The Spiff Blog

SEPTEMBER 7, 2023

It’s about creating a systematic approach to selling at scale. Although SPM strategy varies by company and industry, the most effective sales performance management strategies typically involve a combination of the same core pillars. Properly structured incentive programs can increase employee performance by 44% ( source ).

Incentives 83

Incentives Incentive Scale Compensation 83

Mindtickle

SEPTEMBER 8, 2022

On top of that, without the proper tools, it’s hard to tell what problems make them miss their quota. But with sales enablement tools, you can understand the attitudes, content, and skills that help your sales reps reach their objectives. What to look for in a sales enablement tool. Mindtickle.

Sales Enablement 52

Sales Enablement Tools Hiring Lead Rank 52

Highspot

FEBRUARY 25, 2024

The Important Role of Sales Operations Common Problems With Sales Operations Practical Tips to Improve Sales Operations Supercharge Sales Operations With Highspot The Important Role of Sales Operations Sales operations (sales ops) works to ensure the sales team functions smoothly.

Sales Operations 52

Sales Operations Forecasting Incentives Incentive 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.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

Hubspot Sales

JANUARY 19, 2018

The deal plan should cover whatever your prospect suggests but will generally encompass the remainder of the sales cycle, how to sell the product internally, and the implementation of the product. In most sales situations, the biggest challenge is inertia. Set up regular training sessions? When to Create a Deal Plan.

Closing 136

Closing Tools Sales Cycle ACT 136

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.

Incentives 40

Incentives Incentive Motivation Hotels 40

Pipeliner

DECEMBER 23, 2021

And you can provide team members with sales guidance, tips, and recommendations as needed. Invest in video conferencing software and other remote collaboration tools for your hybrid sales team. Teach team members how to use these tools, too. As a result, they can work together to drive sales. Provide Incentives.

Incentives 98

Incentives Incentive How To Competition 98

Act!

APRIL 16, 2024

Virtual sales teams allow organizations to optimize costs, hire the best sales talent worldwide, and engage with prospects in different time zones. That said, developing and managing successful remote teams comes with several challenges and resolving them before setting up virtual sales teams is critical for success.

Strategy 52

Strategy Hiring Top of Funnel Face-to-face 52

Highspot

JANUARY 4, 2024

Needs Evaluation Evaluate the selling skills and competencies your sales team currently has versus what they need to excel. This process ensures the training program is laser-focused on bridging these skill gaps. Practical advice: Pair up less experienced sales reps with seasoned veterans for a period of shadow learning.

Webinar Metrics 52

Webinar Metrics Training Strategy Ideal Customer Profile 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. Tell us about your career journey in sales compensation. How did you end up where you are today?,

Compensation 52

Compensation Incentives Incentive Pharmaceuticals 52

No More Cold Calling

JANUARY 16, 2020

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. Sales managers do what they ask others to do.

Referrals 328

Referrals Sales Management Hiring Scale 328

Emissary

SEPTEMBER 27, 2021

And you may be inadvertently allowing negative impressions to fester for up to a quarter as the client gets in the habit of gathering up servicing needs to handle at your next QBR. Reach out to clients prior to a QBR to see what issues they might want to address, and clear them up prior to the meeting. Your QBRs lack “B.”.

Exercises 245

Exercises Demand Generation Agencies How To ROI 245

PandaDoc

DECEMBER 13, 2018

It’s no secret that there are many benefits to gamifying your sales process. Even if you don’t have a tool in place, it’s likely as a sales leader you’re already using it in some form. Ever organize a sales contest? Not only is gamification popular, it’s a proven and effective sales performance booster.

Sales Process 83

Sales Process Hiring Proposal Channels 83

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. Tell us about your career journey in sales compensation. How did you end up where you are today?,

Compensation 45

Compensation Incentives Incentive Pharmaceuticals 45

SBI

JULY 24, 2018

When the first sales automation tool was launched, it truly changed the way sales were managed. The first digitization of sales account information and pipeline occurred in the 1980’s. Every sales automation solution attached to the CRM was supposed to do just that, automate the sales process.

CRM 95

CRM SAP Forecasting Incentives 95

Hubspot Sales

NOVEMBER 10, 2020

Let’s unpack the different types of sales environments and how to ensure each is successful. Types of Sales Environments. You can define your sales environment according to a number of factors: where you’re selling from, who you’re selling to, how you incentivize the selling process, and more.

B2C 107

B2C Incentives Incentive How To 107

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.

Strategy 310

Strategy Referrals Cost per Lead Social Selling 310

Zoominfo

JULY 25, 2023

Sales and marketing work to build on existing interest by identifying key customer profiles and selling the right value proposition to each of them through various strategies. The goal is to make such a strong impression and business case that B2B leads show high purchasing intent, and sales can engage and eventually convert them.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Sales Hacker

AUGUST 20, 2020

If you’re managing a remote team, now is not the time to sell your sales contests short. Why Sales Contests? Sales contests are a tried-and-true tool in most sales managers’ arsenals and for good reason. Unfortunately, way too often, sales contests aren’t strategic or goal-oriented. Identify KPIs.

Incentives 103

Incentives Incentive Competition Distribution 103

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.

Incentives 40

Incentives Incentive Motivation Hotels 40

Zoominfo

MAY 9, 2022

This process was inefficient, time-intensive, and unpredictable. Today, sales is driven by insights. The most successful sales teams rely on a combination of sophisticated technology and human expertise to ensure they’re selling the right product, to the right prospect, at the right time.

Scale 130

Scale Sales Automation Hiring ROI 130

SBI Growth

SEPTEMBER 23, 2013

VPs of Sales are asking questions like: Is our Sales Process good enough? Are my Sales Managers good enough? Do This— Start with a Sales Strategy Blueprint. To have a sales strategy you can execute, it must follow a structured path. Sign up for SBI''s free onsite research session here. Sales training.

Compensation 325

Compensation Social Media Incentives Incentive 325

LeadFuze

JULY 7, 2023

In this thorough overview, we’ll investigate the significance of creating intelligent sales objectives and approaches that can assist you with accomplishing them. We will explore how past data analysis, future company changes consideration, and incentive programs implementation play a significant role in goal-setting.

Sales Goal 52

Sales Goal Churn Incentives Incentive 52

Showpad

MARCH 3, 2020

Sales reps need support to drive growth and increase likelihood of success, whether they’re going through initial onboarding, working through the buyer’s journey or collaborating with marketing. While these two functions handle different aspects of the sales process, there is some cross-functional collaboration.

Sales Operations 100

Sales Operations Sales Enablement Hiring Compensation 100

Zoominfo

APRIL 11, 2018

Although there will never be a foolproof way to hire the best B2B sales reps, we’ve compiled a list of the top characteristics to look for and the questions you should be asking to determine if a candidate is a good fit. Successful sales professionals are often very perceptive. Question: How do you know when to give up on a prospect?

Hiring 178

Hiring B2B Sales Cycle Call-back 178

Anthony Cole Training

JANUARY 13, 2014

I read the white paper, and it clearly identified common problems with CRM tools such as SalesForce.com, ACT and other pipeline management tools. And, because of these problems, there are challenges in the predictability of future sales. If you have a 120-day sales cycle, then move stuff out at day 121.

Sales Forecasts 189

Sales Forecasts Forecasting Margin Incentives 189

PandaDoc

APRIL 20, 2022

But just because the days of cold calling and big email blasts are mostly gone doesn’t mean that the outbound sales process is dead. Here are four great methods to boost your ROI when using outbound sales techniques. Methods to boost your outbound sales strategies. Engage in social selling. Target your email list.

Outbound 98

Outbound Top of Funnel Strategy Ideal Customer Profile 98

Hubspot Sales

MAY 26, 2023

Contact your friends, family members, and acquaintances and ask if they know anyone interested in buying or selling property. Word-of-mouth recommendations can be a powerful tool for reaching prospects. Social media can be an excellent tool for generating leads. Switch up the type of post you share on your social media.

Real Estate 82

Real Estate Prospecting Ideal Customer Profile Social Media 82

Zoominfo

OCTOBER 20, 2019

These are as follows: Interview Questions For Sales Rep Qualities 1. Perceptive Successful sales professionals are often very perceptive. They can read a person’s emotions and pick up on unspoken concerns. Question: What are some common sales objections you’ve received? Read our guide on landing a B2B sales job.

Hiring 130

Hiring Sales Cycle B2B Call-back 130

Understanding the Sales Force

SEPTEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined. There are categories of sales tools and CRM applications where none existed a few years ago.

Sales Management 288

Sales Management Hiring Compensation Trends 288

Hubspot Sales

JULY 25, 2023

Whether you’re skeptical, curious, or fully on board, it’s important to educate yourself about how sales reps are using AI. At the very least, you’ll stay up-to-date on trends in sales. 74% report using AI in some form in their role, and 60% say they believe AI tools are important to their overall strategy.

Top of Funnel 84

Top of Funnel Forecasting Sales Qualified Lead Lead Rank 84

The ROI Guy

APRIL 12, 2013

You’ve worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year.

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

Sales Hacker

MARCH 30, 2021

They’ve built a new process of guided selling, which Neil discusses during the show. If you missed episode 153, check it out here: Learning Drives Sales Effectiveness with Paul Fifield?. How Revenue Grid enables smarter selling. Guided selling and engagement. Scaling sales during the pandemic.

Oracle 102

Oracle Scale SalesForce Incentives 102

Pipeline

OCTOBER 16, 2023

This means the total cost of ownership (TCO) is $2,340 annually , and you add a $1,500 one-time premium onboarding to get the CRM system and your team up to speed. Benchmarking: Sales before CRM 3-4 new customers per month. Allow your sales team to focus on their most valuable tasks and 10x sales revenue. Learn more.

Maximizer 52

Maximizer CRM ROI How To 52

Crunchbase

JANUARY 13, 2022

The business of sales is as nuanced as sales industries, salespeople and buyers themselves, with some industries requiring in-person selling with plenty of touchpoints and follow-ups. In other companies, such as more modern, tech-focused firms, a few virtual meetings with compelling follow-up resources may be appropriate.

Compensation 98

Compensation Insurance Insurance Sales Methodology 98

The Spiff Blog

NOVEMBER 10, 2022

Aside from the obvious benefits of increased motivation and less manual reporting, leading commission tracking tools also provide transparency into the actual calculations behind the numbers. No more chasing down formulas in an Excel sheet or sending emails to confirm commission statements, keeping reps laser focused on selling.

Commission 75

Commission Scale Compensation Software 75

Apptivo

MARCH 9, 2023

3 Ways sales automation can help your reps sell more! Bye-bye manual tasks, hello sales automation! However, at times no matter how long one stretches, sales tasks eat up a lot of productive hours. 3 Ways sales automation can help your reps sell more! Automated follow-up Drip!

Sales Automation 64

Sales Automation Lead Rank Lead Scoring Campaigns 64