Zoominfo

APRIL 17, 2025

ZoomInfo Operations supports deduplication, standardization, and enrichment at scale, helping teams maintain a reliable data foundation for the entirety of their GTM efforts. Used by global enterprises and high-growth firms alike, Everstage helps streamline sales performance management across departments including finance, RevOps, and HR.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Sales and Marketing Management

SEPTEMBER 14, 2020

Often the most damaging aspect of disruption in a sales organization is fear and today teams are approaching uncharted territory with clear communications and sales strategies to bridge sellers’ pay while reducing risk.

SAP 207

SAP Compensation Face-to-face Analytics 207

Close.io

AUGUST 11, 2019

A sales operations team can change that. If you want to make sure your sales team is firing on all cylinders and making as much money for your company as possible, you need sales ops. Don't fall into the trap of thinking that sales operations is a new field; it's not. 5 best software and tools for sales ops.

Sales Operations 91

Sales Operations Hiring Top of Funnel Lead Rank 91

Xactly

DECEMBER 12, 2018

In today’s post, I’ll talk about territory planning. Territory planning represents the foundation of sales performance management (SPM). You must have the right territory design in place to accurately allocate quotas. Is Your Territory Planning Still Stuck in the Dark Ages? A Personal Story about Territory Balance.

Territories 67

Territories Quota Guidelines Software 67

Sales Hacker

MAY 26, 2021

If you know that you love strategizing to increase sales but don’t want to be an account executive, sales operations may be the right place for you. What is Sales Operations? Any customer-facing rep who’s worked at a midsize or enterprise company is familiar with sales operations.

Sales Operations 72

Sales Operations Top of Funnel Lead Rank Hiring 72

The Spiff Blog

NOVEMBER 17, 2023

As an incentive compensation manager, you hold a critical role that keeps your organization running. In this day and age, no one doubts the importance of sales compensation when it comes to driving growth for a business. What does an incentive compensation manager do? Design compensation plans. Monitor market trends.

Incentives 81

Incentives Incentive Compensation Commission 81

The Spiff Blog

MAY 26, 2022

So, you’ve realized commission spreadsheets are actually evil, and that sales incentive software will vastly improve transparency, efficiency, and your personal sanity. There’s no shortage of sales commission software on the market, and when you factor in the massive operational differences, it’s a recipe for information overload.

Incentives 77

Incentives Incentive Software Software 77

Highspot

APRIL 2, 2020

When implemented alongside strategic training, tools, and engagement techniques, sales operations can help sales teams become more productive and efficient and have a positive impact on both top- and bottom-line performance. Why is sales operations important? Why is sales operations important?

Sales Operations 75

Sales Operations Top of Funnel Forecasting How To 75

A Sales Guy

JUNE 21, 2012

hire a two new sales reps. redo the sales process. change the sales strategy. promote a new sales manager. establish new territories. create a sales operations function. establish and inside sales team. build an outside sales team. You can’t just. go after new customers.

Hiring 118

Hiring Commission Inside Sales Incentives 118

Xactly

JULY 19, 2018

Commissions play a key role in your sales compensation plans, driving sales behaviors and motivating reps to hit their quota. Depending on your sales force structure and size, there are different sales commission structures that can be used in your incentive plan. Research shows that it takes an average of 9.1

Commission 83

Commission Hiring Incentive Incentives 83

Crunchbase

JULY 27, 2022

If you own a business, lead a sales team, or are otherwise interested in how best to create a solid sales ecosystem within your organization that is conducive to growth, this article on sales operations (sales ops) is for you. What is sales operations? Sales operations vs. sales enablement.

Sales Operations 52

Sales Operations Company Territories Top of Funnel 52

Mereo

APRIL 2, 2020

At Mereo, we have developed a unique approach to revenue performance that leverages the inherently interdependent operational disciplines of demand progress, solution marketing, solution management, sales operations and sales enablement. Common Sales Operations Pitfalls.

Sales Operations 45

Sales Operations Revenue Territories Compensation 45

OpenSymmetry

MARCH 16, 2016

The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. Gone are the simplistic days of sales reps simply “having a patch” to cover for selling their goods and services. The importance of crediting transactions in the Incentive Compensation process.

Territories 40

Territories Quota Incentive Incentives 40

Xactly

MAY 21, 2018

No single plan design seems to capture as much attention as it is difficult to pay someone a high dollar amount for infrequent sales (or sales that may not materialize until down the road) on uncertain goals. This makes designing compensation plans for these reps more difficult for sales operations teams. Final Thoughts.

Commission 89

Commission Compensation Territories Incentive 89

SBI

JULY 24, 2018

Heads of Sales Operations: What can you do to assist sales leaders with re-evaluating your current processes? Look at all of your sales processes: Territory & quota planning. Sales training and enablement. Sales training and enablement. Incentive compensation management.

CRM 95

CRM SAP Forecasting Incentive 95

Sales Hacker

OCTOBER 7, 2022

WorldatWork’s sales comp conference is the premier event for sales compensation professionals. The conference provides education and certification, networking, and in-depth sessions focused on sales compensation, sales operations effectiveness, and sales analytics.

Compensation 106

Compensation Conference Trends Incentive 106

Vengreso

JULY 24, 2024

This guide is essential for any company looking to elevate their sales team effectiveness and optimize processes, as it encompasses all aspects of sales operations. It delves into the critical elements, best practices, and ways in which they can significantly improve overall sales performance.

Sales Operations 52

Sales Operations Top of Funnel Lead Rank Cost per Lead 52

OpenSymmetry

JUNE 9, 2016

The Journey to Sales Incentive Optimization. The event had 2 interweaving themes of excellence of plan design and the contribution which Sales Performance Management technology can make through operational excellence but also predictive analytic insights. Sales Incentive Design.

Incentives 40

Incentives Incentive Compensation SalesForce 40

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

Apptivo

OCTOBER 7, 2022

The sales strategy is part of the sales plan that outlines how to position the product or service with regard to competitors and defines specific tactics to acquire and retain customers. Strategies may differ depending on resources, skill sets, sales operation, and product or service offerings. Action plan.

Top of Funnel 19

Top of Funnel Incentive Incentives Objections 19

Mindtickle

DECEMBER 28, 2023

Sales operations teams were once the unsung heroes of the sales organization. A recent Salesforce report found that 82% of sales professionals feel “sales ops plays a critical role in growing the business.” Furthermore, 82% feel sales ops is becoming more strategic. What is sales operations (Sales Ops)?

Sales Operations 52

Sales Operations Top of Funnel Sales Enablement Forecasting 52

Sales Hacker

JULY 14, 2021

The focus for Sales Operations (Sales Ops) is to support and enable sales reps to do their job effectively. This team brings a system to selling to the sales floor by providing clear sales processes, automating time consuming tasks, and deploying and upholding a sales methodology.

Top of Funnel 104

Top of Funnel Sales Methodology Revenue Territories 104

LeadFuze

NOVEMBER 30, 2021

How to Utilize Sales Operations Roles in Startups. If you’ve ever wondered why your head of sales is struggling to give an accurate forecast, or if the new reps that were brought in from a high flying SaaS company aren’t selling already, then it might be time for you to start managing operations roles in startups.

Sales Operations 52

Sales Operations Lead Rank Hiring Forecasting 52

Xactly

SEPTEMBER 20, 2018

Sales planning entails many important factors. From territory planning to sales team organization, to sales coaching and leadership strategies to sales compensation planning, each element helps to create a strong sales plan. Position: Sales Operations. Time in sales compensation: 5 years.

Compensation 40

Compensation Incentives Incentive Lead Rank 40

Cincom Smart Selling

APRIL 21, 2025

Enable dynamic approvals that adjust based on deal size, discount level, or territory so exceptions are fast but still compliant. Align incentives e.g., shared OKRs for sales and finance based on margin + revenue. At its core, a CPQ system brings consistency, control, and speed into sales operations.

Sales Management 48

Sales Management Top of Funnel Strategy Scale 48

Xactly

NOVEMBER 29, 2018

Hear the full audio from "CXO Fireside Chat: 5 Ways Data Can Elevate Sales Performance Management in 2019" to learn more about how Xactly has transformed sales performance beyond incentive compensation a year into the process. What’s your background and experience with sales compensation and planning? View Webinar.

Compensation 80

Compensation Territories Hiring Incentive 80

Sales Hacker

MAY 9, 2019

Know what to Include in a Sales Incentive Plan. Once you understand how to create a fair compensation plan for your sales team, you can check out some examples: Sales Development Rep (SDR) Compensation Plan Example. NOTE: We recommend refraining from calling any sales incentives a bonus. Set Targets.

Face-to-face 110

Face-to-face Compensation Commission Lead Rank 110

Miller Heiman Group

FEBRUARY 26, 2019

For instance, the top-down approach may miss the potential of each individual sales rep’s opportunities in their territory or accounts (e.g. knowing that a new regulation is going to impact a particular seller’s territory). Allocate More Time Than Anticipated To Setting Quota.

Territories 71

Territories Strategy Quota Proposal 71

Xactly

APRIL 16, 2018

That’s putting it very simply, but a smart sales operations leader will recognize this dilemma instantly. The company (the Principal) wants profits, but the sales rep (the Agent) wants an income. Variables in Sales Commission Strategies. Choosing the Right Sales Commission Strategy.

Commission 58

Commission Motivation Hiring Strategy 58

The Spiff Blog

FEBRUARY 9, 2023

Here’s why: the sales quota is a key variable in many of the equations that dictate core business functions. 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 70

Quota Revenue Lead Rank Territories 70

Sales Hacker

FEBRUARY 12, 2021

If you’re familiar with what a CRM is already, then you intuitively know that an enterprise CRM is basically a CRM solution tailored to larger (enterprise-level) companies with complex processes and large sales teams. Sales playbooks. Competitors, sales goals and territory management. Incentive compensation management.

Enterprise 118

Enterprise Enterprise CRM NetSuite 118

The Spiff Blog

NOVEMBER 10, 2022

Think about it this way: If you’re using a spreadsheet to manage commission, every time you restructure your sales team, make territory changes, or revamp how commission is calculated, you have to start from scratch. The post 4 Reasons to Automate Your Sales Commission Process appeared first on Spiff. See Spiff in action!

Commission 75

Commission Scale Compensation Software 75

The Spiff Blog

JUNE 9, 2022

Think about it, the average B2B sales cycle, from lead to close it’s 102 days on average ( source ). If a rep is already planning to be gone by then, there’s no incentive to dive into time-intensive sales activities. Sales commission and pay. KPIs and sales activities. Territories and account ownership.

Hiring 75

Hiring Commission Compensation Incentives 75

The Spiff Blog

JUNE 16, 2022

In this quick guide to data visualization in sales, you’ll learn: Why lack of data visualization in traditional compensation processes is hurting you and your reps. Why data visualization matters in sales. Using data visualization to communicate and report on sales compensation is, well, a no-brainer. Let’s dive in!

Data 80

Data Commission Compensation Incentive 80

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. They should cover things like account ownership, territories, SLA’s, and who gets credit for opportunities. Use ROEs to add context and color to your comp plans.

Groups 67

Groups Conversion Commission Lead Rank 67

Sales Hacker

APRIL 21, 2021

RevOps is “a centralized function that consolidates these historically-siloed operations teams. It is a single team that serves all revenue-generating business units, including: Sales Operations, Marketing Operations, Customer Success Operations, and Systems. Coach and develop the skills of your direct reports.

Salary 117

Salary NetSuite Scale Lead Rank 117

Mindtickle

AUGUST 7, 2017

There are many functions powering modern sales teams, Sales Enablement, and Sales Operations are two examples. While Sales Enablement and Sales Operations may solve different problems in your organization, they need each other a lot more than you may realize. Sales Ops bookends Sales Enablement.

Sales Enablement 52

Sales Enablement Analysis Forecasting Engineering 52