The Spiff Blog

FEBRUARY 9, 2023

These functions include territory management, goal setting, capacity modeling, forecasting, sales performance improvement, seller experience, and countless other exercises that set a business up for success– or failure. When done well, this process is proven to maximize return on sales resources.

Quota 70

Quota Revenue Lead Rank Territories 70

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. Have you tried this response to XYZ’s objection? Things are great, but your time is also stretched too thin.

Lead Rank 130

Lead Rank Lead Scoring Leads Marketing Qualified Lead 130

Xactly

SEPTEMBER 24, 2018

As the forerunner in cloud-based incentive compensation management (ICM), Xactly identified data as a key performance driver from the very start. Align corporate revenue objectives with sales and quota planning. With AlignStar , we provide the industry-leading territory design and planning software.

Commission 95

Commission Lead Rank Incentives Incentive 95

Xactly

AUGUST 20, 2018

To obtain and manage this data properly, sales organizations need automated sales performance management (SPM) solutions to help facilitate their planning strategically, from territories and quota allocation, to compensation planning and management. Design Fair, Balanced Territories. Drive the Right Sales Behaviors with Incentives.

Data 45

Data Territories Compensation Incentives 45

Partners in Excellence

JANUARY 17, 2014

As is usual this time of year, I’ve been involved in lots of discussions of incentive and commission plans–both last quarter as people plan for the new year, and now as these plans are being introduced at Sales Kick Off Meetings. and the lists go on and on. I won’t jump on that in this post, but I think you know what I mean.

Incentives 90

Incentives Incentive Commission Maximizer 90

Hubspot Sales

JUNE 28, 2019

As you'll read below, sales operations includes everything from lead management, sales strategy, and territory structuring and alignment to process optimization, compensation plans, sales automation, training, and data analytics and reporting. Sales Operations manages sales representative compensation plans and incentives.

Sales Operations 98

Sales Operations Hiring Lead Rank Territories 98

Sales Hacker

DECEMBER 12, 2017

I wish I could say it’s all about incentives, but the truth is a bit more nuanced than that. As a proponent of performance-based compensation , I’d like to think we’ll one day live in a utopian meritocratic business world where every employee’s annual compensation is based on some highly objective quantifiable assessment of their performance.

Compensation 79

Compensation Hiring Incentives Incentive 79

Partners in Excellence

JUNE 6, 2012

In Business Management, we would look at things like the sales process, metrics, systems, tools, training, incentives. In coaching we would look at the leaders’s roles in coaching and developing performance in areas like territory/account management, pipeline management, deal strategy, call planning and other areas.

Hiring 82

Hiring Ideal Customer Profile Maximizer System 82

LeadFuze

JANUARY 1, 2022

When we were testing different outsource sales team incentives, it was crucial to find out what motivates the person and why they might not be doing well. Productmarket-fit evaluation is essential to your go-to market strategy in any new territory you want to enter. ” or “How does your solution fit in there?

Outsourcing Services 52

Outsourcing Services Sales Outsourcing Hiring Lead Rank 52

Delicious Sales

MAY 2, 2012

Incentives (379). Objections (1892). Maximizer (636). This executive was frustrated by poor sales and felt that the sales managers could be doing more to meet sales objectives. agree that the sales manager’s goal is to meet or exceed sales objectives. Inside Sales (849). Channels (799). Advertising (694).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Xactly

JUNE 14, 2018

Traditionally, SPM has been synonymous with incentive compensation management (ICM). Using manual forms of incentive compensation management, companies were left with static data that is more of a problem than a solution. SPM solutions have been shown to help companies better manage their sales performance and incentive compensation.

Webinar Metrics 10

Webinar Metrics Enterprise Enterprise Data 10

LeadFuze

JULY 5, 2023

We’ll also explore how Sales Performance Incentive Funds (SPIFs) play a role in motivating teams. MotivationMonday” Click to Tweet Understanding Individual Motivations Recognizing the individualized motivations of your team members is paramount to maximizing success in sales.

Motivation 52

Motivation Strategy Incentives Incentive 52

Xactly

OCTOBER 3, 2018

Consider your sales incentive plan –it works in the same way. Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project. A little can go a long way with incentives. Sales territories lay the foundation for a successful sales plan.

Top of Funnel 67

Top of Funnel Incentives Incentive Compensation 67

Bigtincan

SEPTEMBER 8, 2021

It also includes how training materials are created and managed, training format (online vs. in-person), training incentives, and anything else related to training and training materials. This includes how sales documents are shared, stored, created, and accessed. These Three Foundational Supports of Sales Enablement Must Be in Place First.

Sales Enablement 111

Sales Enablement Strategy Enterprise Enterprise 111

Sales Hacker

APRIL 22, 2022

Sales leaders at high-growth organizations conduct successful QBR meetings in a way that maximizes every single minute of the session. Losses: Talk through the areas of improvement for each rep, territory, or product: what is causing lost deals? How is each rep’s target playing into the company’s objectives?

Top of Funnel 90

Top of Funnel Hiring Forecasting Quota 90

Close.io

FEBRUARY 24, 2020

Sales operations is the team that plans and organizes rep operations, territory planning, lead generation, sales analytics, and more. Internal sales content : Sales scripts , email templates , battle cards, playbooks, and a sales objection handling document are all necessary pieces of sales enablement content. Let’s cut that in half.

Sales Enablement 85

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

Close.io

AUGUST 11, 2019

This includes generating leads, outlining sales territories, setting up incentive programs, managing sales analytics, and more. Addressing objections. This team can do things like creating sales territories, structuring pay plans, monitoring analytics, developing sales strategies, and a whole lot more. Researching.

Sales Operations 91

Sales Operations Hiring Top of Funnel Lead Rank 91

Openview

MARCH 15, 2019

Growth Strategy: If you are looking to expand your sales territory into new geographic areas or countries, a channel strategy is one of the best ways to mitigate risk, scale across new locations, and generate revenue quickly. Extra Incentives. And sometimes, the extra incentive is old-fashioned swag like tickets to special events.

Channels 129

Channels Scale Hiring Lead Rank 129

Sales Hacker Training

NOVEMBER 21, 2022

Use Revegy to determine customer pain points, identify high-value leads and maximize business with key accounts. Use Freshsales to upgrade your contact management, lead scoring, email tracking, and territory management process. You can use NetSuite to make forecasts, upsell and manage compensation and incentives systems.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52