The Spiff Blog

SEPTEMBER 7, 2023

Although SPM strategy varies by company and industry, the most effective sales performance management strategies typically involve a combination of the same core pillars. These pillars include organizational alignment, robust reporting, ongoing professional development, incentive compensation, and sales enablement.

Incentives 83

Incentives Incentive Scale Compensation 83

Sales and Marketing Management

MAY 7, 2018

While utilizing the right sales and performance management technologies, in addition to synergizing cross-organization collaboration, Sales Enablement optimizes the selling motion in order to increase pipeline, move opportunities forward and win bigger deals more efficiently to drive profitable growth.

Sales Enablement 192

Sales Enablement Hiring Compensation Buyer 192

Xactly

OCTOBER 10, 2018

You need to start pulling together internal data from your incentive compensation management system, data from your CRM, and finally, information from financial teams on profitability and product revenues. Are you an Xactly Insights customer using empirical data to benchmark your incentive compensation?

Compensation 79

Compensation Incentives Incentive Webinar Metrics 79

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. At Xactly, we want to provide an integrated sales planning process.

Compensation 49

Compensation Incentives Incentive Networking 49

The Spiff Blog

MARCH 8, 2023

Despite progress made toward a more diverse, inclusive workforce in recent years, this anecdote highlights just some of the challenges women in sales– and women in general– continue to face regularly. Gender Bias in Sales and Other Male-Dominated Professions Gender imbalance is a pervasive problem across various industries and occupations.

Face-to-face 76

Face-to-face Incentives Incentive Commission 76

Xactly

APRIL 16, 2018

That’s putting it very simply, but a smart sales operations leader will recognize this dilemma instantly. The company (the Principal) wants profits, but the sales rep (the Agent) wants an income. Variables in Sales Commission Strategies. Choosing the Right Sales Commission Strategy.

Commission 58

Commission Motivation Hiring Strategy 58

Cience

OCTOBER 14, 2020

This metric is also used to pay out incentives to sales reps based on their individual or team quota achievement. <double <double click> Average Sales Cycle: The average time taken for a deal to close from the date it entered the sales pipeline. This metric is used to calculate risk in the business.

Lead Rank 98

Lead Rank Pipeline Top of Funnel Segment 98

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.

Vendor 140

Vendor Hoovers Lead Rank Sales Qualified Lead 140

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. You want data beyond just industry, company size, etc. The ONLY Effective Way to Improve Deal Data in Your CRM. Help moving deals forward.

Data 68

Data Closing Prospecting Incentives 68

Sales Hacker

OCTOBER 30, 2018

She was recognized as a leading sales mentor by Women in Sales North America. She is the co-author of a business book, called Aligned to Achieve , about sales and marketing alignment. Brooke Bachesta is a SaaS sales professional with experience as an individual contributor, people manager and process builder.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

The Spiff Blog

MARCH 2, 2023

After graduating, Samuel’s interest in building models and solving complex problems led him to start his career in software finance and sales operations. She is excited to join Spiff to bring her experience and perspective to the table and learn from industry leaders! He was also drawn to the area’s outdoor paradise.

Meeting 75

Meeting Engineering Travel Face-to-face 75

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

OpenSymmetry

FEBRUARY 7, 2017

Sales transformation is often a tricky process, especially when it comes to automating many of the back-end business processes in a sales organization such as planning and incentive compensation. Incentive Compensation Management (ICM) systems are faced with many of the same complexities as an ERP implementation.

Outsourcing Services 40

Outsourcing Services Vendor Compensation Incentives 40

The Spiff Blog

FEBRUARY 9, 2023

However, if quotas are set too high or too low, it can negatively affect employee morale and productivity, leading to underperformance or sales burnout. Thus, proper quota setting requires careful consideration of various factors including market conditions, sales trends, and individual employee capabilities.

Quota 70

Quota Revenue Lead Rank Territories 70

OpenSymmetry

MARCH 16, 2016

The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. Gone are the simplistic days of sales reps simply “having a patch” to cover for selling their goods and services. The importance of crediting transactions in the Incentive Compensation process.

Territories 40

Territories Quota Incentives Incentive 40

The Spiff Blog

JULY 28, 2022

Taylor Montero, Sales Operations Analyst. Patrick Shea, Mid-Market Account Executive. Connecting with people and helping them solve their problems led Pat into Sales. Samu grew up in Valencia, Venezuela’s biggest industrial city. Sarah Hughes, Senior Product Marketing Manager.

Meeting 84

Meeting Sports Travel Engineering 84

The Spiff Blog

JANUARY 12, 2023

A survey of mid-market companies conducted last month by accounting and advisory firm Marcum LLP and Hofstra University’s Frank G. GTM teams– product marketing, marketing, sales, sales enablement, etc– the teams critical for positioning and selling your products often operate in silos like a giant game of telephone.

Compensation 67

Compensation Hiring Commission Face-to-face 67

The Spiff Blog

SEPTEMBER 16, 2022

Without further ado let’s jump into the latest edition and meet some of our favorite Spiffers: Rachel Cravit, Marketing Content Writer. Rachel is an experienced content writer/marketer, specializing exclusively in B2B SaaS for the past 4 years. She’s excited to join Spiff’s marketing team! What excites you most about your role?

Meeting 75

Meeting Top of Funnel Travel Engineering 75

The Spiff Blog

MARCH 16, 2023

Chalen Schoyer, Principal Sales Engineer at Spiff “Be confident in your negotiations. Whether that’s within a sales cycle or negotiating salary/benefits. Confidence comes from doing your research and knowing the market value. Angela Donato, Director of Mid-Market Sales at Spiff “Be a sponge, listen, and be naturally curious.

Negotiation 69

Negotiation Face-to-face Hiring Lead Rank 69

The Spiff Blog

MARCH 17, 2022

Dave started his career in sales and marketing prior to falling in love with the balanced left/right brain usage of product management. Bobby grew up near London and spent nearly 10 years working in Banking and Financial Markets, before heading abroad and spending the next 10 years in New Zealand.

Meeting 62

Meeting Engineering PeopleSoft Travel 62

SBI

MARCH 18, 2015

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. We ask the same questions of every executive so readers can learn about their unique positioning and their vision for the industry. . What problem/s are you solving for sales and/or marketing organizations?

Up-Sell 50

Up-Sell Revenue Sales Forecasts Forecasting 50

OpenSymmetry

JULY 17, 2015

Software-as-a-Service (SaaS) is generally thought to be a challenge for incentive plan designers – but is this true – why is it important and what are some of the key considerations in getting the design right? SaaS sales models are a challenge as an incentive designer, sales operations or finance for a number of reasons.

Lead Rank 40

Lead Rank Incentives Incentive Quota 40

The Bridge Group

MARCH 9, 2018

This included the heads field sales, marketing, sales operations, and sales development. If an account, required significant marketing and sales expense to acquire—but also delivered significant lifetime value—it was placed in the top right quadrant. This is a Sales Qualified Appointment (SQA).

Top of Funnel 45

Top of Funnel Account Demand Generation Targets Sales Qualified Lead 45

The Spiff Blog

JANUARY 27, 2022

He has designed digital products for ten years in various industries such as hospitality, genealogy, higher education, solar, and now commissions automation. Brittani Wynn, Social Media Marketing Associate. Christin loves her career and being part of such a transformative and exciting industry. Instead, she graduated with a B.S.

Meeting 52

Meeting Travel Engineering Social Media 52

Xactly

JUNE 20, 2018

As the market races to deliver AI products targeted at sales users, it’s just a matter of time – a few years, if not a few months – before AI becomes a trusted part of the sales professional’s daily technology stack, giving useful advice and admonitions throughout the rep’s day. They’ll have to be phased out.

Data 61

Data Webinar Metrics Compensation Enterprise 61

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

The Spiff Blog

MAY 5, 2022

The emergence of the Internet led to roles in sales and a passion for bringing better ways of working to businesses. She’s since worked in marketing and project management and found a quiet joy in SQL. Tianna has spent her career in many roles from solution engineering, marketing, operations, sales, and sometimes unicorn.

Meeting 81

Meeting Travel Engineering Hiring 81

SBI

OCTOBER 31, 2010

Gerhard Gschwandtner launched Selling Power magazine in 1981 with a vision to create the number one industry resource for sales professionals. Widely recognized as a thought leader and industry trailblazer, he has trained more than 10,000 salespeople around the world and is the author of 17 sales management books.

Conference 85

Conference Lead Rank InsideView Social Media 85

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.

Enterprise 84

Enterprise Enterprise CRM NetSuite 84

Sales Hacker

JUNE 9, 2020

This week on the Sales Hacker podcast, we speak with Barrett Boston , Chief Revenue Officer at TriNet. A $4-billion company, TriNet offers full-service HR solutions across an array of industries. The finance world wasn’t scratching the itch, though, so he decided that he just had to be in sales. Incredible company.

SalesForce 78

SalesForce Video Call-back LinkedIn 78

Sales Hacker

NOVEMBER 16, 2020

So can a creative incentive. The rep should already have a relationship with the buyer, especially in complex sales with long deal cycles, and you can leverage that to increase participation. In the quest to learn why deals are lost, Product Marketers and Product Managers can be a useful ally. Multiple follow-ups can help.

Outsourcing Services 99

Outsourcing Services Data Survey Analysis 99

The Spiff Blog

MARCH 10, 2022

In particular, look at: The available talent market for roles you plan to hire for. Industry benchmarks on LinkedIn Talent Insights or Gartner TalentNeuron are a good place to start. Ideally, your organization’s workforce representation would reflect the total available market. Geographic location. Your customer base.

Hiring 55

Hiring Promotion Demographics Lead Rank 55

The Spiff Blog

AUGUST 17, 2023

Artificial intelligence has made its mark on the finance industry, and its impact will only continue to grow in magnitude in the coming years. Your goal is to offer the right incentive to drive specific sales behaviors. Machine learning can help you strike the perfect balance between your incentive and your desired outcome.

Commission 77

Commission Compensation Incentives Incentive 77

Cincom Smart Selling

MAY 6, 2015

Aviation and space exploration have provided the incentive to develop this technology to ever higher levels of sophistication. For sales operations and for the systems that support them, this means that the complexity of any sale will increase. The Sales Rep as Technical Advisor. Increased Product Complexity.

Wireless 48

Wireless Networking Engineering Constant Contact 48

Sales and Marketing Management

SEPTEMBER 14, 2020

Often the most damaging aspect of disruption in a sales organization is fear and today teams are approaching uncharted territory with clear communications and sales strategies to bridge sellers’ pay while reducing risk. Companies continue to digitally transform in hopes of becoming industry leaders.

SAP 207

SAP Compensation Face-to-face Analytics 207

The Spiff Blog

JUNE 29, 2023

A sales compensation manager– or similar roles such as incentive compensation manager or variable compensation manager– is responsible for the design, deployment, and continuous improvement of sales commission plans, along with the reporting and interdepartmental collaboration necessary to effectively manage sales compensation.

Compensation 72

Compensation Commission Hiring Salary 72