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.

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Incentives Incentive Scale Compensation 83

Highspot

FEBRUARY 25, 2024

When sales performance starts slipping, it’s a call to action for a sales operations strategy makeover. Read on for practical tips to supercharge your sales ops and turn obstacles into opportunities for revenue growth. Forecast Inaccuracy Sales ops is responsible for ensuring sales forecast accuracy.

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Sales Operations Forecasting Incentives Incentive 52

SBI Growth

JULY 14, 2013

Specific performance conditions include: Sales Process : This is your playbook. Huddle Around A Sales Process. That’s like having sales reps create their own sales process. Without a sales process, some of your “A’s” may improvise. Incentive pay is a lever that must align with strategy.

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Territories Incentives Incentive Compensation 328

Xactly

JUNE 27, 2018

Those who work to create a plan for their company must develop a compensation process and incentive plan that will motivate the right sales behaviors to achieve goals, all while driving growth. From there, do we have the Sales team in place to achieve objectives? Discover the Xactly Advantage for Your Company.

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Compensation Incentives Incentive Pharmaceuticals 52

Highspot

OCTOBER 11, 2023

Sales Process Optimization Implement efficient sales processes that streamline workflows, reduce bottlenecks, and improve customer experience. Incentives and Recognition Reward top performers with appropriate incentives and recognition. Communication Foster open and transparent communication within the team.

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Sales Management Strategy Lead Rank Lead Scoring 59

Xactly

JUNE 27, 2018

Those who work to create a plan for their company must develop a compensation process and incentive plan that will motivate the right sales behaviors to achieve goals, all while driving growth. From there, do we have the Sales team in place to achieve objectives? Discover the Xactly Advantage for Your Company.

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Compensation Incentives Incentive Pharmaceuticals 45

PandaDoc

JANUARY 29, 2024

A sales team is the powerhouse behind any thriving software company. But things can get a little mundane and stale between identifying new opportunities, generating leads, and converting those leads into customers. Now, let’s talk incentives. Incentives, or spiffs, can really boost motivation. Then there’s your CRM.

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Closing Proposal Incentives Incentive 52

Zoominfo

SEPTEMBER 22, 2023

The more up-to-date information you can see on your future customers, the better equipped you’ll be throughout the entire sales process, which is why we focus on real-time intent. Tier 1: Champion Moves When the biggest supporter of your product moves to a new company, it’s a significant opportunity. We generate over 1.2

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Intent Data Buyer Intent Intent Data 130

SBI Growth

JUNE 13, 2013

But I’d separate it in two areas: Performance Conditions (Process) and Talent (Execution). Part 1: Sales Process. On the Process side, investments are commonly made in sales processes and CRM tools. I’ve seen great processes built with incredible tenacity. For example, consider a custom sales process.

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Incentives Incentive Motivation Energy 314

Emissary

SEPTEMBER 27, 2021

And it misses the opportunity to truly move relationships forward. If you find that your QBR sessions are focused on fixing login issues, changing reporting parameters, or onboarding new project managers, you are missing out on opportunities to talk about more proactive and strategic topics that can move the relationship forward.

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Exercises Demand Generation Agencies How To ROI 245

Nutshell

MARCH 19, 2024

Balanced work/life: Implementing efficient and productive processes means that your team spends less time working after hours, reducing the risk of burnout and fostering a happier team. In fact, technology is evolving at such a rapid pace that many sales teams struggle to keep up with the changes. Numbers can only tell you so much.

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How To Sales Qualified Lead CRM Face-to-face 71

Hubspot Sales

NOVEMBER 28, 2023

The sales team also conveys real-time feedback to the marketing team, ensuring campaigns and content are timely, relevant, and resonate with customers. It makes the sales process smoother and leaves a lasting positive impression on the customer. This is the opportune moment for sales teams to strike.

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Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 102

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.

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Sales Enablement Hiring Compensation Buyer 192

Janek Performance Group

SEPTEMBER 13, 2023

In this, they are like a professional endorsement, certification, or accreditation that validate and present opportunity. For fear of being bothersome or presumptions, sellers may hesitate or, worse, rush the process. Too late and you could miss an opportunity. Think of this as part of the sales process.

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Referrals Networking Social Media Ideal Customer Profile 62

Partners in Excellence

FEBRUARY 8, 2022

There are surveys for sellers covering things like prospecting, pipeline management, closing, sales process. ” If sales management and selling were that easy… The problem is, these are false choices. We have to find as many opportunities as we can within those territories/accounts.

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Survey Hiring Territories Incentives 92

Hubspot Sales

NOVEMBER 10, 2020

Additionally, be sure to equip your team with the necessary software to collaborate with each other from home, including a CRM and other sales enablement tools. Take this free HubSpot Academy course to learn how to move your sales process online, how to thrive at remote selling, and how to manage a remote sales team effectively.

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B2C Incentives Incentive How To 106

Crunchbase

NOVEMBER 9, 2021

Prospects have likely already engaged with your marketing or sales team and have a high chance of graduating to a qualified sales opportunity. Ultimately, they’ll fail this stage of the qualification process. Opportunity qualification. The next stage of turning a lead into a prospect is assessing opportunity.

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Sales Qualified Lead Lead Rank Lead Scoring Prospecting 111

SBI

JULY 24, 2018

Every sales automation solution attached to the CRM was supposed to do just that, automate the sales process. Instead, it’s only created more manual processes. IT HASN’T AUTOMATED THE SALES PROCESS, SO WHAT? Sales reps need a simple 1-2-3 experience in everything we do. Sales training and enablement.

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CRM SAP Forecasting Incentives 95

Highspot

JANUARY 4, 2024

Include these four elements in your sales training agenda for maximum impact: Skills Assessment for Sales Reps Skills assessment identifies areas where your sales team needs improvement, such as communication, negotiation, product knowledge, or customer experience.

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Webinar Metrics Training Strategy Ideal Customer Profile 52

SBI Growth

SEPTEMBER 6, 2012

This represented the largest opportunity among top 10 carriers.” These growth levers represented a larger opportunity and better return for us.” We partnered with a consulting firm to help us identify the right sales resources, define the sales processes, and determine the proper metrics and sales incentives.”.

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Hiring Penetration Demand Generation Targets Incentives 297

Pointclear

MAY 16, 2017

Then implement the workflow that encourages both sales and marketing to be acccountable for their role in revenue generation. Finally figure out how you can deliver the marketing-nurtured opportunities that sales will follow up on and close. Then, and only then, it's time to check out your automation options.

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Lead Rank Lead Scoring Leads Marketing Qualified Lead 169

Hubspot Sales

NOVEMBER 6, 2018

When noted economist Steven Levitt published the book “ Freakonomics: A Rogue Economist Explores the Hidden Side of Everything ,” he shared the disproportionate impact structural incentives have on the behavior of individuals and their output. Structural incentives are those created by the structure of what’s being done. Call activity.

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Incentives Incentive Lead Rank Sales Cycle 87

Hubspot Sales

JUNE 16, 2022

Improve the sales process. While your team is busy focusing on making sales, your job as the manager is to focus on the sales process. It requires more than speaking with the sales team. Implementing changes to improve the process will help the sales team and the company.

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Sales Goal Examples Sales Management Hiring 82

Salesmate

JUNE 4, 2021

Similarly, many other practices in sales have changed with the changing world around. One such practice is that of providing sales incentives to the salespeople. What are sales incentives? Call it what you will, incentives are what get people to work harder.” – Nikita Khrushchev .

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Incentives Incentive Compensation Motivation 105

Women Sales Pros

JULY 27, 2018

Transparency: Details of the process, benefits to the client and expectations are communicated consistently, and often, along the referral lifecycle timeline. Incentives: Non-monetary incentives are the better choice here, tied directly to your product or service (ex: priority support, added features, etc.).

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Sales Qualified Lead Lead Rank Lead Scoring Referrals 93

criteria for success

JANUARY 27, 2021

Simple Strategies for Team and Self Motivation: Offer incentives. Since most salespeople are still working from home, you will probably have to get creative with the incentive. Be supportive as needed, but give your team the opportunity to come up with ideas themselves. Create opportunities. Foster a learning culture.

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Motivation Webinar Metrics Strategy Incentives 98

Partners in Excellence

JULY 14, 2022

While these experiences are very expensive, the few times I’ve had the opportunity, the investment has been well worth it. It’s unimaginable that we are considering incentives for those pieces of the job they must do but don’t like doing. Or I think, maybe I’ll become an appetizer and dessert sales person.

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Incentives Incentive Commission Compensation 70

The Pipeline

AUGUST 14, 2014

Examples in sales may be lead to opportunity conversions, or proposals to close. You often hear sales managers and director speak of how they are doing against their KPI’s. Or “what do you want me to do, get sales or complete the KPI’s you gave me?” What’s in Your Pipeline? Tibor Shanto .

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Workbooks Incentives Incentive Distribution 288

SBI Growth

JUNE 8, 2013

I bet that two vital pieces are missing from your sales strategy. If you formalize them into your sales process, training and measurement, revenue will grow. Otherwise, your sales team will be eaten up. As the sales operations leader, you develop the sales strategy and support team performance.

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Strategy Referrals Cost per Lead Social Selling 310

Sales Evangelist

MARCH 21, 2022

Creating a valuable and accurate sales forecast is dependent on your ability to anticipate the success of sales. Through sales incentives! Using sales incentives and data-driven forecasting, Nabeil encourages his salespeople to reach specific and measurable objectives. Incentives drive behavior.

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Forecasting Sales Forecasts Incentives Incentive 40

Sales Evangelist

MARCH 21, 2022

Creating a valuable and accurate sales forecast is dependent on your ability to anticipate the success of sales. Through sales incentives! Using sales incentives and data-driven forecasting, Nabeil encourages his salespeople to reach specific and measurable objectives. Incentives drive behavior.

Forecasting 40

Forecasting Sales Forecasts Incentives Incentive 40

Zoominfo

DECEMBER 14, 2021

It may sound contradictory to reconcile a consultative sales process with the reality of ambitious sales goals, but forward-thinking organizations are combining both to reach new customers and achieve their growth objectives. You have got to be competitive on pay and on benefits,” Strickland says.

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Hiring Face-to-face Sports Scale 100

Partners in Excellence

JULY 13, 2021

Alternatively, they may not be aware that they could/should change–that there are opportunities for them to improve and grow. Too often, we are so focused on hitting our numbers, that we miss the real opportunity and can grow even more than the goals we have set for ourselves. What if we incited them to change.

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Forecasting Revelation Incentives Incentive 121

SBI Growth

SEPTEMBER 23, 2013

VPs of Sales are asking questions like: Is our Sales Process good enough? Are my Sales Managers good enough? Change the compensation plan to incent new logo growth by adding an accelerator. Sales training. Steve wanted to roll out an updated sales process for the new product.

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Compensation Social Media Incentives Incentive 325

SBI

DECEMBER 8, 2020

Today, I’m announcing the solution providers I’ve selected for the final cut of the Top Sales Tools of 2020 list. I include more than 20 solutions that can make a huge impact on sales. Congratulations go to the hardworking people at the following companies: Access Mobility (Video Marketing Center) Allego Bigtincan Brainshark Chorus.ai

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Top of Funnel Sales Tools Tools InsideView 169

No More Cold Calling

JANUARY 16, 2020

That’s why we need sales managers. Actually, what we need is strong sales leadership. Whether you are a CEO, vice president, or sales manager, you have a central role in your company’s sales process and in the decision to transition from vapid outbound prospecting to selling through referrals.

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Referrals Sales Management Hiring Scale 328

SalesLoft

OCTOBER 26, 2023

A satisfied customer base already gets value from your products and services, and sellers can honor that connection by offering exclusive incentives that genuinely improve their experience. These aren’t one-size-fits-all programs, though; it’s essential to research and choose one that’ll work best for you and your sales strategy.

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Scale Customer Loyalty Social Media 52