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.

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Incentives Incentive Scale Compensation 83

OpenSymmetry

OCTOBER 24, 2016

Much like the elusive yeti, the identification of Return On Investment (ROI) for a sales incentive plan is believed to exist by enthusiasts from the sales compensation design team, but met with much skepticism by others, namely the Finance department. So how do you prove the existence of ROI in your sales incentive plan proposal?

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Incentives Incentive ROI Compensation 40

Zoominfo

SEPTEMBER 1, 2019

In an Accenture study recently conducted, 54% of respondents experienced a drop in trust, which resulted in $180 billion in revenue at stake of being lost. But, featuring a customer in a case study will also make them feel important, valued, and more connected to your brand. Establish an Incentive-Based Customer Loyalty Program.

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Loyalty Customer Incentives Incentive 130

Mereo

DECEMBER 7, 2017

Incentives and bonuses motivate sales professionals for good reason. A Gallop study revealed that 50% of employees leave their company to get away from their bosses. A CSO can throw all the incentives and bonuses they want at their team to keep their top performers around, but that strategy alone will get costly.

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Incentives Incentive SalesForce Sales Leadership 40

Hubspot Sales

NOVEMBER 28, 2023

Case studies. While marketing compiles success stories, sales teams provide real anecdotes and feedback from clients, which makes the case study more authentic and compelling. This is the opportune moment for sales teams to strike. Measure the respective goals and incentives for sales and marketing. Training webinars.

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Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 99

LeadFuze

JULY 5, 2023

We’ll also explore how Sales Performance Incentive Funds (SPIFs) play a role in motivating teams. The Impact of Setting Appropriate Targets on Motivation Levels A study by InsideSales.com revealed that clearly defined goals can boost employee engagement and productivity by up to 30%. LeadFuze makes target-setting a breeze.

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Motivation Strategy Incentives Incentive 52

Highspot

FEBRUARY 25, 2024

Read on for practical tips to supercharge your sales ops and turn obstacles into opportunities for revenue growth. Failing to keep pace can impact the sales cycle, resulting in missed opportunities and competitive losses. This responsibility includes working on incentives that motivate and reward sales personnel for their performance.

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Sales Operations Forecasting Incentives Incentive 52

PandaDoc

OCTOBER 15, 2020

Creating opportunities for employees to collaborate remotely will build morale, motivate your staff, and keep people happily accountable. A Stanford study showed that just the invitation to work with others could fuel motivation. The ant’s incentive to collaborate was to survive.

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Cost per Acquisition Incentives Incentive Sales Outsourcing 98

Highspot

OCTOBER 11, 2023

Incentives and Recognition Reward top performers with appropriate incentives and recognition. Incentives, training, engagement, and process strategies are proven to work based on the motivation and urgency they drive upon sellers. Win Rate: The percentage of opportunities that result in a closed sale.

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Sales Management Strategy Lead Rank Lead Scoring 59

SBI Growth

JUNE 29, 2013

Incentive Compensation: Sales people are “coin-operated.” They thrive on opportunities to win rewards and prizes. These include recognition, incentives, interpersonal support, and clear goals. See below for links to case studies.) Read the case studies and watch the video demos of their solutions in action.

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Hiring Case Study Lead Rank Lead Scoring 326

Sales and Marketing Management

APRIL 25, 2020

Colleagues who regarded the occasional opportunity to work from home as a gift concede that the office is looking better and better all the time. Bauer’s company brings meetings and events suppliers together with buyers who are planning incentive travel programs, corporate events and other large gatherings.

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Meeting Face-to-face Travel Conference 156

PandaDoc

OCTOBER 30, 2023

Employee engagement increases when the incentives are worth the effort required to do well. When executed properly, contests can dramatically boost sales productivity by offering incentives for high performers. This could be a monetary incentive like a cash prize, or a prize of some significant value. Get the ebook 2.

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Sales Process Incentives Incentive Hiring 52

Hubspot Sales

NOVEMBER 10, 2020

Studies have shown that happy, motivated people work harder, stay in their jobs longer, and make their companies more successful. Incentive-Based Sales Environment. Many sales environments, whether remote or in-person, B2B or B2C, operate with some sort of incentive-based program. Moreover, our team stayed together for years.

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B2C Incentives Incentive How To 104

Zoominfo

MARCH 21, 2022

Millions of employees across every economic sector are turning their backs on toxic work environments and seeking better opportunities. The study showed a broad range of attrition within specific companies in various industries. Data via MIT Sloan Of course, not all companies are the same. and 4.5 %, respectively.

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Quota Hiring Face-to-face Advertising 100

Sales and Marketing Management

JUNE 22, 2020

In a blog post about pricing in the pandemic for marketing research firm Forrester SiriusDecisions, Lisa Singer says companies trying to rebound from the disruption of the COVID-19 pandemic must look for opportunities to offer low-cost or free offerings. It ties in with her pricing advice for a pandemic? Strengthen value-focused messaging. ?The

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Margin Discount Incentives Incentive 194

Vengreso

JULY 5, 2023

In today’s interconnected world, leveraging our existing connections for growth opportunities has never been easier, thanks to social media platforms like LinkedIn. Reward System: An incentive system encourages more people to participate in referring others to your offerings.

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Referrals Maximizer Ideal Customer Profile Social Media 89

Xactly

JANUARY 3, 2019

Industry and planning-specific statistics also help guide sales planning and incentive compensation. Companies that set cookie-cutter quotas across similar roles see 14% lower quota attainment than those that assign quotas based on territory-specific opportunities ( Complete Sales Planning Handbook. ).

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Handbook Territories Compensation Incentives 99

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. Written communication doesn’t convey tone of voice or provide the rich opportunities to connect with other people. Do “Refer a Friend” Programs Actually Work?

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Referrals Incentives Incentive Cold Calling 120

SBI Growth

FEBRUARY 5, 2014

Erik Charles is the Principal Incentive Strategist at Xactly Corp. In a recent webinar , Erik noted that: "The total outlay for Incentive Compensation in the U.S. Studies show that these managers are significantly more likely to pull the trigger. Enlighten: Enable sales reps to calculate the value of each opportunity.

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Compensation Territories Hiring Commission 288

Zoominfo

AUGUST 4, 2021

Or, you can offer an incentive in exchange for more information: 3. Studies show that some prospects will consume at least seven pieces of content before they make a decision or ask any questions. This is an opportunity to be proactive and not wait for them. Maximize Opportunities With Chat. The Content Binger.

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Top of Funnel B2B Sales Qualified Lead Penetration 130

Hubspot Sales

NOVEMBER 6, 2018

When noted economist Steven Levitt published the book “ Freakonomics: A Rogue Economist Explores the Hidden Side of Everything ,” he shared the disproportionate impact structural incentives have on the behavior of individuals and their output. Structural incentives are those created by the structure of what’s being done. Call activity.

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Incentives Incentive Lead Rank Sales Cycle 85

Women Sales Pros

JULY 27, 2018

A recent study revealed 84% of people completely trust recommendations from people they know. Incentives: Non-monetary incentives are the better choice here, tied directly to your product or service (ex: priority support, added features, etc.). Three Ask-For-Referral Methods . Method #1 – Current Clients .

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Sales Qualified Lead Lead Rank Lead Scoring Referrals 93

Zoominfo

OCTOBER 13, 2021

A 2018 study by the University of Zurich found that even a small gift from a sales representative makes customers much more likely to make a purchase. In the study, reps gave customers six tubes of toothpaste — a trivial offering. As a rule, the gift increases and matches the opportunity value the further you go down the funnel.

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Top of Funnel Lead Rank Marketing Qualified Lead Direct Mail 130

Partners in Excellence

MARCH 17, 2022

I’m fascinated by studying lazy sales people! Let me qualify that a little, I’m fascinated by studying lazy sales people that consistently achieve their goals. They focus on those who have a high sense of urgency around changing, or those they can incent to have that urgency.

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Margin Call-back Incentives Incentive 128

Hubspot Sales

APRIL 11, 2023

One LinkedIn study found that 64% of recruiting professionals believe that the job search will be more favorable to candidates (as opposed to employers) over the next five years. Sales representatives may seek out new opportunities that include better pay, more benefits, less stress, or greater flexibility.

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Churn Hiring Survey Hubspot 114

The Spiff Blog

MARCH 8, 2023

Despite the challenges women face securing, maintaining, and growing in a sales career, research shows that, when given the opportunity, women regularly outperform men. Spiff’s sales commission software enables finance and sales operations teams to self-manage complex incentive compensation plans and provides transparency for sales teams.

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Face-to-face Incentives Incentive Commission 76

Sales and Marketing Management

OCTOBER 29, 2018

If you’re not already implementing it in your content marketing strategy , then you’re missing out on a huge opportunity to reach potential customers while positioning yourself as an expert in your industry. The product-agnostic approach to content marketing has been around for a long time. Whitepapers. Blog Posts and Articles.

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Top of Funnel B2B Webinar Metrics Marketing 237

Sales Hacker

JUNE 14, 2019

According to a recent Salesforce study , poor data hygiene costs the average business nearly 30% of its revenue, amounting to a total economic loss of a whopping $700 billion a year. What’s the #1 incentive you can use with your reps? Align incentives. Align Incentives. Help moving deals forward. We thought so!

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Data Closing Prospecting Incentives 68

Zoominfo

AUGUST 15, 2018

In fact, strong brand awareness is often linked to increased financial performance, higher sales volume, higher quality employees, valuable partnership opportunities and more. A recent study shows social media posts shared by employees reach 561% more people than the posts shared by the company’s page ( source ).

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B2B Social Media Hiring Collateral 157

HeavyHitter Sales

JULY 1, 2011

Personality Study of 1,000 Top Salespeople-Harvard Business Review. In addition, tests were administered at Presidents Club meetings (the incentive trip that top salespeople are awarded by their company for their outstanding performance). August 2011. « Top Five Sales Presentation Mistakes | Main. Lack of Self-Consciousness.

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Study Lead Rank Lead Scoring Penetration 163

The Spiff Blog

JUNE 16, 2022

This is a huge missed opportunity. And, data visualization tips you can use right away to immediately increase the impact of your sales incentive programs— without having to overhaul your entire system. One study found that just looking at a piece of artwork increases blood flow to the brain by as much as 10%. Let’s dive in!

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Data Commission Compensation Incentives 80

Zoominfo

SEPTEMBER 15, 2021

Or, you can offer an incentive in exchange for more information: 3. Studies show that some prospects will consume at least seven pieces of content before they make a decision or ask any questions. This is an opportunity to be proactive and not wait for them. They are the key to maximizing unseen opportunities on your website.

Top of Funnel 100

Top of Funnel B2B Sales Qualified Lead Penetration 100

Close.io

DECEMBER 16, 2019

We only have four more spots left, let's make sure that we don't lose this opportunity. It's a great incentive for them to make a quick buying decision so that they can lock in at the current (lower) pricing. So whenever one company that we believe to be a great fit decides to go ahead, they get the next limited spot.". "

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Closing B2B Incentives Incentive 101

Apptivo

OCTOBER 3, 2022

Whenever and however a prospect decides to proactively interact with the brand, marketers need to be prepared to engage and utilize the opportunity to sample or experience the product or service in some way. Look at the way Perfume companies market themselves at Malls giving free samples and creating opportunities to experience the product.

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Marketing Lead Rank Lead Scoring Campaigns 98

Sales Evangelist

APRIL 30, 2020

Tim Houlihan and Dr. Kurt Nelson are consultants who have spent more than 20 years working with companies to design incentives that will increase productivity within sales teams. However, once those needs are met, incentives that are more material or experiential in nature move people into greater effort.

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Motivation Lead Rank Incentives Incentive 52

Appbuddy

FEBRUARY 8, 2022

You can also promote case studies highlighting the unique ways customers have benefitted from your products/services. Provide opportunities for ongoing professional development. Ninety-four percent of employees would stay at a company longer if it invested in their career, according to a study by LinkedIn.

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Sales Talent Coaching Hiring Compensation 52

Janek Performance Group

AUGUST 23, 2023

Establish Credibility Through Case Studies and Testimonials Effective sales collateral starts with the collaboration of your sales and marketing teams. Special discounts, one-time-offers, and other time-sensitive promotions can be great incentives to create urgency. But creating urgency goes beyond generating interest.

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B2B Case Study Collateral ACT 62