The Spiff Blog

SEPTEMBER 1, 2022

Door-to-door Sales Workers, News and Street Vendors, and Related Workers: $26,430. In a recent study of more than 160,000 salaries, job aggregator Indeed calculated the national average base salary to be $64,379 for a SaaS account executive and $49,216 for an account representative ( source ). All other: $33,200. So glad you asked!

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Mereo

DECEMBER 7, 2017

Incentives and bonuses motivate sales professionals for good reason. But great sales leadership calls for more than monetary rewards. A Gallop study revealed that 50% of employees leave their company to get away from their bosses. Good sales leadership: Speak to salespeople to the tune of incentives and rewards.

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Xactly

JULY 26, 2018

These best practices are the result of over a decade’s worth of sales performance management and incentivization experience, along with corroborating data from the 2018 Sales Compensation Best Practices Study. According to the 2018 Sales Compensation Best Practices Study, 80% of companies struggle to pay commissions accurately.

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Sales Hacker

JUNE 14, 2019

According to a recent Salesforce study , poor data hygiene costs the average business nearly 30% of its revenue, amounting to a total economic loss of a whopping $700 billion a year. What’s the #1 incentive you can use with your reps? Align incentives. Align Incentives. Help moving deals forward.

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The Spiff Blog

MARCH 8, 2023

Spiff’s sales commission software enables finance and sales operations teams to self-manage complex incentive compensation plans and provides transparency for sales teams. The post Selling Like a Girl: A Look at Gender Bias in Sales appeared first on Spiff.

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Miller Heiman Group

JULY 18, 2018

When we ask sales leaders this question, answers often range from “not very” to “not at all.” In our 2018 Sales Operations Optimization Study conducted by CSO Insights, only 47 percent of respondents reported adoption rates of greater than 90 percent. 1: A formal sales process drives CRM adoption.

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The Spiff Blog

JANUARY 9, 2024

Plan your ramp-up periods around a series of interactive training sessions, where new reps will shadow experienced salespeople, sit in on calls, study and discuss recordings of successful sales calls, and so on. .— is crucial, of course, but accelerating the ramp-up process requires as much applicable, interactive training as possible.

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Xactly

MARCH 22, 2018

Most of the time when I speak about the middle performers, it is because I am trying to convince a sales leader that there is value in focusing on the middle performers rather than explaining the sales incentive tools available to increase their performance. Why Focus on Motivating the Middle?

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The Spiff Blog

JANUARY 12, 2022

And, how psychology helps sales leaders build teams that reach their true potential. You know, the pyramid we all studied in Psych 101? Spiff’s sales commission software enables finance and sales operations teams to self-manage complex incentive compensation plans and provides transparency for sales teams.

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Miller Heiman Group

JULY 18, 2018

When we ask sales leaders this question, answers often range from “not very” to “not at all.” In our 2018 Sales Operations Optimization Study conducted by CSO Insights, only 47 percent of respondents reported adoption rates of greater than 90 percent. 1: A formal sales process drives CRM adoption.

CRM 51

CRM Forecasting Study Top of Funnel 51

The Spiff Blog

FEBRUARY 24, 2022

So how do you, as a seasoned sales operations professional, do your part by fixing a lack of transparency within sales? Today, we cover: What it means to be a data-driven sales organization. It’s an intentional outcome that’s usually driven by sales operations or RevOps teams , and spans your entire go-to-market team.

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The Spiff Blog

AUGUST 22, 2023

Speaking of resource-heavy initiatives, let’s talk about sales compensation. RevOps plays a key role in determining the ROI of sales compensation programs. Compensation is a business investment, after all, and you need to study it closely to identify areas of overspending or risk potential. Erase silos between GTM teams.

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The Spiff Blog

MARCH 17, 2022

Born in California, Dave grew up in Boise, Idaho before moving to Seattle, Washington for undergraduate studies at the University of Washington in politics and economics. Dave started his career in sales and marketing prior to falling in love with the balanced left/right brain usage of product management. suburbs of Maryland.

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The Spiff Blog

JULY 28, 2022

Taylor Montero, Sales Operations Analyst. After spending some time in Japan, he moved to Idaho to attend school where he studied Psychology. At the age of 11, he learned he loved sales, when he sold items from a catalog door-to-door and earned his first skateboard. So, without further ado, let’s meet the team!

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The Spiff Blog

JULY 13, 2023

Stephen Reed, Implementation Specialist Stephen was born in North Carolina and spent most of his childhood moving around the world before settling down in Utah and studying at BYU to become a teacher. Florencia Moya, Project Manager Florencia has studied and obtained a degree in political science, although she has never put it into practice.

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The Spiff Blog

JUNE 6, 2023

He began his career in Finance in the Washington, DC area where he discovered the world of Incentive Compensation Administration. While studying to get his mechanical engineering degree he started an internship in a pharmaceutical company. First there were Lego blocks, then came computers and mechanical engineering.

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The Spiff Blog

SEPTEMBER 16, 2022

She is currently studying Psychology at Brigham Young University, hoping to become a counselor in the future. Gabriel now lives in Longmont, CO and went to college at Western Colorado University in Gunnison, CO, where he studied English, Psychology, and Business Administration. What excites you most about your role?

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The Spiff Blog

MARCH 2, 2023

After graduating, Samuel’s interest in building models and solving complex problems led him to start his career in software finance and sales operations. Chris originally pursued a degree in Psychology and Film Studies after which he received his Masters degree in Business.

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Miller Heiman Group

FEBRUARY 26, 2019

According to CSO Insights’ 2018-2019 Sales Performance Study , only 54 percent of salespeople are making or exceeding quota. With organizations generally targeting a 70 percent quota attainment goal, this represents a major challenge to sales effectiveness. Organizations aren’t setting quotas effectively.

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The Spiff Blog

MAY 5, 2022

Nat grew up in south east England and studied performing arts at college. The emergence of the Internet led to roles in sales and a passion for bringing better ways of working to businesses. Oxana studied technology and entrepreneurship at Westminster college in Salt Lake. What excites you most about your role at Spiff?

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The Spiff Blog

JANUARY 27, 2022

Later, Kevin moved to beautiful British Columbia and studied at Simon Fraser University, where he discovered the wonderful world of design. Despite studying Biology, Max loves working in tech with his super talented coworkers at Spiff. What excites you most about your role at Spiff? Kevin Chua, Sr Product Designer.

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DiscoverOrg Sales

MAY 4, 2017

It didn’t really matter how great our sales force integration was, or how great our Marketo integration was, or how much we were cleansing their data. We also have a great sales operations head who’s helped tune all of those technologies. They had to see growth. High-growth companies are willing to work hard.

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The Spiff Blog

FEBRUARY 24, 2023

Would it be helpful to see case studies we’ve done with companies similar to yours? Spiff’s sales commission software enables finance and sales operations teams to self-manage complex incentive compensation plans and provides transparency for sales teams.

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Close.io

OCTOBER 22, 2019

In their MRR churn study, Price Intelligently found that SaaS companies. Further, their knowledge in integrating other tools through Zapier has brought great value to our team.” - Amanda Mullet, Sales Operations Manager, HomeLight. churn rate. with up to 50% of customers on an annual plan had a 6% churn rate.

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OpenSymmetry

FEBRUARY 22, 2015

Gallup reports from their 2014 study that 31.5% For example, you are able to measure the job and development performance ( Human Capital Management ) of your sales team as it relates to their incentives, rewards, territories and quotas ( Sales Performance Management ). About the Author.

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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? Ensure your sales team can study and reference it at any time.

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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. A criteria for selecting the right early stage business to join. The impact of culture on future growth.

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Close.io

FEBRUARY 24, 2020

First off, let’s make one thing very clear: sales enablement isn’t just another fun trend that’s here today and gone tomorrow. Just five years ago, CSO Insights ran a study about sales enablement and only 25% of the companies they surveyed had developed sales enablement for their teams. Audit your current sales content.

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Sales Hacker

JUNE 9, 2020

But it wasn’t as a sales rep. My entree into sales actually was through sales operations. Why don’t you run sales operations?” Finally convinced our CEO to give me a sales territory because I was determined to go do this thing. ” I did that for about a year or so. Absolutely.

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The Spiff Blog

JULY 20, 2023

Say you study commission data from the past year. In doing so, you identify a trend: a number of high-performing sales reps are either slowing down once they exceed their quota, or sandbagging deals to contribute to next quarter’s goals. Identify gaps and flaws in your comp plan design.

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The Spiff Blog

SEPTEMBER 14, 2023

In fact, studies show that organizations lose an average of $4 million in revenue due to a single non-compliance event ( source ). Spiff is designed to facilitate trust across organizations, motivate sales teams, increase visibility into performance and earnings, and ultimately, drive top line growth.

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The Spiff Blog

JULY 21, 2022

Check out the following blog post where we do a deep dive into the evaluation process for a particular type of B2B software: 23 Questions to Ask While Researching Sales Incentive Software. And, while reviews and case studies are a good place to start, that’s where many organizations stop. Consult with a Vendor’s Customer Base.

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Tenbound

JANUARY 3, 2024

sales leaders) 2- Gatekeepers: (e.g., sales operations peers) Core Value Proposition and primary objections : increase productivity by helping sales persons secure more meetings with the right people: 1- Need (Why change?) Influence map : a map of those who influence decision makers. It is content dependent.

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Chorus.ai

MARCH 24, 2021

This company’s sales operation needs a little course correction. Why Track Your Sales Growth? The first and most obvious benefit of tracking your sales growth carefully is that it tells you whether what you're doing is working. You may even find yourself in legal trouble , none of which is good for your sales growth.

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OpenSymmetry

APRIL 27, 2016

The second aspect is ensuring the right incentive plans and processes are in place. This aspect includes making sure incentive plan design effectively aligns business strategy and seller motivation, optimizing processes and workflows. Incentive Compensation Management implementations may only be initiated in one division.

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InsightSquared

DECEMBER 3, 2019

The heart of revenue operations is the alignment of marketing, sales and customer success operations and their go-to-market teams around one single north-star goal: revenue. Revenue operations will continue to gain traction, making it a key assumption for sales and marketing leaders in planning for 2020.

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The Spiff Blog

JUNE 16, 2022

In this quick guide to data visualization in sales, you’ll learn: Why lack of data visualization in traditional compensation processes is hurting you and your reps. Why data visualization matters in sales. One study found that just looking at a piece of artwork increases blood flow to the brain by as much as 10%. Let’s dive in!

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