The Spiff Blog

FEBRUARY 9, 2023

But one thing sales and RevOps leaders all have in common is that they collectively struggle to set realistic, motivating sales quotas. By setting realistic yet challenging sales quotas, organizations can motivate employees, focus their team’s efforts, and better understand their performance. In fact, with only 24.3%

Quota 70

Quota Revenue Lead Rank Territories 70

The Spiff Blog

NOVEMBER 10, 2022

The sales commission process plays an important role in motivating sales teams and therefore drives top line revenue growth— arguably the most important metric organizations track. There are many benefits to implementing sales commission software, but we’re going to focus on the four most important.

Commission 75

Commission Scale Compensation Software 75

Hubspot Sales

JULY 22, 2020

The HubSpot Sales Platform gives sales professionals the tools they need to sell more deals faster in one integrated suite. HubSpot Sales gets rid of manual data entry, a huge time waster in sales, so professionals can spend time selling. HubSpot Sales Platform. Pricing: Free. HubSpot Email Scheduling. Pricing: Free. Pricing: Free.

Tools 108

Tools Closing Territories Hubspot 108

Zoominfo

FEBRUARY 23, 2021

If you don’t understand your target audience—their interests, pain points, and buying triggers—how are you supposed to sell to them? Although buyer personas are typically considered marketing territory, they’re also critical to the prospecting process. And while rejection always hurts, don’t give up on the prospects that tell you “no.”

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. Offering freemium versions of software. Chad Burmeister , founder and CEO of BDR.ai , supports Wittman’s comment about value-based selling.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Real Estate 100

Sales and Marketing Management

OCTOBER 9, 2017

After more than 30 years of selling for small businesses, entrepreneurs and large corporations such as Hewlett-Packard and Microsoft, I’ve seen sales fall short time and again. Rockstar salespeople find coaches who have clout and are willing to sell for you when you leave the building. The power goes out during a software deployment.

Microsoft 213

Microsoft Decision Maker SME Hiring 213

Apptivo

JUNE 14, 2023

Apptivo is a cloud-based business management software that includes a number of modules and capabilities for managing sales operations. Consider a retail store that sells numerous technological goods as an example. What are the different types of sales reports in Apptivo?

Report 52

Report CRM Churn Top of Funnel 52

Chorus.ai

APRIL 11, 2022

What does building a truck factory have in common with selling software? And while he probably won’t need to put on a hard hat anytime soon, overseeing sales and marketing operations for a B2B software provider has offered plenty of opportunities to use the same skills that helped him in manufacturing. Why does RevOps matter?

Cost per Acquisition 117

Cost per Acquisition Revenue Cost per Lead Lead Rank 117

PandaDoc

APRIL 25, 2023

A sales plan is a roadmap that outlines your business’s strategy for selling its products or services. It includes detailed information on the product — such as its features, benefits, and unique selling proposition. Without further delay, let’s take a look at how you can create an effective sales plan for your business.

Examples 52

Examples How To Hiring Segment 52

Hubspot Sales

OCTOBER 18, 2023

And it was that motivation — paired with his empathy, intelligence, and creativity — that allowed him to play an instrumental role in building HubSpot’s sales department from the ground up as the company's first sales director and sixth employee. He lives up to that philosophy — and that manifests itself in a range of ways.

Hubspot 92

Hubspot Ideal Customer Profile Scale Distribution 92

Hubspot Sales

OCTOBER 2, 2019

Looking to set your sales team up for this kind of success? Whether you have sales reps on your team who are new to the field of sales or seasoned sales people ready to learn more advanced selling techniques, employee development is a major perk of having a sales performance management process in place.

SAP 119

SAP Oracle Compensation Territories 119

Crunchbase

NOVEMBER 18, 2021

And now, due to the zeitgeist of COVID-19, more salespeople than ever are looking for the personal independence and career autonomy to sell what they want, when they want, from where they want. Syndicated selling is redefining the sales department and magnifying the depth and breadth of the total sales team footprint. To sell is human.

Trends 105

Trends Hiring Scale Compensation 105

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. When sales reps receive positive affirmation for executing the right actions, they will be motivated to repeat those processes. Take Advantage of Sales Rep Management Software.

Top of Funnel 67

Top of Funnel Incentives Incentive Compensation 67

SBI

OCTOBER 9, 2018

I was with another 700 people, ready to cover 980 miles, a lot of hills (like cycling up Everest twice), and camping every night for 9 days. In this article I want to bring you five of the key selling lessons that I have taken from the saddle. My lesson from the saddle is this, always try to improve your selling capability.

Everest 139

Everest Objections Account Tools 139

The Pipeline

MARCH 21, 2017

You turn back to the room attendant and ask, while pointing up at the signs, “What do those numbers mean?”. Calling on a business is different from selling a car. Selling software requires a different skill set than selling office automation equipment. As you walk toward the machines, you notice something curious.

Influencer 180

Influencer Face-to-face Call-back Guarantee 180

Hubspot Sales

AUGUST 4, 2020

The way businesses sell is constantly changing, and many sales reps are facing impossible deadlines, strict accountability, dozens of curveballs with each deal, and pipeline scrutiny from all sides. Looking at your vision board should help you feel motivated to not sweat the details and keep you moving in the right direction.

Positioning 136

Positioning Hubspot Face-to-face Quota 136

Hubspot Sales

APRIL 24, 2019

In sales compensation, there isn't room for do-overs Introducing a new compensation plan moves the goals and targets and the morale and motivation of your sales team will diminish. Territory Volume Commission Plan : With this commission structure, salespeople work with clients in clearly defined regions. Do it right the first time.

Commission 122

Commission Salary Compensation Territories 122

Xactly

OCTOBER 18, 2018

Several MIT researchers in Selling Power Magazine reveal why there are plans that work in some settings but don’t in others: Strong vs. weak incentives: Weak incentives provide small rewards as a portion of potential earnings and can discourage high performance and drive stars to competitors. Know Your Employees — And What Motivates Them .

Incentives 78

Incentives Incentive Compensation Webinar Metrics 78

The Spiff Blog

OCTOBER 28, 2022

Nearly 3 in 5 employees report negative impacts of work-related stress, including lack of interest, motivation, or energy (26%) and lack of effort at work (19%). As a result, we’ve seen several new movements crop up in response to the general discontent felt among employees. Now that that’s out of the way, let’s get into it!

Commission 78

Commission Lead Rank Lead Scoring Hiring 78

Hubspot Sales

APRIL 27, 2023

The SaaS (Software-as-a-Service) business model is one of the fastest-growing of the last decade. Because new software is being pushed into the market almost every day, the demand for SaaS sales professionals will only grow. The job of an AE is to close deals by following up on the qualified leads that SDRs generated.

Hiring 102

Hiring Salary How To Ideal Customer Profile 102

Miller Heiman Group

APRIL 30, 2019

When they did get their CRMs up and running, businesses used them as a mere data repository for executives, not as a powerful tool for sellers on the front lines. But dig a little deeper, and the problem reveals itself: companies purchase the software at a faster rate than sellers adopt it. Why does seller adoption of CRM remain low?

CRM 64

CRM Data Tools System 64

SBI

SEPTEMBER 9, 2020

An intro by Nancy Nardin, Founder, Smart Selling Tools. We treat our territories like our own businesses. Three of my friends decided to tag along, so we ended up doing a trip down to Tijuana with stops in Vegas, San Diego and LA along the way. Then came up the thorny question of my visa status. It wasn’t hubris.

Hiring 120

Hiring Call-back Commission Up-Sell 120

Close.io

JANUARY 7, 2020

Motivate your employees: If the sales quotas you set for your sales reps are challenging yet attainable, then it will motivate them to perform at their best. Your reps can reverse engineer the number of product units or subscriptions they need to sell to earn these revenue numbers. This is called profit quota. Activity quota.

Quota 92

Quota Meeting Forecasting Lead Rank 92

Xactly

AUGUST 16, 2018

Motivated employees contribute to company success. There are many ways to motivate your employees, and one way is through contests. Do you need to sell more of a specific solution? Then, the contest should have a value in order to motivate your employees. Keep in mind that sales contests serve as a motivational tool.

Motivation 67

Motivation Territories Compensation Quota 67

The Spiff Blog

FEBRUARY 15, 2022

However, unlike a typical software engineer, most people patching together complex formulas in Excel don’t actually realize they’re programmers. You need proper commission software. If you’ve heard of the agile approach, that’s probably because it’s one of the most popular ways to build software in the world.

Commission 53

Commission Scale Software Software 53

Sales Hacker

DECEMBER 21, 2017

Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. But perhaps more than anything else, sales operations brings a system to selling. Sales Territory Assignment and Growth Forecasting.

Sales Operations 87

Sales Operations Top of Funnel Hiring Scale 87

Gong.io

MAY 31, 2021

It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. Round up your corporate-approved, top-notch sales decks. Best-selling author, Hal Elrod, once said: . Sales enablement materials.

Examples 118

Examples Top of Funnel How To Segment 118

SBI

MAY 7, 2015

Motivate and excite your entire organization. And it means empowering Sales with the right marketing materials so they can sell effectively no matter who they’re meeting with or where (that means mobile, social, and international)! There are hundreds if not thousands of sales software applications to pick from.

Tools 50

Tools Territories Compensation Inside Sales 50

The Spiff Blog

JANUARY 25, 2022

What started as a manageable headache is now causing your organization to leak revenue— especially as you add more products, territories, and go-to-market strategies into the mix. In 2021, organizations used an average of 100 different software applications ( source ). Guess what? You’re not alone. Back to you. About Spiff.

Hiring 52

Hiring Scale Top of Funnel Funnel 52

Zendesk Sell

MARCH 28, 2019

Furthermore, if the criteria are not clearly spelled out in the job description, you may end up with a hire who hurts your overall customer experience. Just as the candidates want to sell their skills and abilities to you, you need to sell your company and department to them. Why Zendesk Sell? Qualifications. Be concise.

Hiring 77

Hiring How To Sales Qualified Lead Lead Rank 77

Highspot

APRIL 2, 2020

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. Sales ops frees up bandwidth for sellers to then use these resources to improve their performance. Growth forecasts of sales territories. Communication tools.

Sales Operations 75

Sales Operations Top of Funnel Forecasting Sales Enablement 75

SBI

MAY 6, 2014

Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Mobile Selling. Territory & Account Planning. Value Selling & ROI. No registration is required and the you’ll enjoy the fun and easy format which includes videos.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

LeadFuze

DECEMBER 31, 2021

When you’re setting up a sales team, it’s important to consider factors such as: Regions served. The amount of products and services that a company offers is another factor in sales motivation. Often shields poor performers behind successful teammates.Makes individual motivation more challenging. Size of customers.

Hiring 52

Hiring Lead Rank Scale How To 52

Xactly

NOVEMBER 29, 2018

Your reps depend on the plan to direct their selling behaviors and provide financially for their families, while your CEO expects it to reflect corporate goals and enable revenue growth. I’ve been a VP of Global Sales for approximately 10 years and started in tech selling about 20 years ago—actually as an inside rep.

Compensation 80

Compensation Territories Hiring Incentives 80

Hubspot Sales

OCTOBER 4, 2019

Sales automation may just be the answer to all your selling woes. Have you ever: Lost a deal because you forgot to follow up? Sales automation is the mechanization of manual, time-consuming sales tasks using software, artificial intelligence (AI), and other digital tools. Sales Automation Software for Reps. No, really.

Sales Automation 97

Sales Automation Lead Rank Lead Scoring Hubspot 97

SBI

MAY 6, 2014

Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Mobile Selling. Territory & Account Planning. Value Selling & ROI. No registration is required and the you’ll enjoy the fun and easy format which includes videos.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

SBI

MAY 7, 2014

Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Mobile Selling. Territory & Account Planning. Value Selling & ROI. No registration is required and the you’ll enjoy the fun and easy format which includes videos.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50