The Spiff Blog

JANUARY 12, 2023

59% of sellers think management doesn’t know how to effectively motivate teams. 67% of sellers feel management is overly optimistic and disconnected from reality. Morale is at an all time low and sales turnover is at a record breaking high. So how can a CRO remedy this issue and create a recession-proof sales organization ?

Compensation 67

Compensation Hiring Commission Face-to-face 67

Mindtickle

JANUARY 27, 2017

While every sales manager has their own unique coaching style, the end goal is the same; develop and improve how their sales reps sell and meet quotas. By enabling reps and managers with a structured coaching framework you can have a marked impact on coaching effectiveness and its results. Key to coaching success.

Sales Coaching 59

Sales Coaching Coaching Top of Funnel SME 59

Mindtickle

JANUARY 27, 2017

While every sales manager has their own unique coaching style, the end goal is the same; develop and improve how their sales reps sell and meet quotas. By enabling reps and managers with a structured coaching framework you can have a marked impact on coaching effectiveness and its results. Key to coaching success.

Sales Coaching 52

Sales Coaching Coaching Top of Funnel SME 52

SalesLoft

APRIL 20, 2020

Conversely, when management doesn’t hold people accountable or drive awareness of a plan, your teams are left to think, “Here’s another one of those aspirational things that we’ll never put any action behind.” We just happen to sell software. And then you lose all credibility and trust. Build Great People.

Banking 52

Banking Lead Rank Lead Scoring Remedy 52

Cincom Smart Selling

NOVEMBER 13, 2020

” CPQ Software Buying Decisions Are Flawed Often buying decisions are heavily influenced by three factors: 1. If the product structure is not right it will require more time and resources, while the project has started, to remedy this problem. Note that this effort should only take a pretty small amount of the “CPQ budget.”

Vendor 62

Vendor System Remedy SalesForce 62

The Spiff Blog

MARCH 10, 2022

At Spiff, transparency is baked into everything we do, from the software we build, to the way our team operates. The remedy is real, concrete action items at every stage of the hiring process. You may have seen us reference escape velocity in other blog posts. Set realistic hiring goals. About Spiff.

Hiring 55

Hiring Promotion Demographics Lead Rank 55

Mindtickle

JUNE 5, 2017

Enable managers to review and grade email responses and offline learning. You need this if you want to: Enable your sales managers, sales enablement or other team members to provide qualitative and quantitative feedback on the video or audio recordings your reps submit. Feature: Contextual remediation.

Hiring 52

Hiring Sales Enablement Ideal Customer Profile Analytics 52

Mindtickle

JUNE 5, 2017

Enable managers to review and grade email responses and offline learning. You need this if you want to: Enable your sales managers, sales enablement or other team members to provide qualitative and quantitative feedback on the video or audio recordings your reps submit. Feature: Contextual remediation.

Hiring 52

Hiring Sales Enablement Ideal Customer Profile Analytics 52

Mindtickle

MAY 25, 2021

With the insights uncovered from every sales call, sales leaders can identify trends, evaluate sellers’ performance, pinpoint strengths and weaknesses, and develop targeted coaching techniques to improve outcomes. Seven reasons why investing in conversation intelligence software should be a priority.

Software 80

Software Software Conversion Hiring 80

Chorus.ai

MARCH 18, 2021

By applying sales analytics techniques to your pipeline (measuring pipeline velocity, quote-to-close, and conversion rate metrics), you can also unearth key insights as to the effectiveness of your sales techniques and sales coaching initiatives.

Analytics 62

Analytics Top of Funnel Buyer Persona Marketing 62

Mindtickle

MAY 25, 2021

With the insights uncovered from every sales call, sales leaders can identify trends, evaluate sellers’ performance, pinpoint strengths and weaknesses, and develop targeted coaching techniques to improve outcomes. Seven reasons why investing in conversation intelligence software should be a priority.

Software 52

Software Software Conversion Hiring 52

Allego

NOVEMBER 29, 2023

With Conversation Intelligence software , sales managers can unlock the full potential of their sales teams and help them be as productive as possible on the phones. Sales managers can then deliver personalized coaching recommendations and remedial learning content to help reps improve.

Conversion 77

Conversion Buyer Proposal Coaching 77

Hubspot Sales

JULY 29, 2020

A HubSpot Sales Manager ran into this one a few years back. I love it because it seems like a sales objection that George Costanza from Seinfeld would raise. That's an objection HubSpot Sales Manager, Mintis Hankerson, dealt with. Chris overcame this objection by going back to what he refers to as "Sales 101."

Objections 93

Objections Hubspot Call-back Remedy 93

Allego

APRIL 12, 2022

Artificial intelligence has entered the sales arena. The shift to remote and now hybrid workforces dramatically affected how sales managers train and coach their reps. Already facing time constraints, managers have reduced visibility into seller activity and struggle to personalize coaching. That’s where comes in.

Conversion 62

Conversion Coaching Training Scale 62

Mindtickle

FEBRUARY 3, 2022

It ensures sellers have all the information and tools they need, plus the essential sales skills and behaviors to go into any sales conversation with any customer, fully prepared. Sales managers review sellers’ real-life sales interactions to spot skills gaps and opportunities for improvement. Analyze performance.

Sales Enablement 52

Sales Enablement Remedy Case Study Exercises 52

Allego

AUGUST 3, 2021

Today’s sales managers face tremendous pressure to achieve ambitious targets. The answer is a Conversation Intelligence platform —a software tool that uses data to help you make better decisions. In fact, 47% of all sales managers spend less than 30 minutes per week coaching their reps, according to CSO Insights.

Conversion 83

Conversion Scale Face-to-face Hiring 83

Crunchbase

JULY 27, 2022

Often, sales ops oversee sales reps’ salaries, bonuses and other incentive programs that impact their current or future earnings. The assignment of territories to individual sales representatives is a significant function often relegated to the sales ops managers. Tips for running a sales operations team.

Sales Operations 52

Sales Operations Company Territories Sales Qualified Lead 52

Sales Hacker

NOVEMBER 15, 2017

This practical sales glossary is meant for anyone in sales who needs to refresh their memory on the most commonly used sales terms – especially new reps who are still learning the playing field. We’d also recommend this guide for any sales managers or business development leaders who are on-boarding new reps.

Lead Rank 99

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 99

Showpad

JANUARY 5, 2021

But the completion of training doesn’t mean that reps have learned everything they’ll ever need to know about sales. Given that selling is an evolving practice, one of your key responsibilities as a sales manager is to periodically coach your agents to keep them up-to-date with the most effective and relevant sales techniques.

Sales Coaching 52

Sales Coaching Coaching Scale Lead Rank 52

Sales Hacker

MARCH 2, 2020

Management and Operations. Sales Manager Survival Guide. The Ultimate Sales Machine. Blueprints for a SaaS Sales Organization. Sales Management. Sales Differentiation. In Sales Differentiation , sales management strategist, Lee B. Management and Operations.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Sales Hacker

DECEMBER 17, 2019

Pete Kazanjy: I like to fancy myself kind of accidental sales leader in so far as I’d done up until five or six years ago, my background was primarily in product management and product marketing and I got into sales and revenue acquisition through necessity from my last software company, TalentBin.

Scale 52

Scale Hiring Call-back Software 52