales behaviors and motivating reps to hit their quota. Depending on your sales force structure and size, there are different sales commission structures that can be used in your incentive plan. How Does the Draw Against Commission Work?

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Commission Hiring Incentives Incentive 83

Xactly

JUNE 6, 2018

Nearly 70 percent of Xactly customers use Salesforce to manage their sales force compensation plans, and Salesforce is a long-standing Xactly customer (since 2010), using Xactly Incent to manage more than 15,000 payees on compensation plans. Sales Operations – supports sales team.

SalesForce 53

SalesForce Webinar Metrics Compensation Incentives 53

Steven Rosen

SEPTEMBER 21, 2015

Challenges: Needs Alignment – Customer relations and maintaining client satisfaction lies at the heart of nearly every facet of sales. Customer buying behaviours are constantly changing and the only way to stay successful is to adapt your sales operations to match them.

Sales Leadership 120

Sales Leadership Face-to-face Coaching Incentives 120

Hubspot Sales

FEBRUARY 28, 2019

Your strategic plan provides the general idea of how to reach a goal, and the tactical plan is where you lay out the steps to achieve that goal. Enroll reps in a hands-on training session in your Enterprise product offerings. Create an incentive for those that close the most Enterprise deals in the month.

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Hiring Enterprise Enterprise Objections 125

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? Now the question is, how do you set up a commission structure that works great for employees and employers?

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Commission Salary Margin Hiring 52

Crunchbase

JULY 27, 2022

If you own a business, lead a sales team, or are otherwise interested in how best to create a solid sales ecosystem within your organization that is conducive to growth, this article on sales operations (sales ops) is for you. What is sales operations? Sales operations vs. sales enablement.

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Sales Operations Company Territories Sales Qualified Lead 52

The Spiff Blog

JANUARY 12, 2023

Modern sales organizations are currently in a state of crisis. 59% of sellers think management doesn’t know how to effectively motivate teams. Morale is at an all time low and sales turnover is at a record breaking high. Your sales team spends more time keeping track of their own commission statements than they do selling.

Compensation 67

Compensation Hiring Commission Face-to-face 67

Partners in Excellence

JULY 20, 2017

The data on percent of sales people achieving their goals, percent of companies making plan, and so forth is appalling. Millions of person hours are spent in trying to understand how to drive sales performance. Billions are spent on tools, training, consulting services all focused on improving the performance of sales people.

Maximizer 67

Maximizer Coaching Sales Enablement Face-to-face 67

Mindtickle

AUGUST 7, 2017

There are many functions powering modern sales teams, Sales Enablement, and Sales Operations are two examples. While Sales Enablement and Sales Operations may solve different problems in your organization, they need each other a lot more than you may realize. Sales Ops bookends Sales Enablement.

Sales Enablement 52

Sales Enablement Analysis Forecasting Engineering 52

Mindtickle

AUGUST 7, 2017

There are many functions powering modern sales teams, Sales Enablement, and Sales Operations are two examples. While Sales Enablement and Sales Operations may solve different problems in your organization, they need each other a lot more than you may realize. Sales Ops bookends Sales Enablement.

Sales Enablement 52

Sales Enablement Analysis Forecasting Engineering 52

Gong.io

OCTOBER 27, 2021

Let’s take a page from the book of sales operations (sales ops) and give you an answer as efficiently as possible. Here’s the answer to “ What is sales ops ,” in a nutshell: You have a sales strategy and you have people on the ground to execute it. Sales ops covers a lot, because it has to. Perfection.

Forecasting 62

Forecasting Hiring Quota Pipeline 62

Apptivo

OCTOBER 7, 2022

Sales managers can build on various dimensions of the sales strategy canvas based on the laid-out path & direction. Monitor the progress of the sales team. How to write an effective sales plan for your business? There are many things to be followed while designing an effective sales plan for your business.

Top of Funnel 19

Top of Funnel Incentives Incentive Objections 19

Emissary

SEPTEMBER 30, 2022

What to track and how to track it remains a hot topic among enablement professionals. One of the major themes was the expansion of sales enablement. Enablement leaders talked about the need to grow their sphere of influence to shape all factors that drive sales success. We owe sales leaders more support.

Sales Enablement 52

Sales Enablement Scale Hiring Buyer 52

The Spiff Blog

JULY 13, 2023

After meeting some family friends who were software engineers, Jacob found himself wanting to learn how to write software. When Jacob isn’t writing software or tests, he is either learning how to cook something new, gardening, or spending time with his family. Teri is a classically trained musician who loves all kinds of music.

Meeting 71

Meeting Travel Fashion Sports 71

Xactly

JUNE 20, 2018

In order for AI to work, it has to be exposed to data in order to learn how to make correct decisions now and to continue to make them in the future. For example, enterprises are using Xactly Insights, an advanced analytics offering based on 13 years of empirical incentive compensation data. Data is the Key Differentiator.

Data 61

Data Webinar Metrics Compensation Enterprise 61

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.

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Sales Operations Hiring Top of Funnel Lead Rank 91

SBI

APRIL 24, 2012

The Summit is the only conference dedicated exclusively to Inside Sales Leadership. Josiane Feigon, President of Tele-Smart led a panel on inside sales tools you can’t live without which gave me the opportunity to talk about my favorite topic!

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Inside Sales Cold Calling Webinar Metrics Sales Qualified Lead 122

Highspot

MARCH 18, 2024

Enter Artificial Intelligence (AI) sales tools – a breakthrough development in the world of sales. In this article, we’ll share everything you need to know about using AI sales tools. We’ll look at what these tools are, why they matter, how to use them, and what to ask when evaluating vendors. What Are AI Sales Tools?

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Sales Tools Tools Lead Rank SAP 52

Pipeliner

MARCH 6, 2018

Some of the factors to weigh: Direct versus indirect versus digital sales team. Hunter versus farmer sales team. Inside versus outside sales team. Complex solution versus transactional sales environment. Salary heavy versus incentive heavy compensation plans. Customized versus packaged products/services.

Strategy 45

Strategy Salary Margin Compensation 45

Sales Hacker

JUNE 9, 2020

How to become the CRO of a large company. Taking the right approach to training and coaching. How to reassess the market for now and for later. Subscribe to the Sales Hacker Podcast. How to become the CRO of a large company[04:37]. Taking the right approach to training and coaching [28:46]. We’re on iTunes.

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SalesForce Video Call-back LinkedIn 78

The Spiff Blog

FEBRUARY 24, 2023

Sales objections are a common occurrence during a typical sales cycle. Therefore, learning how to effectively handle objections is crucial to hitting goals, crushing sales quotas , and developing a successful sales career. Whether you’re new to sales or a seasoned professional, today’s post is for you.

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Objections Hiring Face-to-face Buyer Persona 80

Sales Hacker

JUNE 14, 2018

Questions to consider during the selection process: How well does the provider drive thought leadership and creativity during the proposal process? Are they just speaking to what you asked for or are they providing innovative ideas for how to reach your sales goals ? Who will be managing them?

Outsourcing Services 58

Outsourcing Services Hiring Sales Outsourcing Scale 58

Sales Hacker

MAY 9, 2019

Plan Compensation for Onboarding and Training. 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. Set Targets. Example Compensation Plans.

Face-to-face 103

Face-to-face Compensation Commission Lead Rank 103

Sales Hacker

NOVEMBER 16, 2018

RELATED: B2B Sales Outsourcing Is Dicey. Here’s How to Do It Right. Keep in mind that this number does not factor in the cost of hiring, training, software, hardware or other typical overhead. This method can be useful in situations where hiring and training an internal SDR team would be too time-consuming or costly.

Outsourcing Services 76

Outsourcing Services Scale Hiring Sales Outsourcing 76

The Spiff Blog

SEPTEMBER 9, 2022

If, as a sales culture, you bake this mindset into your onboarding, training, and management style, you’ll notice a dramatic shift in how your team operates. Lost opportunities can also afford some valuable takeaways, from competitive intel to how to improve your product, process, or both.

ROI 83

ROI How To Face-to-face Commission 83

Sales Hacker

NOVEMBER 19, 2018

If you missed episode 33, check it out here: PODCAST 33: How to Grow and Scale a Company in the Digital Age w/ Ilir Sela. Using conversations with customers to inform the development of the sales playbook. Building out career ladders and incentives to drive retention and performance. Subscribe to the Sales Hacker Podcast.

Benefit 59

Benefit Company Hiring Outsourcing Services 59

Sales Hacker

AUGUST 18, 2020

And so the idea is that data has to be used at scale in this space, and there’s really no incentive for the buyer to kind of scale up if I’m looking at it from a transaction standpoint, right? And so that left our company in a situation where we were trying to figure out how to grow? Was there training that you sought?

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Lead Rank Scale How To Travel 106

Sales Hacker

JANUARY 21, 2021

Sales professionals can easily connect with prospects anywhere in the world, even if they don’t have their contact information, and start forming the connections that close deals. LinkedIn offers a one-month free trial for Sales Navigator so you can learn how to use the tool effectively before spending your own money on it.

LinkedIn 99

LinkedIn Demand Generation Targets Ideal Customer Profile How To 99

Close.io

FEBRUARY 24, 2020

If you want to increase sales productivity for your team, close more deals, and hit your quota, then keep reading. We’re going to show you what sales enablement is, and how to make the most efficient use of sales enablement to grow your sales and your team. Best sales enablement tools to automate the process. ?

Sales Enablement 85

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

Troops

OCTOBER 3, 2018

We talked to Kyle MacKenzie Taylor , a Sales Operations Analyst who helps ensure InVision’s remote sales reps have what they need to be successful. We asked her: “As someone who works with a remote sales team, what are some real-life examples of how to ensure everyone stays motivated and engaged ?”.

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Hiring Motivation SalesForce Incentives 103

The Spiff Blog

JUNE 20, 2023

Hard skills can be taught or learned through training. You may be a technical wizard, highly trained in all kinds of billing and cash flow analysis activities, but the results you produce are only as good as your ability to communicate them to key stakeholders. Let’s take a look: Hard skills are job-specific duties required of a role.

Account 90

Account Commission Hiring Compensation 90

Bigtincan

SEPTEMBER 8, 2021

So gauging whether a sales enablement strategy is effective means answering this question: Is the sales team easily finding the product and training content they need when they need it? This is, fundamentally, a technology and software question: What software is being used to share content with the sales team?

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Sales Enablement Strategy Enterprise Enterprise 111