The Spiff Blog

FEBRUARY 2, 2023

At the start of 2023, California joined many other states in passing new legislation to significantly expand its requirements for pay scale transparency and pay data reporting. For the sake of clarity, we can divide the requirements listed in Senate Bill 1162 into two distinct categories: Pay Transparency and Pay Data Reporting.

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Scale Hiring Salary Government 69

Sales and Marketing Management

JUNE 28, 2017

Salesforce’s " State of Sales" report highlights this, showing that 68% of B2B sales teams see collaboration as being instrumental to their success. Gallup, in their State of the American Workplace report , h i g h l i g h t e d the rising number of matrixed teams, “The prevalence of matrixed teams isn’t surprising.

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The Spiff Blog

JULY 14, 2022

How many co-workers know your salary? Nearly half of full-time workers in the United States report their employers discourage or ban discussing compensation ( source )— in spite of formal pay secrecy policies being illegal in the private sector for almost a century. Chances are, zero. The dangers of pay secrecy. This is a mistake.

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Salary Compensation Hiring Commission 73

The Spiff Blog

OCTOBER 6, 2022

But remember that while the execs are driven by revenue and low customer churn, your sales reps are driven by their incentive compensation plans. For example, a HubSpot salesman wrote in Harvard Business Review about the success of their incentive compensation plan during their “hunting” phase. Prioritize a positive sales culture.

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The Spiff Blog

APRIL 27, 2023

It is possible that your colleagues or employees have acquaintances who have experienced job loss, salary reductions, or that your organization has undergone cost-cutting measures. Do you have real-time data and reporting? but there are always ways to get creative and offer immediate incentives to supplement the final reward.

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Xactly

JULY 4, 2018

You need your incentives to drive the right sales behaviors in order to achieve sales objectives. Creating a Sales Incentive Compensation Plan. Incentives need to be closely tied to the effort put in to receive them. It’s important that your incentive plans and commission structures reflect that.

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Compensation Incentives Incentive Commission 84

Sales Hacker

APRIL 21, 2021

The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Half of the meeting is spent validating data across three different team reports. Coach and develop the skills of your direct reports. This title reports to a CRO, COO, or Chief Accounting Officer.

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The Spiff Blog

JUNE 29, 2023

A sales compensation manager– or similar roles such as incentive compensation manager or variable compensation manager– is responsible for the design, deployment, and continuous improvement of sales commission plans, along with the reporting and interdepartmental collaboration necessary to effectively manage sales compensation.

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Compensation Commission Hiring Salary 72

Xactly

NOVEMBER 15, 2018

Sales managers and their reporting reps will have responsibilities in their roles, which means your compensation plans should be tailored to different roles. In fact, the best way to ensure sales managers do their job well is by creating an incentive plan that drives the right behaviors. Base Salary. Annual Target Incentive.

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Compensation Examples Sales Management Incentives 87

Sales and Marketing Management

JUNE 28, 2017

Salesforce’s " State of Sales" report highlights this, showing that 68% of B2B sales teams see collaboration as being instrumental to their success. Gallup, in their State of the American Workplace report , h i g h l i g h t e d the rising number of matrixed teams, “The prevalence of matrixed teams isn’t surprising.

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Closing Hiring Incentives Incentive 120

Highspot

OCTOBER 11, 2023

Reporting and Analysis They collect and analyze sales data to identify trends, assess the effectiveness of sales strategies, and make data-driven decisions. Incentives and Recognition Reward top performers with appropriate incentives and recognition. Sales managers guide their team in maintaining positive customer interactions.

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Sales Management Strategy Lead Rank Lead Scoring 59

The Spiff Blog

OCTOBER 12, 2023

How you pay sales reps depends on the way you design your comp program, what metrics relate to what incentives, and so on— all the details we’ve covered in many past articles about comp plan design. Pay mix How will your sales employees’ total income be divided between base salary, commission, and bonuses?

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Compensation Commission How To Incentives 84

Xactly

MAY 28, 2018

The typical sales compensation plan is made up of two parts–fixed base salary and variable commission. A sales rep’s base salary is often fixed and fairly straightforward. Multiplier plans are beneficial when sales leaders want to use multiple performance measures in a rep’s incentive plan. Sales Commission Reporting.

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Hubspot Sales

APRIL 11, 2023

Lack of Compensation For starters, many salespeople report a lack of compensation as one of the top reasons they leave their employers. Declining sales opportunities may mean that many salespeople will jump ship for employers that offer a base salary. We’ll explore this topic below. Brands that fail to do so will see attrition rise.

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Xactly

JANUARY 18, 2019

Often, it includes a pay mix , made up of a base salary and variable commission pay. Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project. Ideally you need a sales incentive planning team of six people.

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The Spiff Blog

MARCH 31, 2023

Sales commission and salary aside, gender imbalance is a pervasive problem across many industries and occupations. These findings purposely do not include base salary. While we may not have all of the answers, our upcoming research report will unpack the unconscious gender bias and discrimination women face on sales teams.

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Sales Hacker

SEPTEMBER 27, 2022

He’s an expert in the sales world, particularly in revenue operations and incentive compensation. Today we’ve got Scott Barton, VP of Industry Solutions at Varicent and a veteran of sales, revenue operations, and incentive compensation. Sales forecasts, territory design, quota management, and incentive compensation.

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Xactly

NOVEMBER 28, 2018

Pay mix is the ratio of base salary to target incentives that make up On-Target Earnings (OTE). For example, a 60/40 pay mix means that 60% of OTE is fixed base salary, and 40% of OTE is Target Incentive (TI), or variable pay. Defining Pay Mix. Pay at Risk.

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Compensation Salary Policies Incentives 84

Gong.io

JULY 11, 2022

In this article, you’ll learn everything you need to know about inside sales, from team structures and salaries right through to inside sales processes and models. Reporting on own sales performance in a CRM or dedicated inside sales software . Reporting to senior leadership on sales performance. Inside sales salaries .

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LeadFuze

MAY 17, 2021

A simple way to figure it is to take an individual’s base salary, plus commissions earned at 100 percent of quota, their potential bonus opportunities, and then divide by that salesman’s revenues to figure out the percentage that sales cost. The costs associated with sales incentive program administration.

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Compensation Hiring Incentives Incentive 52

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.

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OpenSymmetry

MARCH 9, 2017

I contacted HR to ask for a report. Can I get a list of all plan participants, including their base and target incentive information?” I was troubled to find that no such report existed. Have a single system of record for base salary and variable pay. The comp manager owned that, and she’s gone.”

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Commission Compensation Hiring Salary 46

The Spiff Blog

APRIL 21, 2022

45% of B2B sales organizations report annual rep turnover rates above 30% ( source ). base salary ( source ). Average base salary. 2X an employee’s base salary to replace them ( source ). Multiple the average base salary on your sales team by 1.5. And, it’s only getting worse. So why is employee turnover a problem?

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Hiring Commission Compensation Churn 70

Xactly

JULY 5, 2018

Sales managers and their reporting reps will have responsibilities unique to their roles, which means your compensation plans should be tailored to different roles. Because of this, a manager’s pay mix is typically less aggressive than the reps that report to them. Base Salary. Annual Target Incentive. Plan Components.

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Compensation Sales Management Examples Commission 69

Partners in Excellence

MAY 30, 2013

I’m reacting to a cumulative build up of a number of conversations about compensation planning, incentives, and “motivating” sales people. So many of the discussions focus on rewards and incentives for behaviors that should be conditions of continued employment. Things for which we earn a salary. (By

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Incentives Incentive Compensation Salary 69

OpenSymmetry

NOVEMBER 3, 2016

At the center of this drama stands this unnerving fact: Mylan CEO Heather Bresch’s annual salary last year was reported at $18 million. Mylan’s Executive Compensation Structure – The Incentive Plan that Started It All. Mylan’s Executive Compensation Structure – The Incentive Plan that Started It All. Yes and no.

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Incentives Incentive Compensation Salary 40

Xactly

NOVEMBER 1, 2018

Under the new revenue recognition standard , companies must change the way they report revenue in their accounting for sales commissions. Commissions are part of the direct costs that occur when the product is sold, while the salaries that sales reps earn are in the indirect costs of SG&A.

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Crunchbase

JULY 27, 2022

With heavy reliance on data analytics and reporting, sales ops often oversee everything from lead management to sales strategy to incorporating automation to increase efficiencies across the sales spectrum. Performance and incentive program management. Sales operations manager.

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Pipeliner

SEPTEMBER 24, 2018

Why hire someone to pitch in with Sales and then have them filling expense reports or tracking incentives instead? It’s especially when business growth is aimed at that leaders should consider the incentives that drive sales reps. Alignment – the connection between incentives and company priorities is clear and enforced.

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Scale Hiring Compensation Incentives 56

PandaDoc

AUGUST 25, 2019

Start by allocating SDR expenses into three categories: fixed costs, additional expenses, and incentive costs. The following fixed costs are essential for your SDR team: Fixed SDR compensation : Includes both salary and non-salary salespeople compensation. Incentive costs. Fixed SDR costs.

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LeadFuze

MAY 18, 2021

In fact, 85% of reps attain quota and 51% of new hires achieve their numbers in their first year when gamification is used according to an Aberdeen report. Competition is what psychologists refer to as an “extrinsic incentive.”. The drive remains as long as the incentive is still there. Salary only. Click To Tweet.

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SalesLoft

OCTOBER 30, 2018

This is dollars left on the table due to ineffective processes for “defining, assigning, and managing territories, quotas, and incentives and compensation plans.”. OTE is total cash compensation, inclusive of base salary plus variable commission, paid at 100% quota attainment. That is a pretty darn good starting quota.

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Compensation Sales Qualified Lead Salary Quota 52

Sales Hacker

APRIL 19, 2022

For instance, according to our benchmark report, RevOps-developed plans had the most trust. If there’s a sales incentive that only accounts for 5 percent of your reps’ variable pay, it is likely to become a “nice to have” bonus rather than something they are motivated to achieve. Embrace accelerators.

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Compensation Retention Hiring Commission 86

The Spiff Blog

APRIL 28, 2022

You can never know too much about your direct reports as individuals. Does your team have a hand in choosing their own incentives? As a sales leader, you already know that not all sales incentives are created equal. We recommend giving your team the opportunity to weigh in on what types of incentives they can earn.

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Commission Compensation Lead Rank Hiring 80

The Spiff Blog

MARCH 16, 2023

McKinsey & Company’s report “Diversity Wins” found that companies in the top quartile for gender diversity in terms of leadership roles were 25% more likely to have above-average profitability than companies in the bottom quartile. Whether that’s within a sales cycle or negotiating salary/benefits.

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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. Variable pay compensation consists of paying employees based on (usually) some fixed “base” salary as well as a variable component based on performance. Determine Additional Incentives (With Caution). Set Metrics. Set Specific Targets.

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Compensation Hiring Incentives Incentive 79

Pipeliner

DECEMBER 23, 2021

Technological progress allows not only to save on salaries but also to minimize errors caused by the human factor And identify theft protection. Reporting and analytics. After reading the payment analytics report, analyze the product locations on the website. This report shows the rise and fall of consumer activity.

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