The Spiff Blog

JULY 13, 2023

Welcome to the next installment of our Meet the Team series. Ali Schurman, Customer Support Tech Meet Ali! Lulu has experience in customer service, sales, onboarding, data analysis, and languages (he speaks three). Lulu is a highly energetic person who loves challenges, meeting new people, and working in teams.

Meeting 71

Meeting Travel Fashion Sports 71

Sales Hacker

DECEMBER 21, 2017

What is Sales Operations? Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. But perhaps more than anything else, sales operations brings a system to selling.

Sales Operations 89

Sales Operations Top of Funnel Hiring Scale 89

The Spiff Blog

JULY 28, 2022

Welcome back to our Meet the Team series! So, without further ado, let’s meet the team! So, without further ado, let’s meet the team! Taylor Montero, Sales Operations Analyst. Meg Summer started her career in New York City in sales and quickly learned that nurturing client relationships was her passion.

Meeting 84

Meeting Sports Travel Engineering 84

LeadFuze

NOVEMBER 30, 2021

How to Utilize Sales Operations Roles in Startups. If you’ve ever wondered why your head of sales is struggling to give an accurate forecast, or if the new reps that were brought in from a high flying SaaS company aren’t selling already, then it might be time for you to start managing operations roles in startups.

Sales Operations 52

Sales Operations Lead Rank Hiring Forecasting 52

Sales Hacker Training

SEPTEMBER 10, 2018

Still, they don’t always nail down the details when it comes to the things that might entice a prospective salesperson — like a well-rounded sales compensation plan , for example. Creating a strong sales incentives program will help you attract and retain A-list sales talent, so it is worth putting in the legwork to create a strong plan. .

Incentives 106

Incentives Incentive Compensation Salary 106

Xactly

APRIL 18, 2018

Sales operations and sales enablement are two sides of the same coin allowing your sales team to hone in on the actual selling motions rather than focusing on the back-end processes, tracking down training material, and optimizing the sales teams’ CRM. What is Sales Operations?

Sales Operations 72

Sales Operations Sales Enablement Top of Funnel Compensation 72

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

The Spiff Blog

JANUARY 9, 2024

5 Ways to Achieve Higher Sales Goals at Lower Costs In a perfect world, you’d be able to hire as many reps as your sales team needs, increasing your sales capacity in order to meet higher demands and comfortably hit your business’s revenue goals. For one, insufficient training won’t create effective salespeople.

Banking 84

Banking Hiring Churn Scale 84

Sales Hacker

SEPTEMBER 27, 2022

In this episode of the Sales Hacker Podcast, we have Scott Barton , VP of Industry Solutions at Varicent. He’s an expert in the sales world, particularly in revenue operations and incentive compensation. Join us for a great conversation about driving the right behaviors within your sales team. powered by Sounder.

Compensation 82

Compensation Incentives Incentive Quota 82

SBI

JULY 24, 2018

Sales reps love their CRM. They love spending hours entering information about the email activity they’ve had with customers, meetings held, proposals delivered, and especially updating their forecast. In fact, who doesn’t love a good forecast session with their sales manager? Sales training and enablement.

CRM 95

CRM SAP Forecasting Incentives 95

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. Meet The Expert – Padmaja Chavali, Palo Alto Networks. Position: Sr.

Compensation 49

Compensation Incentives Incentive Networking 49

Pipeliner

JULY 9, 2018

Having spent the past twenty-eight years working in small and mid-size businesses as a senior sales & marketing executive or as an independent sales operations consultant, the question I hear over and over again from business owners is … “Why aren’t my company’s sales growing as expected?”. And last but not least ….

Incentives 63

Incentives Incentive Compensation Forecasting 63

Hubspot Sales

FEBRUARY 28, 2019

Your tactical plan will provide the answers to these questions to help you meet the objectives of the strategic plan. While strategic and tactical plans can vary by company or industry, there are some that can apply to many sales organizations and teams. Enroll reps in a hands-on training session in your Enterprise product offerings.

Hiring 124

Hiring Enterprise Enterprise Objections 124

Steven Rosen

SEPTEMBER 21, 2015

Challenges: Needs Alignment – Customer relations and maintaining client satisfaction lies at the heart of nearly every facet of sales. Customer buying behaviours are constantly changing and the only way to stay successful is to adapt your sales operations to match them.

Sales Leadership 120

Sales Leadership Face-to-face Coaching Incentives 120

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. B2B sales professionals can engage faster with customers to grow their business. I look forward to meeting both at the CSO Insights lounge.

Vendor 140

Vendor Hoovers Lead Rank Sales Qualified Lead 140

Gong.io

OCTOBER 27, 2021

Let’s take a page from the book of sales operations (sales ops) and give you an answer as efficiently as possible. Here’s the answer to “ What is sales ops ,” in a nutshell: You have a sales strategy and you have people on the ground to execute it. Sales ops covers a lot, because it has to. Perfection.

Forecasting 62

Forecasting Hiring Quota Pipeline 62

Crunchbase

JULY 27, 2022

If you own a business, lead a sales team, or are otherwise interested in how best to create a solid sales ecosystem within your organization that is conducive to growth, this article on sales operations (sales ops) is for you. What is sales operations? Sales operations vs. sales enablement.

Sales Operations 52

Sales Operations Company Territories Sales Qualified Lead 52

Sales and Marketing Management

MARCH 8, 2020

What are the incentives for B2B companies to invest in AI (other than their competitors may be doing so)? Humans can develop, train and manage AI applications, enabling those systems to function as part of true human and machine partnerships. B2C companies dominate when it comes to using AI for most marketing activities.

Top of Funnel 218

Top of Funnel Marketing Scale Lead Rank 218

Partners in Excellence

JULY 20, 2017

Billions are spent on tools, training, consulting services all focused on improving the performance of sales people. In virtually every discussion, every popular blog post, the focus of all sales performance initiatives is the sales person. Do we have the right incentives/compensation?

Maximizer 61

Maximizer Coaching Sales Enablement Face-to-face 61

Mindtickle

DECEMBER 28, 2023

Sales operations teams were once the unsung heroes of the sales organization. A recent Salesforce report found that 82% of sales professionals feel “sales ops plays a critical role in growing the business.” Furthermore, 82% feel sales ops is becoming more strategic. What is sales operations (Sales Ops)?

Sales Operations 52

Sales Operations Top of Funnel Sales Enablement Forecasting 52

Sales Hacker

OCTOBER 30, 2018

Brooke Bachesta is a SaaS sales professional with experience as an individual contributor, people manager and process builder. Before joining Outreach, she worked as a sales operations consultant at a woman-owned voluntary benefits firm. Lauren Bailey was voted “Top 25 Most Influential Leaders in Inside Sales”?

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

Apptivo

OCTOBER 7, 2022

The sales strategy is part of the sales plan that outlines how to position the product or service with regard to competitors and defines specific tactics to acquire and retain customers. Strategies may differ depending on resources, skill sets, sales operation, and product or service offerings. Focus on sales training.

Top of Funnel 19

Top of Funnel Incentives Incentive Objections 19

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? But you can turn any amateur into an expert with the proper training.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

SBI

APRIL 24, 2012

I soaked in the information presented at the breakout sessions that covered relevant topics such as, how to lead a Gen Y team and drive results, effective on-boarding, compensation and incentive strateiges, account planning; and the art and science of online sales calls.

Inside Sales 122

Inside Sales Cold Calling Webinar Metrics Sales Qualified Lead 122

Sales Hacker

NOVEMBER 16, 2020

The answer lies in selecting a method for collecting and analyzing win/loss data that meets your goals and can be sustained long term. For instance, if your sales team has been trained to use a qualification process like MEDDIC , they are already gathering other key data points, such as use case and decision criteria.

Outsourcing Services 101

Outsourcing Services Data Survey Analysis 101

Close.io

AUGUST 11, 2019

Your sales team isn't meeting its potential. 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. Here's what we'll go over in this guide: What is sales operations?

Sales Operations 91

Sales Operations Hiring Top of Funnel Lead Rank 91

InsightSquared

NOVEMBER 19, 2018

Take the sales cycle into account. Don’t expect a 6-12 month enterprise opportunity to close just because they are offered an incentive. Ensure that your sales team has a close plan that the client agrees to. Tie it all together by planning a sales kick-off meeting as early in January as possible.

Top of Funnel 78

Top of Funnel Face-to-face Analytics Enterprise 78

Sales Hacker

JUNE 14, 2018

Train the extension of your sales team as you would internal hires. Provide the team with relevant and available sales enablement materials, so they don’t waste valuable time searching for or recreating content. Meet with your outsourced team on a regular basis, and challenge them and their activities, objectives, and results.

Outsourcing Services 58

Outsourcing Services Hiring Sales Outsourcing Scale 58

Sales Hacker

JUNE 9, 2020

Taking the right approach to training and coaching. Subscribe to the Sales Hacker Podcast. Taking the right approach to training and coaching [28:46]. Sales teams have had to quickly adapt to a new normal. With limits on in-person meetings, it’s even more important to double down on your digital selling strategy.

SalesForce 78

SalesForce Video Call-back LinkedIn 78

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

Sales Hacker

NOVEMBER 19, 2018

Using conversations with customers to inform the development of the sales playbook. Building out career ladders and incentives to drive retention and performance. Subscribe to the Sales Hacker Podcast. How did you go from finance to leading a startup sales team? The Need For Mindfulness in Sales.

Benefit 59

Benefit Company Hiring Outsourcing Services 59

Close.io

FEBRUARY 24, 2020

We’re going to show you what sales enablement is, and how to make the most efficient use of sales enablement to grow your sales and your team. What is sales enablement & what does it mean to your sales team? ? Sales enablement content optimizations & training tactics. ? Today, we’ll see: ?

Sales Enablement 85

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

Sales Hacker

MAY 9, 2019

Plan Compensation for Onboarding and Training. Know what to Include in a Sales Incentive Plan. Once you understand how to create a fair compensation plan for your sales team, you can check out some examples: Sales Development Rep (SDR) Compensation Plan Example. Establish Role Levels. Set Targets. Earn the draw.

Face-to-face 103

Face-to-face Compensation Commission Lead Rank 103

Zoominfo

JUNE 25, 2021

These are metrics that prioritize and improve sales performance and yield valuable specifics like percent of team meeting quota, average on-target earnings, and sales cycle length. KPIs should match the specific needs of your sales team. It makes the connection between sales activity per rep and revenue.

Sales Qualified Lead 227

Sales Qualified Lead Top of Funnel B2B Lead Rank 227

Highspot

MARCH 18, 2024

Sales teams often face hurdles in hitting targets and meeting revenue growth expectations. Luckily, tech advances have paved the way for new solutions to refine sales processes and improve performance. Enter Artificial Intelligence (AI) sales tools – a breakthrough development in the world of sales.

Sales Tools 52

Sales Tools Tools Lead Rank SAP 52

The Spiff Blog

APRIL 28, 2022

I have yet to meet a sales team or individual sales rep that doesn’t have goals, especially at established companies. Typically these goals come in the form of a sales quota. If the only goal you give your team is a quota, maybe you need to get more specific and set goals around the sales activities you want to drive.

Commission 80

Commission Compensation Lead Rank Hiring 80

The Spiff Blog

JUNE 20, 2023

Hard skills can be taught or learned through training. You may be a technical wizard, highly trained in all kinds of billing and cash flow analysis activities, but the results you produce are only as good as your ability to communicate them to key stakeholders. Let’s take a look: Hard skills are job-specific duties required of a role.

Account 90

Account Commission Hiring Compensation 90