Highspot

MARCH 24, 2025

It depends on strong foundational pillars that drive improved workflows, rely on actionable insights, and align incentives with measurable business goals. For example, clunky handoffs between sales and customer success may delay onboarding, make a poor first impression, or even cause churn.

Lead Rank 52

Lead Rank Lead Scoring Incentives Incentive 52

The Spiff Blog

OCTOBER 12, 2023

How well can you explain (or defend) the way your company compensates sales employees? In today’s world, where pay transparency and compensation fairness are increasingly in the spotlight, sales employees and high-quality job candidates want to know more than just “how” your sales reps are paid. Let’s get into it!

Compensation 84

Compensation Commission How To Incentives 84

Hubspot Sales

MAY 18, 2018

The incentive for your reps to meet their quota? To receive their bonuses and/or variable compensation and keep their jobs. So what’s the incentive for meeting these smaller goals? Don’t have the budget to offer monetary incentive? Provide an incentive that’s only awarded when everyone meets the goal. No problem.

Sales Goal 145

Sales Goal Incentives Incentive Top of Funnel 145

Hubspot Sales

OCTOBER 25, 2023

After exploring some potential topics, I landed on a long-standing debate about sales compensation — whether commission is the most effective sales compensation structure. I prompted ChatGPT, “Have a debate with me about whether the commission-based compensation structure is an effective incentive compensation system for salespeople.

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Commission Compensation Retention Salary 115

The Spiff Blog

NOVEMBER 17, 2022

As another year comes to a close, go-to-market teams everywhere convene to begin their annual sales compensation planning processes. Key stakeholders from sales, finance, and RevOps will join meetings and analyze data in an attempt to create a sales compensation plan that satisfies each party’s needs. The Basics of Sales Compensation.

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Compensation Commission Motivation Incentives 72

The Spiff Blog

OCTOBER 6, 2022

This article will show you how the right commission plan execution can retain your employees, reduce customer churn and increase trust between internal teams. . But remember that while the execs are driven by revenue and low customer churn, your sales reps are driven by their incentive compensation plans.

Commission 75

Commission Compensation Churn Incentive 75

Sales and Marketing Management

OCTOBER 21, 2019

That, in turn, leads to greater sales rep churn. Compensation That Shouldn’t Be This Complicated. Sales has a lot of incentive to bring in revenue, but they need the right tools to do it efficiently and effectively. But this isn’t just a problem for salespeople in their day-to-day. Let Them Do Their Job.

Top of Funnel 136

Top of Funnel Hiring Commission SAP 136

Hubspot Sales

OCTOBER 20, 2021

Using Out-of-Date Compensation Plans. Compensation is the ultimate incentive. It's literally the main reason any salesperson works in the first place — so if you want to ensure that your team remains as productive as possible as it scales, you need to have a thoughtful, effective compensation plan in place.

Scale 130

Scale Hiring Compensation Territories 130

Chorus.ai

OCTOBER 20, 2020

Having an attractive sales compensation plan is essential not only when adding sales talent to your team but also when retaining your top performers and fortifying your bottom line. Creating the perfect incentive compensation package for your team is no simple feat. Ensure compensation is aligned with sale roles.

Compensation 50

Compensation Salary Commission Incentives 50

Tenbound

OCTOBER 31, 2024

Website ChurnZero: Focuses on customer retention with features for onboarding, engagement tracking, and churn prediction. Sales Performance Management Xactly: Specializes in incentive compensation management and sales performance analytics. Website 16. Website 21.

Sales Technology 52

Sales Technology Sales Qualified Lead Research Lead Scoring 52

The Spiff Blog

JUNE 1, 2023

Organizations must be strategic when designing sales compensation plans. These competing priorities lead many organizations to implement one of the most consequential– and sometimes controversial– provisions you’ll find in a compensation plan: the clawback clause.

Commission 77

Commission Compensation Cancellation Strategy 77

LeadFuze

DECEMBER 1, 2021

Beating the Odds On Sales Team Churn Rates. It’s the responsibility of managers to design and implement quotas, incentives, territories, roles and responsibilities. With the cost of one lost salesperson being about two times their annual compensation, it’s important to think really hard before letting them go.

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Churn Hiring Scale Salary 52

OpenSymmetry

OCTOBER 14, 2016

Over 70% of sales organizations report using spreadsheets to calculate sales compensation and commissions for sales team members, which may be susceptible to integrity loss as they are shared throughout the organization. What kind of behavior do current incentive compensation plans promote? How do you monitor churn rate?

Incentives 40

Incentives Incentive Compensation Face-to-face 40

Xactly

APRIL 19, 2018

Compensation is one of the most strategic functions of any sales organization. As a result, sales activities are misaligned with executive and corporate objectives, distrust brews between sales and finance, productive employees churn, and revenue targets are missed. Phil’s Compensation Mission. Learn more about Phil. .

Compensation 46

Compensation Webinar Metrics Commission Scale 46

OpenSymmetry

AUGUST 3, 2016

The Strategic Account Manager is included in this group and is amongst the most difficult roles to compensate in sales organizations. So, how do you compensate this key role? We completed a sales compensation plan audit for a telecommunications company last year. The organization broke my top rule to keep it simple.

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Compensation Account Incentive Incentives 40

The Spiff Blog

AUGUST 17, 2023

The Benefits of AI for Compensation Management The evolution of AI is groundbreaking for finance professionals, due in large part to the unavoidable complexity of compensation management and other financial processes. Compensation management is an inherently inefficient process. Increase operational efficiency.

Commission 77

Commission Compensation Incentive Incentives 77

OpenSymmetry

FEBRUARY 23, 2017

However, automation is not necessarily the answer to all sales compensation problems – in fact, a new shiny tool could be a huge investment that only helps the company make the same mistakes faster. Take a fresh look at your sales compensation processes before considering the investment of a new tool. Don’t know where to begin?

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Compensation Hiring Commission Churn 46

The Spiff Blog

APRIL 21, 2022

Employee churn is costing your sales organization— big time. Compensation is the biggest line item at any organization, but leaders often overlook the processes behind it— including commission calculation and commission management processes. And, 89% of sales turnover is caused by deficient compensation ( source ). Why so high?

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Hiring Commission Compensation Churn 70

Hubspot Sales

SEPTEMBER 8, 2020

So you need to sell CRM software to your team — otherwise, they’ll behave like customers who churn. Offer an incentive for CRM usage. Any sales rep worth her salt knows the key to a sale is explaining value to a prospect. Introduce an, "If it's not in the CRM, it doesn't exist" rule.

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Software Software CRM Hiring 136

The Spiff Blog

JANUARY 9, 2024

For example, let’s say your number one priority as a business is to reduce customer churn. As a sales leader, it’s important to make sure your training and coaching sessions address the issues that ultimately lead to customer churn. Recommended reading : 40 Critical Sales Compensation Benchmarks and Statistics for 2023 5.

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Banking Hiring Churn Compensation 84

Sales Hacker

FEBRUARY 18, 2025

Discussed in this Episode: When to hire your first account executives Key traits to look for in early sales hires Structuring compensation for first sales reps Should you ‘hire the buyer’ to be your sales rep? 22:25 Designing a sales compensation plan. How do you think about the compensation structure? Total sense.

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Hiring Ideal Customer Profile How To Call-back 99

Vengreso

AUGUST 19, 2024

Investing in the onboarding and training of new sales reps, providing motivational incentives, fostering a positive work culture, and continuously measuring and improving sales performance contribute to the development and retention of a high-performing sales team.

Lead Rank 68

Lead Rank Lead Scoring Sales Qualified Lead Leads 68

Xactly

MAY 9, 2018

Every leader within an organization has heard of the sales ops and finance nightmare–you’re making high sales incentive compensation payouts, but as a whole, the company misses its sales targets and goals. So what happens if the sales incentive plans blow up? What will it look like? Or, keep reading for more sales plan ideas.

Commission 49

Commission Incentives Incentive Compensation 49

Sales Hacker

SEPTEMBER 25, 2019

And those that do often struggle through the transition, leaving behind a churn of leadership and sales resources after every funding milestone. Business objectives and compensation: When you started your company, you must have had a vision and mission. Make sure you align your sales team’s incentives to deliver on that vision.

Enterprise 88

Enterprise Enterprise Ideal Customer Profile Lead Rank 88

PandaDoc

DECEMBER 7, 2017

What’s their current and desired compensation? Do they have any long-term incentives that would keep them at their current job? You’re likely on a tight timeline, so it’s important to know if there are bonuses, equity vesting, or other long-term incentives that would keep them from joining until a certain time.

Scale 99

Scale Outbound Sales Team Outbound Hiring 99

The Spiff Blog

SEPTEMBER 22, 2022

With a new year around the corner, it’s time to start thinking about your sales compensation plans for 2023. We came away with six key considerations to keep in mind while preparing your compensation plans and processes for 2023. Companies with high churn aren’t sustainable.”. If you’re feeling overwhelmed, we don’t blame you.

Groups 67

Groups Conversion Commission Lead Rank 67

Highspot

OCTOBER 11, 2023

Incentives and Recognition Reward top performers with appropriate incentives and recognition. Incentives, training, engagement, and process strategies are proven to work based on the motivation and urgency they drive upon sellers. Churn Rate: The percentage of customers who stop doing business with your company.

Sales Management 59

Sales Management Strategy Lead Scoring Lead Rank 59

Sales Hacker

FEBRUARY 12, 2021

Track your recurring revenue, upgrades, downgrades, and churn. This feature is designed to predict which sales leads are more likely to convert, churn risk, lifetime value, delayed payment, and more trends and patterns that managers can use to inform decisions. Incentive compensation management. Sales forecasting.

Enterprise 118

Enterprise Enterprise CRM NetSuite 118

Xactly

JUNE 14, 2018

Traditionally, SPM has been synonymous with incentive compensation management (ICM). Using manual forms of incentive compensation management, companies were left with static data that is more of a problem than a solution. These are ten key insights we learned from the webinar.

Webinar Metrics 10

Webinar Metrics Enterprise Enterprise Data 10

Mindtickle

DECEMBER 6, 2023

Generate more revenue Reduce sales cycles Achieve quota Reduce churn rate Reduce customer acquistion cost Improve prospecting Sales goal example #1: Generating more sales revenue Increasing sales revenue is a top priority of any sales organization. But for some sales goals, you may want to incorporate an additional incentive or reward.

Sales Goal 64

Sales Goal Cold Calling Churn Incentives 64

Emissary

SEPTEMBER 27, 2021

Otherwise, you may become complacent and miss out on subtle cues for pending churn. Look at the compensation approaches for your service and CSM teams. While it may not be appropriate to position them as commission-oriented positions, some incentives for lead generation may help motivate a more sales-oriented mindset.

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Exercises Demand Generation Agencies How To ROI 245

Tony Hughes

MAY 12, 2019

99% of their revenue is 'recurring' (SaaS) and with less than 1% customer churn. The other point is that we've designed our incentive (commission) plan for our salespeople in a way that creates alignment with the customer and our company. Our sales and marketing efforts, therefore, don't need to compensate for any shortcomings.

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Revenue Hiring Marketing NetSuite 65

Highspot

OCTOBER 30, 2023

Also, understanding churn rates can help pinpoint areas where customer retention efforts need improvement. Compensation Planning Nothing propels a salesforce more than a well-structured compensation plan. High churn rates can indicate challenges in sales performance, product fit, customer service, or other areas.

Lead Rank 59

Lead Rank Lead Scoring Top of Funnel Churn 59

Mereo

APRIL 2, 2020

Honestly, with a solid sales operations foundation in place — along with the other key Blueprint pieces churning in sync with it — there is little stopping your sales teams from achieving their goals and then some. Incentives Salespeople Are Willing to Leave Behind. Compelling Sales Compensation Strategy. No Urgency to Sell.

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Sales Operations Revenue Territories Compensation 45

Close.io

AUGUST 11, 2019

This includes generating leads, outlining sales territories, setting up incentive programs, managing sales analytics, and more. Average revenue per user divided by customer churn. And reducing churn makes a big difference. Step 2: Nail down compensation. Sales ops helps sales teams close more deals faster.

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Sales Operations Hiring Top of Funnel Lead Rank 91

The Spiff Blog

APRIL 7, 2022

Gone are the days when commission, bonuses, and incentive pay were accounted for as direct expenses. This data also helps you understand how variable compensation is paid at your organization— so you can more effectively determine amortization periods. Think about it. ASC 606 changed the game when it comes to revenue reporting.

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Commission Software Software Vendor 79

Bigtincan

SEPTEMBER 8, 2021

It also includes how training materials are created and managed, training format (online vs. in-person), training incentives, and anything else related to training and training materials. The sales enablement team must report metrics aligned to specific business outcomes — and a portion of their compensation must be tied to these.

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Sales Enablement Strategy Enterprise Enterprise 111