The Spiff Blog

NOVEMBER 17, 2023

Working alongside sales, RevOps, and executives, you develop comp plans that motivate sales performance while simultaneously supporting the business’s key objectives. Monitor market trends. As an incentive compensation manager, you manage or play a key role in the design of your sales commission plans. Administer commission plans.

Incentives 81

Incentives Incentive Compensation Commission 81

Highspot

FEBRUARY 14, 2024

Market Analysis Analysis of the target market, including demographics, trends, and opportunities. Sales Territories and Distribution Channels Definition of sales territories and distribution channels. The goals are meant to inspire motivation, not discouragement. Don’t set objectives that are impossible to reach.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Highspot

FEBRUARY 14, 2024

Market Analysis Analysis of the target market, including demographics, trends, and opportunities. Sales Territories and Distribution Channels Definition of sales territories and distribution channels. The goals are meant to inspire motivation, not discouragement. Don’t set objectives that are impossible to reach.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Xactly

OCTOBER 18, 2018

Watch the webinar "Sales Compensation Trends and Best Practices” to gain first-hand knowledge into industry trends in sales compensation, including planning best practices, tips to reduce sales attrition, and key metrics to benchmark against. Know Your Employees — And What Motivates Them . View Webinar. View Webinar.

Incentives 78

Incentives Incentive Compensation Webinar Metrics 78

Sales and Marketing Management

OCTOBER 9, 2017

They keep themselves very well-informed so they can educate customers on industry trends. Capability – Perhaps the most amazing thing to me is how quickly top performers identify the customer’s personal motivations for buying. It’s key that these sellers are connected and can effectively advocate for their customers internally.

Microsoft 213

Microsoft Decision Maker SME Hiring 213

Xactly

OCTOBER 22, 2018

He may have a tough territory to work in, or he could be a poor hire. In fact, by identifying patterns from over thirteen years’ worth of aggregate data, Xactly has identified several key trends that can help you anticipate and influence your sales reps’ behavior. Scenario #3: Timothy is in year two and struggling.

Hiring 93

Hiring Compensation Webinar Metrics Territories 93

PandaDoc

APRIL 25, 2023

When sales targets are aligned with precise actions and timeframes, your team feels part of your business’s success — and ultimately more motivated to reach their sales targets. What’s your motivation? This may involve conducting market research, analyzing sales data, and identifying trends in your industry.

Examples 52

Examples How To Hiring Segment 52

Smooth Sale

FEBRUARY 8, 2024

It’s about more than unpacking boxes; it’s about planting roots in uncharted territory and fostering growth in your career. Doing so will increase your visibility and inform you about the latest trends and opportunities. Follow local companies, join regional industry groups, and participate in discussions.

Networking 78

Networking Real Estate Influencer Ideal Customer Profile 78

Allego

FEBRUARY 2, 2021

When the pandemic first hit, sales leaders scrambled to find ways to keep their teams motivated and successful while selling in a virtual environment. Working in the pandemic means that virtual sales teams are balancing more than just their territories, books of business, and quotas. For example, think about your external sellers.

Sales Leadership 127

Sales Leadership Face-to-face Distribution Webinar Metrics 127

Xactly

OCTOBER 1, 2018

Are we assigning effective territories? We’ve promoted some of our best performers into management roles to continue motivating and retaining top talent. By enabling Insights for ourselves, we quickly discovered a handful of important trends and leading indicators for rep attrition and how tenure affects performance.

Analysis 90

Analysis Data Incentives Incentive 90

InsideSales.com

JULY 1, 2020

Sales Territories. An incentive system, such as on-target bonus earnings on sales revenue, is a worthwhile strategy to motivate the whole team. Sales Territories. If your sales team is divided into territories, are these generating the sales revenue as expected by forecasting data? Evaluate the Sales Team. Sales Bonus.

Revenue 58

Revenue Strategy Territories Forecasting 58

Xactly

NOVEMBER 15, 2018

Also, you should consider including a revenue-based bonus structure (read more on the commission vs. bonus debate here ), improved staffing, or well-designed territories. Data can and should be used to optimize sales territories and compensation plans to ensure fair, balanced territories and proper quota assignment.

Compensation 87

Compensation Examples Sales Management Incentives 87

The Pipeline

AUGUST 8, 2011

Last week I wrote about the follies of having a shorter sales cycle , beyond the points highlighted, I think it raises another trend in sales these days. One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Territory Alignment. Sell Better.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

Pipeliner

DECEMBER 23, 2023

Step Outside Your Comfort Zone, But Not Too Far: Should you ditch your expertise and chase the next shiny trend? If your current expertise leads to a non-scalable business, then yes, explore uncharted territory. Deeply analyze your market, find those glaring gaps, and show investors you’ve got the solution customers crave.

Video 52

Video Scale Territories Call-back 52

The Spiff Blog

SEPTEMBER 22, 2022

As we start planning for 2023, the only thing we’re certain of is that we’re in rocky territory– some organizations more precariously positioned than others. Regularly review inbound demand KPIs like lead and MQL volume, keep your eye on pipeline velocity metrics, and watch for growth trends in the market. About Spiff.

Groups 67

Groups Conversion Commission Lead Rank 67

Hubspot Sales

OCTOBER 2, 2019

Helps predict future sales trends. Sales performance management tracking can provide valuable data enabling your organization to forecast future sales trends and employee compensation rates — particularly for commission-based compensation structures. Their areas of expertise include compensation planning and territory management.

SAP 119

SAP Oracle Compensation Territories 119

Hubspot Sales

FEBRUARY 12, 2018

What do you think motivates reps the most? While a sales manager doesn't need to be a data analysis pro, they do need to have some familiarity with and inclination for crunching numbers and spotting trends. Tease out the candidate's motivations behind seeking this promotion. What do you think motivates reps the most?

Sales Management 140

Sales Management Hiring Promotion Analysis 140

Janek Performance Group

SEPTEMBER 12, 2023

These short phases of well-constructed words, can bring clarity and have a lasting effect on both vision and motivation. ” Selling is dynamic—with new technologies, customer behaviors, and market trends emerging regularly. Quote #7: “Innovation distinguishes between a leader and a follower.”

Face-to-face 62

Face-to-face Construction Lead Rank Lead Scoring 62

Closer's Coffee

MAY 28, 2019

Now it involves technology, talent assessments, hiring and developing, consulting sales performance, competency design, compensation design, and territory realignment. What motivates you? My biggest motivation is that I really, really do enjoy helping companies improve through their people. That’s my biggest motivator.

Sports 72

Sports Hiring Trends Decision Maker 72

Chorus.ai

APRIL 11, 2022

In addition to strategic alignment, the people charged with RevOps are often responsible for budgets, territory management, campaign management, and lead generation. This improves their ability to break down internal silos, act as the glue between teams, and motivate employees to achieve higher levels of productivity and performance.

Cost per Acquisition 117

Cost per Acquisition Revenue Cost per Lead Lead Rank 117

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. Drive the Right Sales Behaviors with Incentives.

Data 45

Data Territories Compensation Incentives 45

Xactly

JULY 5, 2018

Other plan components to consider include a revenue-based bonus structure (read more on the commission vs. bonus debate here ), improved staffing, or well-designed territories. Data can and should be used to optimize sales territories and compensation plans to ensure fair, balanced territories and proper quota assignment.

Compensation 69

Compensation Sales Management Examples Commission 69

The Sales Hunter

NOVEMBER 14, 2011

Mark’s Insights on SALES MOTIVATION. Sales Motivation. Retail Sales Trends. Do they actually make a difference in the sales in their territory? Sales Motivation: The Battle Between Price and Value. sales motivation. sales motivation. sales motivation. Mark’s Insights on PRICING.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

Xactly

DECEMBER 10, 2018

The incentive compensation planning team faces the challenge of balancing executive priorities and designing incentives that motivate reps. Use the data to understand your needs and consider the size of your salesforce, sales team structure, and your territory coverage and potential to determine what you’ll need to reach company goals.

Incentives 79

Incentives Incentive Competition Compensation 79

Hubspot Sales

OCTOBER 28, 2020

HubSpot recently surveyed over 500 sales leaders and found 40% of them have missed revenue targets this year — a significant trend that can’t continue if their businesses are going to survive. This makes things like one-on-ones, pre-call strategies, post-call debriefing, ad-hoc coaching, and territory plan reviews much easier to conduct.

Hiring 102

Hiring Promotion Lead Rank Ideal Customer Profile 102

The Pipeline

APRIL 27, 2011

This can be an overview of new research, feedback from a recent customer briefing, review of new market trends or analyst data, or even a quick presentation or interview (live or recorded) with an actual customer. Motivation. How great sales managers do this is personal (a video clip, a joke, a motivational quote, etc.),

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

LeadFuze

DECEMBER 2, 2021

Analyze the industry trends and speak with current customers. For example, the territory you’re assigned to or how much access you havedon’t have within your company can be out of your hands. 1) “I just assumed pay along with commissions and bonuses would be enough sales motivation.”

How To 93

How To Commission Face-to-face Quota 93

Smooth Sale

NOVEMBER 15, 2018

Keep everyone motivated and empowered. The greatest challenge and trend in the digital marketing industry is change. Changes in digital marketing trends can happen daily. As I oversee the operation of my digital marketing company, I remain steadfast at keeping my pulse on the latest digital marketing trends. The Takeaway.

Lead Rank 60

Lead Rank Lead Scoring Revelation Trends 60

Velocify

JUNE 28, 2017

With features like real-time leaderboards, scorecards, and contests, sales managers can create a data-driven sales team that is motivated to reach their goals. 4) Territory and Quota Management Solutions. Territory and quota management solutions assign leads to reps based on geographic areas. 2) Buyer/Company Intelligence.

Sales Technology 53

Sales Technology Top of Funnel Hiring Software 53

Hubspot Sales

MARCH 21, 2019

compare sales from two different territories) : Bar chart, column chart, line graph, pie graph, scatter plot. Trends (e.g., This dashboard gives insight into which territories are selling the most of each product type. Depending on the data you're adding to your dashboard a variety of chart types can be used. Composition (e.g.,

Examples 105

Examples Hiring Report Hubspot 105

Appbuddy

JUNE 9, 2022

Some subscribers just need the right motivation to re-engage! Thank them for supporting your brand for X amount of days, take a look back at the good times you’ve had together by including a summary of past purchases, and show them what the future holds by promoting trending products you think they’ll enjoy.

Campaigns 52

Campaigns Segment Promotion Social Media 52

Sales Hacker

DECEMBER 3, 2019

Inaccurate sales commissions paid in arrears, along with unfair territories, drive attrition — but replacing sales reps is disruptive and expensive. Measure to keep your reps motivated. Show ‘em the Money – Sales reps are incentivized by variable compensation, so use data to drive peak performance. Meta on Data-Driven Decisions.

Sales Enablement 84

Sales Enablement Data Hiring Decision Maker 84

LeadFuze

DECEMBER 31, 2021

It turns out that high base pay and generous commissions are not enough to motivate employees. I learned that in addition to pay and commission, there are other factors motivating salespeople. They should focus on history, solid data and previous trends as these will help you better understand what may happen. Value of leads.

Pipeline 98

Pipeline Top of Funnel Ideal Customer Profile Sales Qualified Lead 98

LeadFuze

DECEMBER 1, 2021

When I first began hiring salespeople, I thought base pay plus commissions and bonuses would be enough motivation for them. It’s important to make sure your request is processed for the territories of all account executives. Marketing is a key component of business growth and success.

Intent Data 40

Intent Data Lead Rank Intent Data 40

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. The Trend on Subscription-Type Models. How to Stay on Top of the Trend with Your Account Management Team. The Trend on Subscription-Type Models. Key Account Management Roles.

Account 40

Account Account Based Marketing Transportation Trends 40

Sales Hacker

FEBRUARY 8, 2019

Sales and customer service teams are not immune to these larger trends. Gallup also reports that workers who spent 60-80% of their time away from the office had the highest rates of engagement, which supports the notion that a well-run, disciplined, and motivated remote sales or customer success team can lead to staggering achievements.

Customer Service 64

Customer Service Lead Rank Lead Scoring Guidelines 64

Sales Hacker

JUNE 21, 2019

Meanwhile, sales managers who oversee a geo-location or region often use territory sales plans to give sales directors and VPs more visibility into their sales efforts. Lastly, a sales budget plan gives you a sales forecast for a given period based on factors that could impact revenue — like industry trends and entry to a new market segment.

Segment 69

Segment Forecasting Revenue Analysis 69