The Spiff Blog

FEBRUARY 9, 2023

Here’s why: the sales quota is a key variable in many of the equations that dictate core business functions. These functions include territory management, goal setting, capacity modeling, forecasting, sales performance improvement, seller experience, and countless other exercises that set a business up for success– or failure.

Quota 70

Quota Revenue Lead Rank Territories 70

Partners in Excellence

FEBRUARY 9, 2017

Mike Kunkle is leading an important discussion about a new trend in Sales Enablement. Mike identifies the issue: “I’ve been reading Sales Enablement leadership job descriptions lately. And the front line managers are doing what, exactly” Like Mike, I’m seeing the same trend.

Sales Enablement 48

Sales Enablement Sales Management Hiring Maximizer 48

Highspot

DECEMBER 21, 2022

In fact, a reported 69% of sellers who exceed annual quota consider their sales managers as being “above average” at their jobs. But here’s the problem: A good candidate for sales management is hard to find. Why is there a knowledge gap for sales leaders? sales guidance. performance KPI tracking.

Training 52

Training Sales Management Lead Rank Lead Scoring 52

SBI Growth

SEPTEMBER 27, 2013

Entering 2014, Sales and HR leaders face new trends causing turnover with top talent. This post offers solutions to Sales and HR leaders who ask this question: “How do we respond to demographic trends and retain top sales talent?” It’s especially true for sales roles where the timing to change jobs is predictable.

Sales Talent 300

Sales Talent Conversion Survey Salary 300

InsightSquared

MARCH 18, 2020

For those of us in the sales profession, we are fortunate to have a remote work option (in most cases) that allows us to continue working. However, this is uncharted territory for many, and can be difficult to adapt to. Our Sales Funnel tool delivers instant insight into your funnel so you can adjust appropriately.

Tools 79

Tools Top of Funnel Funnel SalesForce 79

Hubspot Sales

OCTOBER 2, 2019

There is often a disconnect between the level of effort sales reps put into their work and the tangible outcome seen by sales management and the company at large. Let’s talk about why your organization needs to implement a sales performance management strategy. Helps predict future sales trends.

SAP 119

SAP Oracle Compensation Territories 119

Xactly

AUGUST 20, 2018

To obtain and manage this data properly, sales organizations need automated sales performance management (SPM) solutions to help facilitate their planning strategically, from territories and quota allocation, to compensation planning and management. Design Fair, Balanced Territories.

Data 45

Data Territories Compensation Incentives 45

Xactly

OCTOBER 3, 2018

While this may sound like a huge task to overcome, it can be done much more efficiently and effectively with sales rep management software. As a sales manager, it is also your responsibility to keep track of sales reps’ paths to ensure they are on the right course and/or make appropriate corrections when necessary.

Top of Funnel 67

Top of Funnel Incentives Incentive Compensation 67

BrainShark

MAY 31, 2023

Market conditions change, sales methodologies go in and out of style, but sales competencies like written communication, active listening, negotiation, and research, to name a few, are evergreen and transferable, regardless of trends and circumstances. As Zines put it, “The baseline for competencies could be all over the board.”

Hiring 62

Hiring Sales Talent Scale Sales Enablement 62

Chorus.ai

MARCH 5, 2020

In addition, we provide these powerful levers: See how any skill, performance metric or market indicator is trending over time. Sales Reps: Just because your colleague is closing deals left and right doesn’t mean you should attempt to replicate his/her selling style. For which team?

Analytics 62

Analytics Scale Territories Sales Cycle 62

SBI Growth

AUGUST 15, 2012

Typically the focus is on blocking and tackling: basic execution of a compensation plan, sales dashboards, sales crediting, and territory/customer assignments. What separates most organizations from those that are “World-Class” is the existence of bold insights that drive sales strategy.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

Mindtickle

JANUARY 29, 2021

It’s been reported by the Sales Management Association that the average sales new hire spends 10 weeks in training, only becoming productive after 11.2 Onboarding new sales talent is a huge investment for most organizations, and getting it right can be a make or break for your business. Post-sale services and support.

Hiring 93

Hiring Revenue Face-to-face Quota 93

Partners in Excellence

SEPTEMBER 20, 2022

Mistakenly, I had assumed people understood the basics around pipeline management, how to use the pipeline as a tool for maximizing personal performance, and other things. We think it’s just something management hassles us with to maximize the revenue number. Who is the forecast important to?

Forecasting 68

Forecasting Pipeline Analytics Analysis 68

Partners in Excellence

FEBRUARY 16, 2012

CRM is supposed to help sales people be more effective and more efficient. It’s supposed to help them better manage their opportunities, territories, and time. It’s a tool, properly utilized, that can help sales people perform at the highest levels possible. Are some deals slipping away from me?

System 88

System CRM Territories Vendor 88

Partners in Excellence

FEBRUARY 17, 2014

As sales people and managers, we are often obsessed with the “numbers.” In order to maximize our performance this week, this month, this quarter, this year, and year after year, we need to understand the numbers that impact performance and our success over time. Let’s say we have a 90 day sales cycle.

Quota 91

Quota Trends Churn Maximizer 91

Partners in Excellence

APRIL 1, 2021

As leaders, our jobs are to maximize the performance of each individual and the organization. Instead, we manage by the numbers or dashboards. We have declining percentages of sales people achieving plan. We have declining job tenure at all levels–trending to less than 16 months.

Hiring 75

Hiring Churn System Coaching 75

Partners in Excellence

MARCH 13, 2023

We fix them in sharpening our deal strategies, prospecting, account development, territory development, call execution, and qualifying. For some, it might be better deal qualification and execution, for others it might be higher impact sales calls, for others it may be more prospecting. I’ll go back to the first point.

Pipeline 73

Pipeline Sales Cycle Forecasting Face-to-face 73

Xactly

AUGUST 30, 2018

Download the "2018 Sales Compensation Administration Best Practices Executive Guide," for incentive compensation trends, best practices, and tips to drive the right sales behaviors to kickoff your sales compensation planning. So what can sales managers do to help their teams meet quota?

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

The Digital Sales Institute

OCTOBER 16, 2018

However, most inside sales jobs will decline or even be eliminated altogether as technology replaces many customer interactions. Many experts believe that within five years, the inside sales jobs role will be completely determined by artificial intelligence. All other inside sales jobs will most likely be replaced by technology.

Inside Sales 49

Inside Sales Lead Rank Sales Qualified Lead Lead Scoring 49

Mindtickle

JANUARY 29, 2021

It’s been reported by the Sales Management Association that the average sales new hire spends 10 weeks in training, only becoming productive after 11.2 Onboarding new sales talent is a huge investment for most organizations, and getting it right can be a make or break for your business. Post-sale services and support.

Hiring 52

Hiring Revenue Face-to-face Quota 52

Close.io

AUGUST 7, 2019

Excerpt: “Professional sellers who think like owners of their territories take more accountability for their outcomes and success, no matter what’s going on around them. In doing so, they usually create higher value for their clients, higher margins for their organization, and maximize their commission checks. CloserIQ Sales Blog.

Hiring 108

Hiring Webinar Metrics Call-back Follow-up 108

SBI

APRIL 28, 2014

Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software. Leslie: Business decision makers should be looking for ways to get the most out of the data that is generated from their sales and marketing solutions. Nancy can be reached at 916-596-3035.

Up-Sell 54

Up-Sell Closing Lead Generation Revenue 54

LeadFuze

NOVEMBER 30, 2021

It is important to rely on data and not intuition when determining your company’s sales process optimization. This will help you maximize revenue. Here are 10 ways you can improve your sales process optimization process by utilizing data from the CRM system. Sales rep or sales team. Sales region / territory.

Top of Funnel 52

Top of Funnel CRM Sales Process Lead Rank 52

InsideSales.com

NOVEMBER 11, 2019

Learn the trends in account management and find out the secrets on how you can win in this important sales function in this Sales Secrets episode. RELATED: 7 Best Effective Account Management Strategies. In this article: Why Account Management Is Important. How to Optimize Your Account Management.

Account 40

Account Account Based Marketing Transportation Trends 40

Partners in Excellence

OCTOBER 31, 2013

Basically, the pipeline is a key diagnostic tool the sales person can use to answer 4 questions about their own performance and territory management: Will I Achieve My Goals: Here pipeline shape, velocity/flow, composition, and balance become key determinants in addressing this issue.

Pipeline 93

Pipeline Top of Funnel Revelation Sales Cycle 93

SBI

MARCH 18, 2015

These static sales forecasts are unable to provide true insights into the business. The net result is that enormous time is spent scrubbing the pipeline and rolling up a forecast, leaving sales managers less time for selling and making their number. It has been gratifying to see how delighted our customers are with our product.

Up-Sell 50

Up-Sell Revenue Sales Forecasts Forecasting 50

Delicious Sales

MAY 2, 2012

Sales (12918). Sales Management (2614). Inside Sales (849). Outside Sales (81). Maximizer (636). Best Practices Inside Sales Virtual Summit Sales Process Sales Tips Predictive Analytics MORE >> YOUR SALES MANAGEMENT GURU AUGUST 12, 2013 Managing A Sales Manager Managing a Sales Manager .

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

LeadFuze

JANUARY 1, 2022

Productmarket-fit evaluation is essential to your go-to market strategy in any new territory you want to enter. Building a repeatable sales model. If you’re looking for someone to manage your sales team, but don’t want the added cost of an in-house manager or HR specialist, consider sales manager outsourcing.

Outsourcing Services 52

Outsourcing Services Sales Outsourcing Hiring Lead Rank 52

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.

Sales Enablement 85

Sales Enablement Top of Funnel Hiring Face-to-face 85

Hubspot Sales

OCTOBER 5, 2017

As we’ve all experienced, sales essentially boils down to two things: Numbers. While we (or our team) are racing to hit quota against that clock, though, we can save time and maximize our numbers by investing in the right processes, activities, and skills. Truth is, sales is changing -- quickly. Do we sell in their industry?

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

Sales Hacker Training

NOVEMBER 21, 2022

There are thousands of options when it comes to software for sales that promise to make your life easier as a sales professional. There are plenty of sales prospecting tools and sales management software to help automate your manual tasks while personalizing your outreach.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52

SBI

NOVEMBER 7, 2019

Invisible.io, a global champion in sales productivity, announces RevenueGrid to maximize the return on every customer engagement. How do we see the role of sales ops evolving? How are technology trends shaping the future of sales and sales operations? Sales tech. Sales Enablement.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52

OnePageCRM

MARCH 21, 2017

The resulting sales process resulted in an 84% increase in lead traffic for the company. In a sales team, a CRM can assign territories and customers to individual sales people. The right CRM will also guide a sales person on their sales process. This ensures no one else is trying to sell to the same people.

CRM 49

CRM Lead Rank Lead Scoring Segment 49

OnePageCRM

MARCH 21, 2017

The resulting sales process resulted in an 84% increase in lead traffic for the company. In a sales team, a CRM can assign territories and customers to individual sales people. The right CRM will also guide a sales person on their sales process. This ensures no one else is trying to sell to the same people.

CRM 39

CRM Lead Rank Lead Scoring Segment 39