The Spiff Blog

APRIL 7, 2022

Gone are the days when commission, bonuses, and incentive pay were accounted for as direct expenses. With all the complexities in ASC 606, your commission expensing process is more critical than ever. Here’s what you can expect: The Four Types of Commission Expensing Solutions: DIY Commission Expensing.

Commission 79

Commission Software Software Vendor 79

The Spiff Blog

MAY 18, 2023

For decades, perhaps longer, organizations of all sizes have struggled to effectively manage sales commission. Commission management is a universal thorn in the side of finance organizations, RevOps teams , and commissioned employees across organizations everywhere. Let’s get into it!

Commission 73

Commission Scale Compensation Hiring 73

Zoominfo

NOVEMBER 3, 2020

Fresh leads are primarily collected from email campaigns, website traffic, and third-party vendors and then included along with unconverted MQLs. And while we do use traditional incentives and prizes like gift cards, cash, and PTO days, our SDRs respond just as well, if not more strongly, to incentives tied to the greater good.

Lead Rank 246

Lead Rank Marketing Qualified Lead Sales Qualified Lead Demand Generation Targets 246

The Spiff Blog

MARCH 21, 2023

Why share this story at the beginning of an article about using Salesforce to calculate sales commission? The invention of spreadsheets was a huge step toward commission automation. A few years ago, the current state of the art commission solution was to use Salesforce + Excel. Salesforce was the next. True, I’m biased. )

Commission 74

Commission SalesForce Siebel Software 74

The Spiff Blog

SEPTEMBER 14, 2023

Take commission plan creation, for example. Here’s an example: let’s say a female sales rep earns slightly less commission than one of her male counterparts and therefore doesn’t qualify for an accelerator. Recommended reading: Sell Like a Girl: Earn Less [+ Startling New Sales Commission Data] 2.

Commission 84

Commission Account Compensation Face-to-face 84

Sales and Marketing Management

JUNE 28, 2017

In Glengarry Glen Ross , Blake passionately proclaimed: more closing equals higher commission, and if you can’t close, “hit the bricks, pal!” . The B2B world has experienced a shift in the way buyers engage with vendors. These types of incentives align all employees on the growth of the business. The Buying Evolution .

Closing 120

Closing Hiring Incentive Incentives 120

SBI

JUNE 25, 2013

SPIFs (Sales Performance Incentive Funds) are commonly used to incentivize salespeople to sell more of a particular product in a given period of time. After-all, incentive-based compensation (commissions) is just a form of Gamification. After-all, incentive-based compensation (commissions) is just a form of Gamification.

Hiring 122

Hiring InsideSales Commission Incentive 122

Hubspot Sales

JUNE 24, 2019

Sales teams obsess 99% over their attention on contracts, revenue, and commissions, and what happens post sale gets crumbs. It reduced the friction to implement software or move to a different vendor if one overpromised. Pay the sales rep half their commission when they sign the contract, and half when that “aha moment” happens.

Scale 106

Scale Churn Motivation Commission 106

OpenSymmetry

AUGUST 24, 2017

The ASC 606 regulation had a broad-reaching impact on how revenue must be recognized and how associated commission expenses are tracked over time. Do you have all the fields necessary related to your contracts or products to make the necessary assessments for commission expense recognition and amortization? Reporting/Extracts.

Commission 51

Commission Webinar Metrics Compensation NetSuite 51

The Spiff Blog

SEPTEMBER 1, 2022

A 60:40 commission structure is the standard for average US sales organizations. Although, commission structures vary dramatically across industries and companies ( source ). Door-to-door Sales Workers, News and Street Vendors, and Related Workers: $26,430. Advertising Sales Agents: $51,740. All other: $33,200. About Spiff.

Compensation 81

Compensation Salary Incentive Incentives 81

SBI

NOVEMBER 27, 2012

Variable compensation in the form of commissions and spiffs is really just a form of gamification. The more revenue you generate, the more commission dollars you’ll earn. And when applied to CRM, gamification can serve to create fun and engaging experiences, converting reluctant users into eager and enthusiastic participants.

CRM 133

CRM Wireless SalesForce Commission 133

The Spiff Blog

FEBRUARY 15, 2022

But if you use Excel for commission operations, you’re actually a programmer. This gives you a unique opportunity to optimize your sales commission process like a supercharged engineering team, and gain a serious advantage over your competitors— who are still slogging through their spreadsheets, none the wiser.

Commission 53

Commission Scale Software Software 53

Canidium

JANUARY 5, 2024

SAP SuccessFactors Incentive Management is a powerful solution to optimize incentive programs, driving motivation and productivity. Clarity into cost is essential as early as possible in the vendor selection process. With such a powerful solution comes a significant cost.

SAP 52

SAP Incentive Incentives Vendor 52

The Spiff Blog

JULY 21, 2022

Standardize Your Vendor Assessment Process. However, it’s also important to establish a framework for evaluating the answers to those questions for multiple vendors. Otherwise, it can feel like comparing apples to oranges, since every vendor has their own way of explaining and contextualizing how their software works.

Software 76

Software Software B2B Vendor 76

Allbound

SEPTEMBER 12, 2018

As AppDirect co-CEO Daniel Saks points out , “80% of on-premise software vendors operate a channel program to enable other companies to sell their products, while only 20% of SaaS vendors operate similar programs.” Referral partners will generate and pass leads to your SaaS company in return for commission payments.

Commission 112

Commission Referrals Marketo Hubspot 112

The Spiff Blog

JUNE 1, 2023

For sales organizations, this type of clause or provision enables a business to reclaim commission or other performance based compensation paid to a salesperson, under specific circumstances. If a customer cancels their subscription shortly after signing up, the vendor doesn’t earn much from the deal in the long term.

Commission 77

Commission Compensation Cancellation Strategy 77

OpenSymmetry

JANUARY 2, 2018

The sales team produces a large body of disparate information which needs to be collected, converted into a suitable format and analysed to build out forecasts and leverage incentive compensation for peak sales performance.

Compensation 56

Compensation Incentive Incentives Commission 56

Sales Hacker

OCTOBER 15, 2020

Fresh leads are primarily collected from email campaigns, website traffic, and third-party vendors and then included along with unconverted MQLs. And while we do use traditional incentives and prizes like gift cards, cash, and PTO days, our SDRs respond just as well, if not more strongly, to incentives tied to the greater good.

Lead Rank 122

Lead Rank Marketing Qualified Lead Demand Generation Targets Sales Qualified Lead 122

OpenSymmetry

FEBRUARY 7, 2017

Sales transformation is often a tricky process, especially when it comes to automating many of the back-end business processes in a sales organization such as planning and incentive compensation. As a byproduct of organizational dynamics, incentive compensation plans are often prone to changes over time and wrought with exceptions.

Outsourcing Services 40

Outsourcing Services Vendor Compensation Incentive 40

Xactly

SEPTEMBER 6, 2018

The discussion focused on how organizations manage their commissions accounting under the new revenue recognition standards, as the industry is generally seeing a seismic shift from expensing in the period incurred to a ratable amortization approach (putting aside practical expedience). Don’t Wait to Get Started. Watch Webinar.

Commission 40

Commission Account Webinar Metrics Incentive 40

Sales Hacker

DECEMBER 13, 2018

Whether through inspiration, coaching, training, technology, or incentives, sales managers need to enable each member of the team to deliver high performance and achieve their individual targets. Incentives (compensation, commission, benefits, perks). For vendors, demand spurs growth. Audit your: Technology.

Sales Management 91

Sales Management Revenue Incentive Incentives 91

Allbound

OCTOBER 31, 2018

In fact, partners churn about 10% of their vendors per year. In addition to referral commission, helping your partners feel well educated and prepared to have conversations with your customers is a huge incentive. As a bonus for the vendor, referred customers are more likely to adopt, quicker. Eyes on The Prize—Now What?

Churn 74

Churn Incentive Incentives Vendor 74

Your Sales Management Guru

AUGUST 20, 2013

In many cases I have seen great sales contest ideas poorly executed, it is critical you think through what your objectives are and what you want the results to be and then CLEARLY write down the objectives, rules and incentives. If it isn’t fun, it isn’t selling”. A Contest Sampler.

Face-to-face 82

Face-to-face Incentive Incentives Objections 82

Sales Hacker

AUGUST 21, 2018

Whether through inspiration, coaching, training, technology, or incentives, sales managers need to enable each member of the team to deliver high performance and achieve their individual targets. Incentives (compensation, commission, benefits, perks). For vendors, demand spurs growth. Audit your: Technology.

Sales Management 87

Sales Management Revenue Incentive Incentives 87

Xactly

MAY 7, 2018

The resulting incentive plan must develop a compensation process that will motivates the right sales behaviors to achieve goals, all while driving growth. As Xactly has evolved and other vendors in this market have come into play, competition has stepped up. I was hooked into the space of Sales Compensation, but I had moved on.

Compensation 49

Compensation Incentive Incentives Networking 49

Hubspot Sales

JUNE 5, 2019

In a channel sales model, a company sells through third partners -- affiliate partners (who get commission on each purchase), resellers, value-added providers (who typically bundle your product with their own), or another entity that doesn't work for it directly. What is channel sales? One of the biggest challenges to scaling revenue?

Channels 111

Channels Lead Rank Hiring Lead Scoring 111

The Spiff Blog

MARCH 8, 2023

In the clip, the vendor accidentally shares the wrong screen– exposing an internal group chat making crude comments about Sharpe’s appearance. About Spiff Spiff is a new class of software that creates trust across the organization by delivering real-time automation of commission calculations and motivates teams to drive top-line growth.

Face-to-face 76

Face-to-face Commission Incentive Incentives 76

Sales Hacker

MARCH 29, 2021

They have shifted their buying process even further online, only talking to vendors after they have already conducted significant research. Other accounts might be chased by both partners and sales, which results in conflicting messages and commissions. Examples of partner incentive management software : ChannelAssist , KickPost.

Revenue 113

Revenue How To Ideal Customer Profile Software 113

Your Sales Management Guru

MAY 30, 2012

In many cases I have seen great ideas poorly executed, it is critical you think through what your objectives are and what you want the results to be and then CLEARLY write down the objectives, rules and incentives. A Contest Sampler. To boost the number of new clients you add each quarter, consider creating a “bounty bonus” plan.

Compensation 67

Compensation Sales Leadership Face-to-face Incentive 67

LeadFuze

MAY 17, 2021

Who are you selling to, C-level prospects, vendor managers, or small, one-man shops? A simple way to figure it is to take an individual’s base salary, plus commissions earned at 100 percent of quota, their potential bonus opportunities, and then divide by that salesman’s revenues to figure out the percentage that sales cost.

Compensation 52

Compensation Hiring Incentive Incentives 52

Cincom Smart Selling

FEBRUARY 9, 2016

Things like commission splits, national account representation and other everyday sales matters must be decided prior to the fact, or someone will end up feeling abused. It helps to understand what potential partners look for when it comes to taking on a new line or vendor. Products – Who sells what and to whom is important as well.

Channels 83

Channels Sales Management Sales Qualified Lead Collateral 83

Accent Technologies

NOVEMBER 10, 2018

Incorporating CRM usage into SPIFs, contests and other incentives. For some reason, there is a fear out there that CRM vendors just want to sell you their software and disappear. CRM vendors are no different. Most of the vendors you talk to will be happy to help. Myth 11: All CRMs are the same. CRM Fear-Factor Myths.

CRM 55

CRM ROI Commission Vendor 55

Sales Evangelist

JANUARY 9, 2020

Instead, they’re going to look for a variety of vendors. Different teams can have their own incentives and may not be completely aligned with the company’s goals. When they are able to set a schedule, they get a commission. They don’t have an army of people to go through a procurement process.

Ideal Customer Profile 90

Ideal Customer Profile Face-to-face Customer Sales Qualified Lead 90

The Spiff Blog

SEPTEMBER 26, 2023

Decision Criteria : What criteria do they use to evaluate vendors and products before making a purchasing decision? In fact, 76% of B2B buyers say their decision to purchase from a vendor was based on the trust and credibility of the salesperson ( source ). What is their relationship to your current point of contact?

Sales Qualified Lead 83

Sales Qualified Lead Lead Qualification Sales Cycle Scale 83

Your Sales Management Guru

MAY 23, 2016

In many cases I have seen great sales contest ideas poorly executed, it is critical you think through what your objectives are and what you want the results to be and then CLEARLY write down the objectives, rules and incentives. If it isn’t fun, it isn’t selling”. A Contest Sampler.

Lead Rank 52

Lead Rank Lead Scoring Face-to-face Incentive 52

OpenSymmetry

MARCH 25, 2015

We have been ushered through the age of Incentive Compensation Management (ICM) being the buzzword 4 to 5 years ago into an age of where the focus is now on the performance. Competition and Cloud enabled product vendors to quickly bring to market improvements on the ICM and SPM technology products. About the Author.

Compensation 40

Compensation Cost Per Thousand Territories Forecasting 40

OpenSymmetry

FEBRUARY 23, 2017

In effect, the logic would carry over balances for commission adjustments for the past three years for every salesperson in the firm in order to pay the correct current commissions. This demand would triple the testing efforts for the implementation and significantly increase the cost of the implementation.

Compensation 46

Compensation Hiring Commission Churn 46