The Spiff Blog

OCTOBER 19, 2023

Believe it or not, the new year is right around the corner– and that means it’s time to plan your sales compensation strategy for 2024. But, in this era of constantly shifting market conditions, it can be difficult to know what changes will best set your sales organization on the path towards success. Don’t worry, we’re here to help!

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Xactly

JULY 5, 2018

When it comes to sales compensation planning, you can never start prepping too early, right? One of the most important things to consider when designing plans are the different roles on your sales team. In this piece, we’ll take a top down approach and start by designing the Sales Manager compensation plan.

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Pipeliner

MARCH 28, 2018

When we think of an effective sales manager we often think of someone who manages a sales team that consistently hits the sales goals and objectives set by their company. Here are six things that the best sales managers do differently. Drive Rep Accountability for Breakthrough Sales Performance.

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Close.io

OCTOBER 1, 2018

So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. Want to get a ready-made set of resources to manage a sales team effectively?

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Sales and Marketing Management

JUNE 22, 2020

Sales managers are in a unique position to create a clean slate during the recovery because nearly everyone is. environment, situation) that you as the sales leader are creating for your reps. It’s easy to be stuck on the regular metrics: sales volume, gross margin or profit, number of pounds/boxes/crates of specific products.

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Janek Performance Group

MARCH 2, 2022

On the surface, it’s easy to see products as the center of your sales strategy. Unless your product is revolutionary, like the first smart phone, it’s only marginally different from the competition. Unless your product is revolutionary, like the first smart phone, it’s only marginally different from the competition.

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Chorus.ai

OCTOBER 20, 2020

A great sales team has to be built from people who can prove their passion, ambition, and drive, but a great sales team also has to feel that they’re getting paid according to their value. Creating the perfect incentive compensation package for your team is no simple feat. Ensure compensation is aligned with sale roles.

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Cincom Smart Selling

FEBRUARY 9, 2016

In many ways, managing multiple sales channels is like climbing that mountain—it looks easy until you really get into the process, and then the challenges and difficulties become all too apparent. You Need Channel Management. But, managing multi-channels is a strategic process that requires a strategic-level outlook and plan.

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Xactly

OCTOBER 10, 2018

As part of the effort to make plan design easier, here are a few thoughts on the process (and a few other sales plan ideas too): 1. 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.

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Your Sales Management Guru

NOVEMBER 28, 2017

Align Sales Compensation with Your Goals A compensation plan that works. Note: This week’s blog is an excerpt from my new book: “Creating High Performance Sales Compensation Plans”. Each has its own business, margins and mix of products and services. Each has its own business, margins and mix of products and services.

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The Digital Sales Institute

FEBRUARY 24, 2021

The Future B2B Sales Strategy. The future B2B sales strategy will have to account for both the harsh business and economic challenges that will prevail for probably a good five years. Sales leaders looking to balance their immediate goals with long term opportunities will need to plan for the four N’s. The Future of B2B sales.

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A Sales Guy

JULY 23, 2014

Note: This blog post is an excerpt from my new book: “Creating High Performance Sales Compensation Plans”. Each has its own business, margins and mix of products and services. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans.

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LeadFuze

MAY 17, 2021

Why are Sales Compensation Plans Important. A company is nothing if it doesn’t have sales. There are plenty of ways to automate and utilize inbound methods, but having salespeople who take control of the deal and close new sales was the next level. Building sales compensation plans for them can be a difficult task.

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Janek Performance Group

SEPTEMBER 13, 2023

For as long as there have been sales, there have been referrals. Let’s look at how sellers can leverage referrals to boost their networks and grow their business: Advantages In sales, proof is gauged by measured and documented success. What specific incentives do you offer, such as discounts or special offers?

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Sales Hacker

MAY 6, 2021

What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)? The VP of Sales. Great VPs of sales have gravitas and tact, command the room and hold their end of the table regardless of who is on the other side. Singular focus on sales. As the title would hint at, the VP of Sales should focus on sales.

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Your Sales Management Guru

OCTOBER 7, 2014

Creating a Sales Compensation Plans. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans.

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Pipeliner

DECEMBER 20, 2017

Note: This blog is an excerpt from my new book Creating High Performance Sales Compensation Plans. Each has its own business, margins and mix of products and services. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Sizing It Up.

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The Brooks Group

OCTOBER 17, 2018

Sales Performance Management (SPM) is a structured approach to hiring, managing, and incentivizing your sales force to drive optimal performance. As no surprise, sales teams that implement SPM outperform sales teams in organizations that don’t. . What Sales Performance Management is – and What it Isn’t.

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Crunchbase

JANUARY 5, 2023

High-performing sales teams use data to make strategic decisions to take their sales to the next level. Sales key performance indicators are at the heart of defining which direction you’re moving in. Key performance indicators in sales drive success, but you also need to know what to track to avoid getting lost in the numbers.

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Your Sales Management Guru

JANUARY 24, 2011

The Importance of Sales Management in a Recovering Economy. We have met with Sales Leaders from around the world, lead workshops, presented keynotes and developed new long term relationships with our client base. Based upon my conversations almost every sales leader is optimistic and pipelines are filling.

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Your Sales Management Guru

NOVEMBER 28, 2016

Creating a Sales Compensation Plan for 2017. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans.

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Janek Performance Group

MAY 24, 2023

For sales organizations, these numbers are expressed in raw data we call leading and lagging indicators. Our white paper, The Ultimate Guide to Developing a High-Performance Sales Organization , examines six pillars of successful organizations. But they cannot be changed, at least not in your present sales cycle.

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Sales Training Connection

AUGUST 3, 2013

New product launches and your sales force. One reason for the continued lack of success of new product launches is the failure of companies to effectively launch the new product to their sales force. Sales Compensation . Sales Coaching . And, the question is what is the priced paid in lost sales?

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Miller Heiman Group

APRIL 9, 2019

When managing large accounts, many sales teams struggle to access diverse stakeholders. Some sales teams rely on instinct when interacting with stakeholders in large accounts. These incentives help you achieve a larger goal in the future. If you’re struggling to manage stakeholders in large accounts, you’re not alone.

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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. Hunter versus farmer sales team.

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Hubspot Sales

JUNE 5, 2019

What is channel sales? 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. The Definition of Channel Sales.

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Sales Hacker

DECEMBER 12, 2017

On top of that, why are sales people some of the few employees subject to variable compensation structures? I wish I could say it’s all about incentives, but the truth is a bit more nuanced than that. Queue the picture of the stereotypical sales person on stage with a massive check. What is Variable Pay Compensation Anyway?

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InsightSquared

JULY 14, 2020

In fact, a 3% increase in forecast accuracy increases profit margin by 2% , according to AMR Research. The Common Sales Forecasting Misconception. The Common Sales Forecasting Misconception. When you think about your sales forecast , do you see a target or a benchmark? Accuracy is the Real Incentive.

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Your Sales Management Guru

OCTOBER 3, 2011

Align Sales Compensation with Your Goals. Note: This weeks blog is a excerpt from my new book: “Creating High Performance Sales Teams” When it comes to how businesses pay their salespeople, there’s no one-size-fits-all approach. Each has its own business, margins and mix of products and services. Sizing It Up.

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Xactly

AUGUST 30, 2018

Sales team management plays a big role in the success of an organization. As the bridge between executives and sales reps, managers communicate corporate goals with their teams and keep reps on track to hit their quota. It’s important for sales leaders to manage their teams effectively.

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Xactly

APRIL 11, 2018

When it comes to revisiting your sales plans for the year, the question of whether or not you should change anything inevitably comes up. These sales planning concerns took center stage in the recent AA-ISP webinar 5 Critical Steps for Sales Planning Success. For compensation, this might mean more than a sales VP.

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Janek Performance Group

AUGUST 26, 2022

As sales pros, you might not steamroll, bully, or otherwise menace clients. Here are several tips to develop a winning sales strategy: Define Goals. Of course, all sales organizations want to sell more. Get creative with loyalty incentives. It can also be boosted with regular sales coaching and training.

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Chorus.ai

MARCH 5, 2021

Building a new sales strategy in the face of a recovering economy is even more exciting when you’ve got a new or revamped product or a slew of new features to give to your customers. You have the product in hand, but without a high-quality sales strategy, it won’t attain the success it was made for. What is a sales strategy?

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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. Do your sales staff understand the comp plan?

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Klozers

JUNE 5, 2014

Sales People often provide discounts or incentives to buyers in order to help them hit sales targets and win more business. This results in lower margins which can cripple the business rather than provide a profitable platform for growth. Sales people therefore do not feel any pain when they discount.

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Close.io

FEBRUARY 24, 2020

First off, let’s make one thing very clear: sales enablement isn’t just another fun trend that’s here today and gone tomorrow. Just five years ago, CSO Insights ran a study about sales enablement and only 25% of the companies they surveyed had developed sales enablement for their teams. 9 sales enablement best practices.

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The Brooks Group

MARCH 27, 2014

At any rate, while not that frightening, this short story can provide good food for thought as you think through the structure of your sales compensation plan. The Scary Tale of a Broken Sales Compensation Plan. The organization’s sales had flattened, profits dissipated and layoffs were imminent. And that’s what they did.

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