The Spiff Blog

APRIL 11, 2023

Through research, conversations with women in sales roles, and analysis of commission data , we’re committed to shining a light on this complex and nuanced issue. In the coming weeks and months we will continue to discuss matters of pay inequity in sales roles and release our official research report on the topic later this year.

Commission 83

Commission Hiring Face-to-face Incentives 83

The Brooks Group

JUNE 11, 2017

By adding in a few carefully selected sales incentives, you can capitalize on this competitive streak and really get your team to race full speed towards sales goals. Sales incentives can be broken down into three categories. Sales incentives can be broken down into three categories. Tangible Sales Incentives.

Incentives 40

Incentives Incentive Motivation Hotels 40

Steven Rosen

MAY 28, 2014

Last week I was speaking with a VP of Sales of a well-known software company. Yet the research on motivation and performance is telling us a completely different story. The researchers at MIT in a 2005 study for the Federal Reserve Bank concluded that : As long as the task involved only mechanical skills, bonuses and rewards work.

Motivation 319

Motivation Incentives Incentive Coaching 319

PandaDoc

OCTOBER 30, 2023

Research has shown that there are huge benefits to gamifying your sales process, including better worker productivity and retention when it comes to learning new things. Employee engagement increases when the incentives are worth the effort required to do well. Offer a buy-in option for a chance to win prizes via a drawing or a raffle.

Sales Process 52

Sales Process Incentives Incentive Hiring 52

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. Software companies like Xactly have been instrumental in providing the “nuts and bolts” calculation for the Sales team.”.

Compensation 52

Compensation Incentives Incentive Pharmaceuticals 52

Zoominfo

JULY 1, 2018

74% of today’s B2B buyers conduct more than half their research online before making a purchase ( source ). According to DemandGen Report, here are the top B2B review sites: G2 Crowd: Offers online reviews on B2B marketing services as well as business software. 4 Tips for Selling to the Social Savvy Buyer. Monitor online review sites.

Buyer 190

Buyer Social Media Social Selling Incentives 190

Zoominfo

JULY 25, 2023

From sales to marketing to overall business benefits, there are many reasons to invest in B2B lead generation tools and strategies. 7 B2B Lead Generation Strategies & Tools Here are some of the most valuable strategies and tools your GTM teams can deploy to identify and begin the path toward converting valuable B2B leads.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

SBI Growth

OCTOBER 20, 2012

Software Firm: The annual Employee survey is overflowing with negative comments about the incentive plan. Unfortunately, HR's usual solution to sales comp problems is a one-size-fits-all tool – the compensation study. Software Firm: The sales force suffered from role-corruption and weak on-boarding. Treating the Symptom.

Compensation 267

Compensation Incentives Incentive Lead Rank 267

The Spiff Blog

MAY 26, 2022

So, you’ve realized commission spreadsheets are actually evil, and that sales incentive software will vastly improve transparency, efficiency, and your personal sanity. There’s no shortage of sales commission software on the market, and when you factor in the massive operational differences, it’s a recipe for information overload.

Incentives 77

Incentives Incentive Software Software 77

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. Software companies like Xactly have been instrumental in providing the “nuts and bolts” calculation for the Sales team.”.

Compensation 45

Compensation Incentives Incentive Pharmaceuticals 45

SBI Growth

SEPTEMBER 30, 2013

The software never lives up to expectations. Get your copy by signing up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute ". Here are the most common underutilized CRM system formats we see: The Pipeline Tool: Sales reps record projected deals and opportunities in the CRM.

System 303

System CRM Compensation Pipeline 303

The Brooks Group

JUNE 11, 2015

By adding in a few carefully selected sales incentives, you can capitalize on this competitive streak and really get your team to race full speed towards sales goals. Sales incentives can be broken down into three categories. Sales incentives can be broken down into three categories. Tangible Sales Incentives.

Incentives 40

Incentives Incentive Motivation Hotels 40

OpenSymmetry

FEBRUARY 10, 2016

In the first scenario, the eager software sales rep wants to expedite the project start and does not want to introduce any delays in their sales pipeline. They are thinking about a potential 6-12 month delay in the sales pipeline, then delayed recognition of the software sale before the project can get underway. Cost Impact.

Incentives 40

Incentives Incentive Compensation Territories 40

Pipeline

OCTOBER 16, 2023

Contrary to the previous statistics, Nucleus Research claimed that CRM implementation can result in positive ROI, “For every dollar a company spends on CRM, it gets back $8.71 – 1.5 We’ll put their before and after performance under the loop to see if implementing a customizable Pipeline CRM software is worth the investment.

Maximizer 52

Maximizer CRM ROI How To 52

Hubspot Sales

JULY 25, 2023

74% report using AI in some form in their role, and 60% say they believe AI tools are important to their overall strategy. Content Creation Generative AI tools like HubSpot’s Content Assistant can write copy for sales messages, proposals, or custom landing pages. 16% of sales professionals use AI for research.

Top of Funnel 84

Top of Funnel Forecasting Sales Qualified Lead Lead Rank 84

Sales Hacker

MARCH 29, 2021

They have shifted their buying process even further online, only talking to vendors after they have already conducted significant research. Like with other revenue driving tech stacks, a partner tech stack has keystone software as well as best-in-breed solutions that integrate with the main software.

Revenue 100

Revenue How To Ideal Customer Profile Software 100

Pipeliner

FEBRUARY 15, 2024

Use tools like automated emails post-purchase, asking for reviews, or engaging with customers on social media to share their experiences. Analyze your customer base and market research to identify common characteristics and behaviors. You can also tailor these incentives to encourage purchases through email and social media ads.

Social Media 52

Social Media Buyer Persona GoldMine Google Analytics 52

Zoominfo

MARCH 21, 2022

Data from Indeed, the recruitment platform, indicates that between July 2020 and July 2021, searches for vacancies advertising such incentives increased by 134 percent. Data via MIT Sloan While no two corporate cultures are exactly alike, researchers found a lot of overlapping attributes for what employees consider toxic workplaces.

Quota 100

Quota Hiring Face-to-face Advertising 100

Crunchbase

NOVEMBER 9, 2021

Regardless of how much research you may have done on a lead or a lead’s company, a lead is defined by one-way communication. Let’s say your company specializes in online collaboration software for startups in the tech industry. Does it need your software (is it already working with a competitor)? Offer an incentive.

Sales Qualified Lead 111

Sales Qualified Lead Lead Rank Lead Scoring Prospecting 111

PandaDoc

APRIL 25, 2023

Acting as an essential tool for businesses of all sizes and in all industries, a robust sales plan helps to identify sales goals, target markets, and sales tactics to achieve those goals. This may involve conducting market research, analyzing sales data, and identifying trends in your industry.

Examples 52

Examples How To Hiring Segment 52

Sales and Marketing Management

OCTOBER 21, 2019

Research from Sirius Decisions has found that salespeople typically spend about 27 percent of their time on administrative tasks, and only 26 percent on actual selling. Sales has a lot of incentive to bring in revenue, but they need the right tools to do it efficiently and effectively.

Top of Funnel 136

Top of Funnel Hiring Commission SAP 136

SBI Growth

SEPTEMBER 23, 2013

Sign up for SBI''s free onsite research session here. Your reps utilizing social and mobile tools consistently was not in your ’13 plan. Steve is a VP of The Americas of a large enterprise software company. Change the compensation plan to incent new logo growth by adding an accelerator. Are my Sales Managers good enough?

Compensation 325

Compensation Social Media Incentives Incentive 325

BrainShark

JUNE 28, 2023

You’ll find the do’s, do nots, customer examples, and actionable tools and templates for implementing and improving sales coaching in this guide. Reps who are coached are more confident and effective in their conversations — and our research shows buyers are 13x more likely to buy from confident sounding sellers.

Sales Coaching 62

Sales Coaching Coaching Scale Hiring 62

Zoominfo

APRIL 11, 2018

You’re looking for someone who needs few external incentives to go above and beyond what their job requires. Do they research the prospect’s company? In the world of ever-changing technology, you want your sales reps to be able to pick up new tools and software quickly. Motivated. A good sales rep is self-motivated.

Hiring 178

Hiring B2B Sales Cycle Call-back 178

Smooth Sale

FEBRUARY 2, 2023

When selecting potential investments, research the local market and understand what kind of rental rates you can expect for different properties. Make sure you research the best interest rates and the length of loan that you need. CRE software , for example, is an excellent tool for lease management.

Real Estate 78

Real Estate Hiring Education Trends 78

Miller Heiman Group

APRIL 25, 2019

The first CRM software platforms were large, complex and on-premise—which meant they were also expensive, often so much so that smaller businesses couldn’t afford them. But despite these advances, CRM platforms all too often remain a repository for data rather than an actively wielded tool. What’s changed?

CRM 74

CRM Sales Methodology Analytics Education 74

Zoominfo

OCTOBER 20, 2019

You’re looking for someone who needs few external incentives to go above and beyond what their job requires. Do they research the prospect’s company? Tech-Savvy In the world of ever-changing technology, you want your sales reps to be able to pick up new tools and software quickly. Question: Sell us our own product.

Hiring 130

Hiring Sales Cycle B2B Call-back 130

Gong.io

JULY 11, 2022

Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations. Performing research on potential customers to determine initial fit. Inside sales vs. outside sales . Image Source ).

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Salesmate

JUNE 9, 2020

Well, everyone wants the applause and incentives that are given when the sales quotas are achieved. Validate the information you’ve researched about the prospect and try to gather more details about your prospect’s pain points and goals. Which components matter most when figuring out which tool is best for you? Wrapping up.

Face-to-face 125

Face-to-face Sales Qualified Lead Ideal Customer Profile How To 125

Cincom Smart Selling

OCTOBER 4, 2016

Buyers are much happier and more comfortable doing much of their initial and mid-cycle product research by themselves without the assistance of someone with an agenda. Supporting this role revolution is a variety of CPQ technology and selling tools. Selling Tools for Sales Automation. Sales Automation for Sales.

Sales Automation 78

Sales Automation Gatekeeper Software Software 78

Nutshell

FEBRUARY 21, 2023

Read on to learn more about the ins and outs of customer lifecycle management as well as how Nutshell’s customer relationship management (CRM) software can help you with it all. Depending on the issue, the customer will carry out research, like reading customer reviews of companies and products, and begin comparing options.

Customer 62

Customer Loyalty Campaigns CRM 62

Nutshell

AUGUST 28, 2023

This step of the sales cycle is often done through online research, buying lead lists, or inbound marketing methods. Success in the presenting stage depends heavily on research and preparation. It is best practice to target your ideal buyer persona throughout prospecting efforts.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

SBI

OCTOBER 2, 2018

In our experience, the organizations that are seeing the most success are committed to enabling their inside sales teams with the tools, data, and necessary process adjustments to support personalized selling. I see you downloaded one of our white papers and were researching content management software on TechTarget.

Inside Sales 102

Inside Sales Data Lead Rank Hiring 102

Zoominfo

APRIL 11, 2018

You’re looking for someone who needs few external incentives to go above and beyond what their job requires. Do they research the prospect’s company? In the world of ever-changing technology, you want your sales reps to be able to pick up new tools and software quickly. Motivated. A good sales rep is self-motivated.

Hiring 138

Hiring Sales Cycle B2B Call-back 138

Growbots

SEPTEMBER 19, 2018

Most salespeople are driven by financial incentives. Offer non-monetary incentives as well. If your budget is tight, consider offering other incentives such as bonus PTO, free gym memberships or public transit passes. Provide the tools your salespeople need to succeed. READ The 12 Sales Tools You Should Be Using.

Compensation 55

Compensation Salary Incentives Incentive 55

SalesLoft

OCTOBER 26, 2023

Use sales engagement tools and CRM to narrow your customer’s preferred communication channel. 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. Are they active on social media?

Scale 52

Scale Customer Loyalty Social Media 52

Velocify

JUNE 28, 2017

Sales gamification software leverages game mechanics to incentivize rep performance. Buyer and company intelligence tools provide sales professionals the insight needed to get the conversation going. Predictive analytics software extracts patterns and trends from data sets using machine learning, data mining, and statistics.

Sales Technology 53

Sales Technology Top of Funnel Hiring Software 53