The Spiff Blog

SEPTEMBER 22, 2022

A volatile market and economic downturn make it tough to effectively plan— tough, but not impossible. 2022 has seen an interesting mix of market conditions. As we start planning for 2023, the only thing we’re certain of is that we’re in rocky territory– some organizations more precariously positioned than others.

Groups 67

Groups Conversion Commission Lead Rank 67

The Pipeline

AUGUST 27, 2019

If you are a full-cycle rep, with a demanding client base in a defined territory, 23% is not bad. Consider travel, time understanding the clients and market, generating leads, and more. Buyers know they will be offered price incentives to bring a deal in sooner, like “end of the quarter.”

Wireless 264

Wireless Discount Face-to-face Scale 264

SBI Growth

OCTOBER 20, 2012

Software Firm: The annual Employee survey is overflowing with negative comments about the incentive plan. Conventional wisdom would lead the VP of Human Resources to the following: Define the Problem: Sales compensation is out of line with the market. Only the most self-sufficient reps kept their pipelines full. Digging Deeper.

Compensation 267

Compensation Incentives Incentive Lead Rank 267

SBI

JULY 24, 2018

The first digitization of sales account information and pipeline occurred in the 1980’s. Look at all of your sales processes: Territory & quota planning. Incentive compensation management. Which makes you wonder, what is the point of it all? A HISTORY LESSON. In the 1990’s the promise was a “customer 360° view.”.

CRM 95

CRM SAP Forecasting Incentives 95

Hubspot Sales

OCTOBER 2, 2019

Builds a stronger sales rep pipeline. With structured performance management plans in place, your organization will have the framework to build a pipeline of sales reps with valuable skills who are effective and efficient at driving sales for your company. Attendance at an upcoming seminar or conference. Image Source: Anaplan.

SAP 119

SAP Oracle Compensation Territories 119

Zoominfo

OCTOBER 6, 2020

You have a strong solution to go along with a solid stream of both inbound and outbound activity, which prompted you to split the team by each channel to maximize meeting creation (and hopefully pipeline!). But the team lead role, for my money, is part of the reason we’ve been able to build out a world-class go-to-market strategy.

Lead Rank 169

Lead Rank Lead Scoring Leads Marketing Qualified Lead 169

Sales Hacker

DECEMBER 21, 2017

Formulation of Incentives Program. Sales Territory Assignment and Growth Forecasting. Implementation of Recommended Compensation and Incentives Program. Allocation of Accounts and Sales Territories. Territory design. Implement compensation and incentives program. Performance Metrics Analyses. Operations.

Sales Operations 87

Sales Operations Top of Funnel Hiring Scale 87

LeadFuze

NOVEMBER 30, 2021

Marketing content can be used to train employees, or provide them with the information they need. They need to make sure their forecasts are accurate and run pipeline reviews that translate into action. The forecast and pipeline always seem to be a mess. Being opinionated is important in negotiations and territory disputes.

Sales Operations 52

Sales Operations Lead Rank Hiring Forecasting 52

Zoominfo

MAY 13, 2018

This way, you build a strong pipeline that will protect you should you lose a big account or sale at the last minute. Start small, and expand your incentive program as you learn and grow. Do yourself a favor and build up your pipeline as you go. Need more pipeline? Incentivize. Get the resources you need. Hire new talent.

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Zoominfo

OCTOBER 6, 2020

You have a strong solution to go along with a solid stream of both inbound and outbound activity, which prompted you to split the team by each channel to maximize meeting creation — and hopefully pipeline. But the team lead role, for my money, is part of the reason we’ve been able to build out a world-class go-to-market strategy.

Lead Rank 130

Lead Rank Lead Scoring Leads Marketing Qualified Lead 130

Sales Hacker

FEBRUARY 17, 2022

These platforms centralize data and analytics across opportunities, accounts, and pipeline, which helps companies optimize how their revenue engines perform. Uncontrollable and unforeseen external events can lead to widespread disruptions and market volatility. Ensure sales and marketing are aligned. Where to pull back.

Top of Funnel 89

Top of Funnel Lead Rank Lead Scoring Forecasting 89

Partners in Excellence

OCTOBER 8, 2014

Some of the laundry list items include: Make sure the team makes the number, develop the strategy, manage the forecast/pipeline, manage performance, recruit, train, coach, and on and on. ” Actually not, unless the sales manager has a personal territory, the only way the number can be achieved is through the people on the team.

Sales Management 103

Sales Management Territories Incentives Incentive 103

Highspot

APRIL 2, 2020

Growth forecasts of sales territories. Formulation and evaluation of sales incentive and compensation plans. Planning and strategizing go-to-market plans. Creating development, compensation, and incentive plans. Pipeline Efficiency: How effectively sellers manage their individual pipelines.

Sales Operations 75

Sales Operations Top of Funnel Forecasting Sales Enablement 75

The Spiff Blog

JANUARY 25, 2022

What started as a manageable headache is now causing your organization to leak revenue— especially as you add more products, territories, and go-to-market strategies into the mix. Too many teams still pass buyers from marketing to sales to customer success like a glorified bucket brigade. Guess what? You’re not alone.

Hiring 52

Hiring Scale Top of Funnel Funnel 52

Sales Hacker

MAY 26, 2021

The focus is on things like reporting, territory management and later stage tasks such as contract negotiations and finance approvals. If you love seeing results and helping sales teams get paid, focusing on performance and sales incentives is up your alley. Sales ops takes a high-level view of the sales organization.

Sales Operations 60

Sales Operations Top of Funnel Lead Rank Hiring 60

The Brooks Group

OCTOBER 17, 2018

SPM is Not Just About Incentives and Compensation Management. Sales Performance Management is often confused with the practice of lining up incentives and compensation plans with organizational goals. More Effective Territory Management. Here are 5 key steps to building your Sales Performance Management system.

Hiring 40

Hiring Incentives Incentive Compensation 40

Velocify

JUNE 28, 2017

Did you know that high-growth companies are more likely to be familiar with the different types of sales technologies on the market? 4) Territory and Quota Management Solutions. Territory and quota management solutions assign leads to reps based on geographic areas. 6) Incentives and Commissions. 11) Marketing Automation.

Sales Technology 53

Sales Technology Top of Funnel Hiring Software 53

InsightSquared

NOVEMBER 19, 2018

Closing out the year with no line of sight into Q1 sales pipeline is asking for a disaster. We’ve all seen the issue of emptying the pipeline to finish strong but then faced the challenge of starting the new year with nothing. Be realistic regarding your pipeline and move opportunities out, down or up. Marketing is required.

Top of Funnel 78

Top of Funnel Face-to-face Analytics Enterprise 78

InsightSquared

NOVEMBER 30, 2020

How would that impact your Q1 pipeline — and beyond? Imagine using your weekly pipeline review meetings as they were intended — to coach your reps and speed deal progression, instead of chasing down data. CRM platforms were built to give companies ownership of territory data and to manage change in those territories.

Sales Forecasts 62

Sales Forecasts Forecasting Top of Funnel CRM 62

Sales Hacker

FEBRUARY 12, 2021

For such a complex system to run smoothly, all departments: sales, marketing, support, and accounting need to be connected and communicate in real-time. Key features: All-in-one CRM platform with sales, marketing and support capabilities. It’s no wonder that it’s also one of the most expensive solutions on the market.

Enterprise 84

Enterprise Enterprise CRM NetSuite 84

Partners in Excellence

JUNE 5, 2019

We have those arguments with the pipeline, the funnel, and now the flywheel. And to be honest, I’ve never found the nuances of a pipeline and funnel very informative, and I feel somewhat the same about the flywheel. I took over a territory from a sales person, the customer discontinued something the sales person had sold them.

Top of Funnel 90

Top of Funnel Funnel Lead Rank Commission 90

Apptivo

MARCH 9, 2023

If someone has left items in their cart but hasn’t made the final purchase, automated email campaigns can give them a gentle push and sweeten the pot with discounts or incentives. Automation tools are available for sending emails to people across time zones and territories at various times of the day. Automated follow-up Drip!

Sales Automation 64

Sales Automation Lead Rank Lead Scoring Campaigns 64

Partners in Excellence

JULY 30, 2012

Sales Strategy: In the sales strategy category, we focus on how the company wants to position itself and be perceived within it’s target markets and by prospects and customers. For example, coaching calls, opportunities, the pipeline, accounts, territories and overall performance.

Sales Management 86

Sales Management Hiring Top of Funnel Territories 86

Hubspot Sales

MARCH 21, 2019

This quote, from marketing guru Seth Godin, sums up the importance of good data in making better decisions. And sales leaders use these metrics to track progress toward goals, make decisions and plans, adjust compensation, award bonuses and incentives, and identify issues before they become large problems. Pipeline Sales Metrics.

Examples 105

Examples Hiring Report Hubspot 105

Emissary

JUNE 26, 2023

This will require weekly, in-depth, pipeline reviews with each salesperson. E.g., If quotas are now increasingly unrealistic, you can install Q4 goals and incentives to avoid ‘sandbagging’ behaviors. This may be a great collateral duty for RevOps team members to get up close and personal with go-to-market realities.

Ideal Customer Profile 52

Ideal Customer Profile Top of Funnel Account Based Marketing Lead Rank 52

Xactly

MAY 3, 2018

It’s the matching and scaling of production capability to market demand. Be flexible: Aligning sales to market changes typically only happens once a year. This is a holdover from the days that the market didn’t move at the speed of the internet. The Emergence of Sales Capacity Planning.

Hiring 59

Hiring Sales Forecasts Scale Forecasting 59

Zoominfo

NOVEMBER 3, 2019

This way, you build a strong pipeline that will protect you should you lose a big account or sale at the last minute. Start small, and expand your incentive program as you learn and grow. Do yourself a favor and build up your pipeline as you go. Need more pipeline? Incentivize. Get the resources you need. Hire new talent.

Hiring 100

Hiring Sales Qualified Lead Lead Rank Lead Scoring 100

Partners in Excellence

OCTOBER 12, 2014

The invitations come from people selling all kinds of tools — Content management systems, compensation/incentive systems, account planning, territory planning, social selling, analytics, pipeline management, research systems, prospecting tools, proposal/configuration management, pricing. No related posts.

Hiring 91

Hiring Social Selling Quota Social Media 91

Chorus.ai

MAY 18, 2020

The markets are down and the world can seem bleak, but sales teams are bringing their best into every day. They’re looking at how to categorize pipeline into risk adjusted categories. When it came to the market it changed how people sell in a positive way. It was born in 2008, during the market downturn. Anthony agreed.

Forecasting 62

Forecasting Hiring Revenue Face-to-face 62

SBI

MARCH 18, 2015

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. What problem/s are you solving for sales and/or marketing organizations? Nancy: What do you think is the biggest underlying theme or trend for sellers and/or marketers in the next 12 months? This week I interview K.V.

Up-Sell 50

Up-Sell Revenue Sales Forecasts Forecasting 50

SBI

JUNE 5, 2019

This week I interview John Steinert , Chief Marketing Officer of TechTarget. You get this by augmenting your 1st party information with great sources of 3rd party market insight. By this, I mean things like if your KPIs or incentives are driving the wrong behavior, you need to adjust them.

Account 135

Account Scale Ideal Customer Profile Intent Data 135

OpenSymmetry

JUNE 29, 2015

As someone that works in the world of Marketing, I have seen first hand that marketing and sales working together can sometimes be like trying to mix oil and water. Territory and Quota Solutions. Incentive Compensation Management. The struggle lies with understanding, “what’s in it for me?” Sales Enablement.

Leads 40

Leads Marketing Qualified Lead Compensation Webinar Metrics 40

InsideSales.com

OCTOBER 7, 2019

Develop Your Market and Sales Strategy. Don’t Forget to Include Marketing In Your Sales Plan. Develop Your Market and Sales Strategy. When creating your sales and marketing strategies, consider planning for the following: Growing your existing accounts. million in the pipeline. Have a Customer Profile.

Strategy 63

Strategy Ideal Customer Profile Top of Funnel Analysis 63

Sales Hacker

APRIL 11, 2019

This sales rep talks about money, commissions, bonuses, comp plans, incentives, and their numbers start to drop when they feel like something may affect their compensation negatively. technology, travel, marketing, enablement, award money, etc.) In fact, they mentally correlate every ounce of effort to the potential dollars earned.

Motivation 85

Motivation Compensation Lead Rank Lead Scoring 85

Chorus.ai

MARCH 5, 2021

It eschews automated data handling and keeps approaches to sales and marketing separate. Your personas, taken together, form your target market. By the end of a successful persona build, you should have a very clear picture of your ideal customer(s): their ages, lifestyle attributes, territories, and pain points.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Xactly

APRIL 2, 2018

Since sales is tasked with increasing revenues, incentives are an important part of achieving those goals. An Enterprise company might very well offer a medium base salary and a medium commission because they already have an established pipeline of incoming sales and managed territories. After that, it might be pure commission.

Commission 56

Commission Small Business Small Business Enterprise 56

Your Sales Management Guru

MAY 6, 2013

Cover the development of a Salesperson’s Business Plan – development techniques, their use in account development, pipeline and quota attainment, influencer/consultant focus, new account creation, market and territory coverage, and personal and sales skill development. . • REGISTER: https://m360.salesassociation.org/event.aspx?eventID=74422.

Compensation 74

Compensation Forecasting Penetration Sales Leadership 74