The Spiff Blog

SEPTEMBER 9, 2022

And we learn a lot more from that in how we can incorporate it into our sales process,” says Angela Donato, Mid-market Sales Manager at Spiff. A more supportive and collaborative sales culture. To maximize the ROI of losses, treat them as an opportunity to improve your insights, culture, and processes.

ROI 83

ROI How To Face-to-face Commission 83

Xactly

JUNE 7, 2018

Incentive Compensation Management (ICM) solutions help companies manage their sales compensation plans and calculate commission payments. Remember, the faster an organization can get their SPM solutions up and running, the faster the ROI.). How quick will the deployment and implementation process be?

Compensation 60

Compensation Incentives Incentive Data 60

Hubspot Sales

JULY 30, 2020

These 10 motivational techniques will engage both junior reps and their senior counterparts, ensuring they continue to work to meet their sales goals throughout the summer: Tips to Raise Sales Motivation at the End of Summer. Invest in sales management coaching. Plan a sales contest. Implement a SPIFF.

Motivation 132

Motivation Commission Webinar Metrics Decision Maker 132

Xactly

OCTOBER 10, 2018

You need to start pulling together internal data from your incentive compensation management system, data from your CRM, and finally, information from financial teams on profitability and product revenues. Are you an Xactly Insights customer using empirical data to benchmark your incentive compensation?

Compensation 79

Compensation Incentives Incentive Webinar Metrics 79

Braveheart Sales

OCTOBER 22, 2020

Can sales managers become true coaches rather than simply managers and directors? Even if the manager is not a master at coaching, more time is better. Create one that incents the behavior you desire and eliminates subjectivity and ambiguity. Refer to this article to see the stats associated with this claim.

Maximizer 52

Maximizer ROI Training Incentives 52

Sales and Marketing Management

MARCH 8, 2020

What are the incentives for B2B companies to invest in AI (other than their competitors may be doing so)? ConversationAI monitors reps’ sales calls and scores them based on best practices, such as listening more than talking and asking open-ended questions. It frees up sales managers, who otherwise would listen in on the same calls. “AI

Top of Funnel 218

Top of Funnel Marketing Scale Forecasting 218

The ROI Guy

JANUARY 3, 2012

It is for this reason that you have introduced new interactive white papers, benefit estimators, diagnostic assessment, and ROI /TCO tools, to fuel value-focused sales engagements and meet new buyer expectations. For a program this important, formalized sales tool coaching is a requirement.

Sales Tools 80

Sales Tools Tools Incentives Incentive 80

Sales Hacker

DECEMBER 12, 2017

On top of that, why are sales people some of the few employees subject to variable compensation structures? I wish I could say it’s all about incentives, but the truth is a bit more nuanced than that. Determine Additional Incentives (With Caution). Profit – harder to calculate but maximizes ROI. Set Metrics.

Compensation 97

Compensation Hiring Incentives Incentive 97

CloserIQ

OCTOBER 30, 2018

Set challenging yet attainable sales goals. Include sales incentives and recognition as part of an ongoing sales program. It’s common for sales training to be hit with some resistance. Sales training shouldn’t end when your trainer finishes their PowerPoint presentation. Actionable takeaways.

Training 98

Training Top of Funnel Scale Sales Enablement 98

Crunchbase

MARCH 27, 2020

To better understand COVID-19’s impact on our sales and customer-facing teams, we sat down with our sales leadership team to understand the top five ways our sales and customer teams are adapting to stay on track during this unprecedented time. . Listening to our customers. We had some light spiffs running this month.

Face-to-face 125

Face-to-face Top of Funnel SalesForce Sales Leadership 125

Xactly

OCTOBER 3, 2018

While this may sound like a huge task to overcome, it can be done much more efficiently and effectively with sales rep management software. As a sales manager, it is also your responsibility to keep track of sales reps’ paths to ensure they are on the right course and/or make appropriate corrections when necessary.

Top of Funnel 67

Top of Funnel Incentives Incentive Compensation 67

Troops

APRIL 20, 2018

It could be a phone conversation, an email, a message on LinkedIn, or any other time that prospect interacted with your sales team. Appoint a sales manager to keep track of progress. One way to rally people around the cause is setting up a spiff or incentive program to encourage your team to reach their sales goals.

Ideal Customer Profile 90

Ideal Customer Profile Top of Funnel Incentives Incentive 90

The Brooks Group

JANUARY 21, 2020

If you’re looking for a sales training partner, here are the 7 traits to look for, to ensure you get the results you want. A great sales training company will be proud of their proven track record. They should be glad to demonstrate the ROI they accomplish for their clients, and to show you how they do it. Sales Training

Training 72

Training Company Hiring ROI 72

PandaDoc

AUGUST 25, 2019

After you’ve ironed out these main areas, you’re ready to dive deeper into tracking ROI and SDR activity metrics. Whether you have invested in an inbound SDR or outbound SDR, your primary goal of leveraging SDR metrics is to generate a solid ROI. Your ROI relies significantly on your SDR expenses. Incentive costs.

Hiring 53

Hiring Outbound Sales Qualified Lead Inbound 53

Miller Heiman Group

JULY 18, 2018

When sales leaders can’t get the data they need, they gather it through other means, such as manual forecast processes. CRM ROI: The 4 Benefits of a Formal Sales Process. 4: A formal sales process plus higher adoption rates drive higher ROI.

CRM 81

CRM Forecasting Study Top of Funnel 81

The Spiff Blog

OCTOBER 12, 2023

What’s the difference between the “how” and the “why” of sales compensation? How you pay sales reps depends on the way you design your comp program, what metrics relate to what incentives, and so on— all the details we’ve covered in many past articles about comp plan design.

Compensation 84

Compensation Commission How To Incentives 84

The Digital Sales Institute

JANUARY 9, 2019

It focuses on educating and motivating the sales team to take ownership of their own goals, and to achieve these goals by following a set of sales effectiveness guidelines. Sales Performance Improvement should not be confused with sales training or incentives. Provide Good Sales Leadership and Management.

Incentives 56

Incentives Incentive Sales Leadership Guidelines 56

Vengreso

SEPTEMBER 13, 2024

Successful implementation of a channel sales strategy requires careful selection, onboarding, support, and motivation of channel partners, along with continuous performance tracking and ROI assessment. Secondly, allocate a greater investment in materials for channel partners compared to direct sales representatives.

Channels 65

Channels Outsourcing Services Strategy Lead Rank 65

Highspot

OCTOBER 16, 2024

You can help by enabling sales reps with objection handling training. They can highlight ROI or offer flexible pricing models to keep deals moving. Company Culture Sales success is a long game—reps need continuous support to stay sharp. Do you offer incentives for outstanding performance?

Closing 92

Closing Strategy Lead Rank Quota 92

Sales Hacker

AUGUST 22, 2019

For any sales team, it’s a challenge to ensure employees’ day-to-day activities produce the right outcome for the team. That’s especially true when incentives are based on things that don’t necessarily affect the bottom line — they’re just easy to manage without a lot of care. Get that buy-in.

Incentives 80

Incentives Incentive Banking Call-back 80

Hubspot Sales

AUGUST 27, 2020

You can use a single question to determine how experienced a sales manager is: “What has a bigger impact on your team’s success, sales skills or motivation?”. Newer managers tend to say the former, while more experienced ones pick the latter. Customer Reviews. Winner's Choice.

Marketing Qualified Lead 131

Marketing Qualified Lead Motivation Retention Lead Rank 131

Bigtincan

SEPTEMBER 28, 2021

Percentage of leading companies who believe that coaching is the most crucial role that sales managers play. Improvement in sales objectives in companies who support coaching development. Percentage of sales reps who believe coaching by their sales manager is one of the best ways to reinforce sales skills.

Sales Coaching 98

Sales Coaching Coaching Tools Sales Enablement 98

PandaDoc

APRIL 3, 2023

What type of training is required for a sales manager? There are many sales training techniques to choose from. Some are better suited to onboarding new hires or educating frontline reps, while others are more effective sales training methods for management. The latter tend to center around leadership training.

Training 98

Training Hiring Construction Case Study 98

LevelEleven

MARCH 29, 2018

The fact is quality sales enablement tools, like LevelEleven, free up your time, help your entire team meet and exceed monthly and quarterly goals and keep you from hyper-focusing on any single project too long. With LevelEleven’s Sales Management System, you and your team can operate at peak performance and focus on the metrics that matter.

ROI 48

ROI Sales Qualified Lead Coaching Quota 48

Accent Technologies

NOVEMBER 10, 2018

Benefits/ROI myths. It is true that sales reps are often apprehensive about learning and using a CRM. But fortunately for sales managers, there is no reason to believe their salespeople will “never” use a CRM. Incorporating CRM usage into SPIFs, contests and other incentives. CRM Benefits/ROI Myths.

CRM 55

CRM ROI Commission Vendor 55

Xactly

AUGUST 23, 2018

Download the guide, "Optimizing Sales Territory Design," to learn about the Sales Management Association 2018 Update. By now, we can all agree that automating incentive compensation management (ICM) is exponentially more effective than using excel to manage sales comp. Your sales reps will thank you.

Territories 41

Territories Incentives Incentive Compensation 41

The ROI Guy

APRIL 12, 2013

Step 4: Lean on Me Many studies indicate that, more than any other factor, the key to sales success is coaching, yet how many sales enablement programs include a formal coaching plan and commitment to drive adoption, usage and change? For a program this important, formalized sales tool coaching is a requirement.

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

Miller Heiman Group

DECEMBER 11, 2019

They need analytics-powered technology like Scout, which reinforces your organization’s sales methodology and shows sellers the specific actions required to win more opportunities and close deals faster. Pair Your CRM with Your Methodology to Boost Your Performance.

CRM 50

CRM Sales Methodology Decision Maker Incentives 50

OpenSymmetry

OCTOBER 28, 2016

For example, is investing more heavily in training a better option than the introduction of a content management or CPQ tool? Or is a new sales methodology a better option than investing in a sales manager coaching program? The post Is Your Compensation Plan Driving Sales to the Wrong Finish Line?

Compensation 40

Compensation Incentives Incentive Decision Maker 40

BrainShark

JUNE 28, 2023

Increases sales capacity and productivity Sales coaching is integral to increasing your sales capacity (what your sales team is actually capable of achieving within a given period) and making quota consistently despite fluctuating headcount or market conditions. Revenue At the end of the day sales coaching delivers ROI.

Sales Coaching 62

Sales Coaching Coaching Scale Hiring 62

Janek Performance Group

SEPTEMBER 13, 2023

We hope you could tell him about our company and your success, including your 200 percent ROI.” What specific incentives do you offer, such as discounts or special offers? These include asking for referrals, sending reminders, offering incentives, and collecting feedback. Sales and referrals have always gone hand in hand.

Referrals 62

Referrals Networking Social Media Ideal Customer Profile 62

Nutshell

AUGUST 6, 2024

Provide insight into marketing strategy Understanding individual account revenue generated lets you know which accounts generate the most ROI. You can also focus your marketing efforts on existing high-value clients to encourage loyalty and retention , such as offering incentives in exchange for contract extensions, reviews, or testimonials.

Lead Rank 96

Lead Rank Ideal Customer Profile Sales Qualified Lead Lead Scoring 96

Cincom Smart Selling

DECEMBER 8, 2016

Demonstrate how the technology works, and highlight both the rational and economic benefits both for sales managers and for each member of the sales team. IT managers have their work cut out. One lousy experience with a sales agent, and there goes a new customer, and possibly an incentive payout.

Sales Technology 61

Sales Technology Software Software Proposal 61

Pipeliner

APRIL 5, 2018

Sales hires quit after 3 to 4 months, leaving the business out cash with no sales to show for it. They’re finding it horribly painful to manage, incent and coach the handful of salespeople they do have in such a way that consistent results are produced. Does this sound personally and deeply familiar?

Small Business 63

Small Business Small Business Hiring Analysis 63

The Brooks Group

OCTOBER 17, 2018

A key objective of the Sales Performance Management process is to educate and motivate sales professionals to set their own goals—and reach these goals by following sales effectiveness best practices. SPM is Not Just About Incentives and Compensation Management. Focus on Good Management.

Hiring 40

Hiring Incentives Incentive Compensation 40

The Spiff Blog

NOVEMBER 17, 2022

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. Sales reps want accurate, real-time insight into how much they can expect to earn. That’s a tall order.

Compensation 72

Compensation Commission Motivation Incentives 72

ExecVision

JUNE 14, 2018

This series will help you identify why you need a coaching culture and show you how to start, build, and maintain a culture that drives ROI. The framework includes creating buy-in from executives and managers, aligning everyone on what ‘good’ looks like, and setting coaching expectations. Build Out Your Sales Coaching Playbook.

Coaching 40

Coaching Incentives Incentive Hiring 40