The Spiff Blog

FEBRUARY 9, 2023

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 planning impacts nearly every aspect of a business’s GTM motion and revenue function. Let’s start with the pros.

Quota 70

Quota Revenue Lead Rank Territories 70

SBI Growth

SEPTEMBER 1, 2013

Deploying those resources incorrectly can be even more expensive. A symptom of this is: your revenue trends haven’t increased with your sales expense. Drive revenue growth by deploying the right resources on the right accounts. Lower cost of sales by eliminating the hiring of the wrong resources. Picking the Wrong Model.

Revenue 316

Revenue Hiring Lead Rank How To 316

Crunchbase

MARCH 13, 2023

These bootstrapped sales teams are faced with a unique problem: an outsized pressure to produce more with fewer resources. Consequently, some may be finding that their leaders are focused on buzzwords like “efficiency” and “effectiveness;” asking them to maintain lofty quotas, even as they wrestle with reduced resources and fewer hands.

Territories 59

Territories Churn Face-to-face SME 59

Sales Management Plus -- SMP

OCTOBER 30, 2023

Leading distributors are taking advantage of all that data to discern important trends in their customer base, delve deeper into customer behavior and test new marketing messages. They don’t need to rely on an overworked IT team for new reports when they want to explore new trends. However, with SMP you can go far beyond that.

Distribution 52

Distribution Benefit Data Trends 52

Seismic - Sales Effectiveness

JANUARY 31, 2019

That can include using technology to enable enhanced client communications, educating clients with engaging new digital resources, and helping promote and reinforce good habits through gamification. Let’s look at some of the trends that are making recruiting a much more challenging proposition in the wealth management industry.

Trends 44

Trends Face-to-face Competition Promotion 44

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

Janek Performance Group

APRIL 2, 2024

For example, McKinsey’s Future of B2B sales: The big reframe lists the following: More hybrid sales roles with a focus on business development in outperforming organizations Customer preference, including remote human interactions or digital self-service These changes can determine your approach, resource allocation, and competitiveness.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

Pipeliner

MAY 9, 2020

They leverage the information that they’re receiving in order to prospect better, identify new territory plans, decide which accounts to go after, and more. Three Trends: The Way Customers Buy. There are three trends, influenced by technology, that shape the way salespeople do business. Three Trends: Social Communication.

Trends 90

Trends SalesForce Territories Influencer 90

Xactly

OCTOBER 29, 2018

This ultimately allows for better sales, territory, and compensation planning; thus, a stronger sales organization as a whole. . When planned effectively, sales teams understand their true capacity needs, can align and create balanced territories, and build incentive plans that are cost-efficient and boost sales performance.

Data 85

Data Top of Funnel Territories Compensation 85

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. This model involves analysis of historical sales data, market trends, and external factors that might impact sales.

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. This model involves analysis of historical sales data, market trends, and external factors that might impact sales.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Gong.io

AUGUST 24, 2022

Sales forecasting is critical for setting revenue and sales targets, planning resources and new hires, and managing company cash flow. As such, they provide important insights into a business’s ability to reinvest in growth initiatives, highlight requirements for hiring and resourcing, and inform company budgeting.

Sales Forecasts 62

Sales Forecasts Forecasting Hiring How To 62

Lead411

JULY 7, 2023

It allows them to explore new markets, identify emerging trends, and find potential customers or partners in untapped territories. Outdated or erroneous information can hamper marketing efforts and waste valuable resources. A Wealth of Opportunities: : Unlimited B2B data opens up a world of opportunities for businesses.

B2B 98

B2B Sales Qualified Lead Data Lead Rank 98

SMEI

JANUARY 5, 2024

Moreover, they demonstrate your dedication to staying abreast of evolving trends and best practices, a critical aspect in the ever-changing landscape of sales and marketing. Keeping Up with Industry Trends The sales and marketing sector is continuously evolving, with new tools, strategies, and market dynamics emerging regularly.

Marketing 94

Marketing Ideal Customer Profile Social Media Google Analytics 94

Allego

NOVEMBER 23, 2021

This trend means the potential loss of long-held expertise and customer relationships that have taken years to foster. Think of how many resources go into hiring and training new workers to replace departing ones. Shifting market conditions and trends. But the wisdom of senior advisors isn’t the only thing at risk.

Harvest 118

Harvest Hiring Scale Face-to-face 118

Anthony Iannarino

MAY 18, 2020

Start with Territory and Accounts. You need to take a look at your territory and accounts plan to determine where you need to spend time now. You need to develop a plan to communicate with the contacts inside your client companies, as well as the prospects in your territory. Don’t worry if it’s too soon.

Territories 122

Territories eBook Call-back Face-to-face 122

The Spiff Blog

NOVEMBER 17, 2023

Monitor market trends. As an incentive compensation manager, it’s important that you stay up to date on compensation trends, industry news, changing regulations, and the latest market analysis. Recommended reading: A Foolproof Framework for Better Incentive Communication 2. Prioritize predictive analysis and risk assessment.

Incentives 81

Incentives Incentive Compensation Commission 81

SugarCRM

MAY 2, 2019

Here are 11 technology resources that will help your company greatly improve at sales: 1. When it comes to their customer and prospect data, sales teams can be pretty territorial. By the time most sales reps—or even most sales managers—notice a new customer trend, it’s usually too late to proactively respond to it.

Resources 24

Resources Top of Funnel Face-to-face Hiring 24

Sales Hacker

JUNE 15, 2023

According to the HubSpot Sales Trends 2023 Global Report, setting and meeting sales quotas this year will be harder than ever. Ideally, you choose the rep best suited for each particular lead, usually based on territory, deal size, or industry. So I’m here to tell you about a secret weapon: dynamic lead routing.

Lead Rank 72

Lead Rank Lead Scoring Leads Marketing Qualified Lead 72

SBI Growth

OCTOBER 27, 2012

Because, they understand that without good win/loss/no decision data, they have limited information about their sales trends. ‘A’ A’ Players want to know if wins are trending with lower profitability. But you also need to know your wins, why they may be trending in a particular direction, or if you ideal customer profile is changing.

Ideal Customer Profile 280

Ideal Customer Profile Analysis Trends Segment 280

BrainShark

AUGUST 24, 2022

Territory Management. Your salespeople don’t need to be experts on the latest social media trends. Territory Management. Reps’ ability to understand the market factors affecting their target accounts is critical to maximizing a high-potential territory. Essential Sales Skills Every Rep Should Have. Technology.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

PandaDoc

APRIL 25, 2023

The process of sales planning also helps to optimize the use of your company’s resources — including time, money, and personnel. By identifying the most effective sales strategies and tactics, sales planning helps you allocate your resources in the most efficient way possible.

Examples 52

Examples How To Hiring Segment 52

Crunchbase

MAY 3, 2021

Once you’ve narrowed down your customer list to those getting the most value from your product, it’s time to go trend spotting. Crunchbase’s recommended companies feature allows you to get new accounts recommended for you automatically based on your territory, accounts saved to your CRM, and unique activity on Crunchbase.

Ideal Customer Profile 130

Ideal Customer Profile Customer Lead Qualification Territories 130

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

The Pipeline

AUGUST 8, 2011

Free Resources. 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.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

Xactly

SEPTEMBER 10, 2018

Fact #1: In 2017, the average quota attainment was at 53%, and this rate is continuing to trend downwards. Fact #2: Gartner estimates that 10% of annual sales are lost by enterprises that do not have optimized management of sales territories, quotas, and compensation plans. Fact #4: SPM can reduce territory planning time up to 75%.

Enterprise 73

Enterprise Enterprise Compensation Territories 73

Xactly

OCTOBER 1, 2018

Are we assigning effective territories? By enabling Insights for ourselves, we quickly discovered a handful of important trends and leading indicators for rep attrition and how tenure affects performance. Are we creating competitive enough comp plans to attract and retain the right reps? Is our pay in line with performance?

Analysis 90

Analysis Data Incentives Incentive 90

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.

Groups 67

Groups Conversion Commission Lead Rank 67

Allego

SEPTEMBER 8, 2022

It has 850 million members in more than 200 countries and territories worldwide. Explanations, Resources, and Advice about the Building Blocks of Sales Enablement. Powering up sales teams with enablement trends and tactics. More than 58 million companies are listed on the platform. Published weekly. Enablement Engine by Allego.

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

InsideSales.com

JULY 1, 2020

Sales acceleration is a crucial factor in ensuring that all aspects and resources of your business are moving forward. Sales Territories. Sales Territories. If your sales team is divided into territories, are these generating the sales revenue as expected by forecasting data? How is your top sales-people performing?

Revenue 58

Revenue Strategy Territories Forecasting 58

Miller Heiman Group

FEBRUARY 20, 2020

In part, that’s because sales managers spend less time coaching—14%—than they do on selling, forecasting and administrative tasks, according to our latest study, 2020 Trends in Sales Management. Funnel coaching: Identifying the most valuable deals in the funnel and allocating resources and managing risks accordingly.

Sales Coaching 80

Sales Coaching Coaching Top of Funnel Lead Rank 80

The Pipeline

APRIL 17, 2013

I remember when I first started working for a company back in the early 1990’s (before we had web mail), the company had two main product lines, and had the usual territories across the continent, primarily driven by geography. The next round of cuts was a bit more drastic for almost all involved.

Demand Generation Agencies 296

Demand Generation Agencies Top of Funnel Territories Demand Generation 296

The Pipeline

AUGUST 23, 2012

Rejection comes with the territory and simply cannot be a deterrent for future attempts. Read up on industry trends, perform market research , attend trade shows and read the best blogs on the topics. She specializes on the topic of small business tips and resources. Guest Post – Megan Totka. Immerse yourself.

Trade Show 243

Trade Show Small Business Small Business Call-back 243

Pointclear

JULY 17, 2013

The following trends indicate that field sales teams are becoming extinct. Structuring a global workforce and creating geographic territories will be a thing of the past because today’s salespeople work virtually, socially, and inter-culturally. Should they keep their expensive sales duo: inside sales AND field sales? Good question.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

Sales Hacker

APRIL 6, 2020

Because of this trend, sales organizations must strive to align their sales process with the buyer’s purchasing process. By tuning into this data in real time, we can systematically identify and target the personas in our territory who are most likely to convert to customers. Tactics: Collect Freemium User Data. Segment Accounts.

Intent Data 75

Intent Data Lead Rank Intent Enterprise 75

Hubspot Sales

JANUARY 9, 2018

Factor in your product’s price, total addressable market (TAM), market penetration, and resources (including your sales headcount and Marketing support). If you have territories, assign a sub-goal to each. Team structure/resources. You should also include a description of your resources. Revenue targets. Team structure.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

Hubspot Sales

JUNE 30, 2021

That trend begs the question, "How can I ensure that the right reps are pursuing the most appropriate prospects?". Lead distribution plays on those trends. Any solid lead distribution strategy starts with an effective lead capture and delivery process — generally supported by automated lead generation resources. Region-Specific.

Distribution 98

Distribution Lead Rank Sales Qualified Lead Lead Scoring 98