Hubspot

JANUARY 23, 2020

You’re beyond excited, but your sales team seems less enthusiastic. You need them to move X number of units to meet your company’s sales goals, but they aren’t as motivated as you’d like them to be. You’re at a loss for what to do next, so you start exploring your options. What is a Spiff? Why Use Spiffs?

Drivers/motivators 34

Drivers/motivators Quota Cold Call Represent 34

PandaDoc

MAY 9, 2024

So, what is a sales spiff, exactly? It’s no secret: sales is a fast-paced industry. For many businesses, the answer lies in offering incentives like spiffs, spivs, or commission structures. For many businesses, the answer lies in offering incentives like spiffs, spivs, or commission structures.

Drivers/motivators 52

Drivers/motivators Commission Objectives and Key Results Launch 52

SaaStr

FEBRUARY 21, 2024

Welcome to the latest installment of our “ What’s New ” series where SaaStr founder and CEO Jason Lemkin sits down with some of the top leaders and founders in SaaS and Cloud to discuss What’s New and what should be top of mind for fellow founders. The sales reps were friends, and accounts were shared.

Cross-sell 86

Cross-sell Strategize Campaign Education 86

Outreach

JULY 13, 2020

Now that we’re four or five months in (what is time?), Many sales leaders knew they needed to make changes to their sales structures — COVID-19 only accelerated the problem. Many sales leaders knew they needed to make changes to their sales structures — COVID-19 only accelerated the problem. Most of you, actually.

Sales 95

Sales Up-sell Strategize Outside Sales 95

Salesforce

JUNE 2, 2022

The magic is our maniacal focus on pipeline, which is the total dollar value of all the deals our sales team is working on. Because it’s the greatest indicator of future sales bookings, or annual contract value (ACV). Pipeline is the glue between the marketing and sales departments. How do we do it? I’ll let you in on a secret.

Pipeline 98

Pipeline Engineering Growth Territory 98

Hubspot

OCTOBER 20, 2020

It's powerful, chilling, motivational, and applicable in every field or facet of life, and sales is no exception. It's powerful, chilling, motivational, and applicable in every field or facet of life, and sales is no exception. But what does that look like? How can you tell if a rep is truly achieving sales excellence?

Commission 75

Commission Drivers/motivators Sales Gaming 75

SalesLoft

MARCH 16, 2020

Check out these pro tips and best practices for SDRs all the way to sales leaders, broken out by role below. Run this test so you can know exactly what kind of bandwidth you have. For Sales Managers . Valuable coaching opportunities aren’t limited to the sales floor. We feel your pain because we’re feeling it, too. .

Sell 129

Sell Pipeline Contact Inside sales 129

PandaDoc

DECEMBER 13, 2018

It’s no secret that there are many benefits to gamifying your sales process. Even if you don’t have a tool in place, it’s likely as a sales leader you’re already using it in some form. Ever organize a sales contest? Not only is gamification popular, it’s a proven and effective sales performance booster.

Process 83

Process Contract Sales Drivers/motivators 83

A Sales Guy

AUGUST 13, 2012

One of the most common sales leadership complaints is sales people don’t use the CRM. Getting sales people to use the CRM has been an on going challenge for sales leaders for far too many years. They just end up frustrating the sales people and irritating leadership. There are two ways to show value.

CRM 115

CRM Commission Closing Promote 115

Women Sales Pros

JANUARY 24, 2020

Guest post by Maria Tribble, VP, Enterprise Sales, PathFactory [Note from Lori Richardson: This is an important post and I’m so thrilled Maria wrote it to share originally on Linkedin and gave us permission to post and share through Women Sales Pros. We need to make these safe topics for girls and women of all ages to discuss.

Territory 147

Territory Non-Profits Promote Quota 147

Partners in Excellence

DECEMBER 23, 2020

As I speak with many business people, they reflect, then say, “It’s fascinating, this has caused us to rethink what we are doing. Buyers and sellers (broadly–not just sales people) are discovering new ways to learn, new ways to collaborate, and new ways to move forward in achieving our goals.

Campaign 65

Campaign Conversion Sell Meeting 65

SalesLoft

JULY 2, 2015

A couple of weeks ago , we asked a few of the industry’s top sales development reps to see what they’ve found to be the most effective motivator on a daily basis. Here’s what they had to say: Jay Tuel , Demandbase. ?If When I was an SDR manager, I motivated with incentives like cash spiffs and tickets to ball games.

Drivers/motivators 52

Drivers/motivators Objectives and Key Results Cold Call Sports 52

Sales Hacker

FEBRUARY 15, 2018

15, 2018 – Sales Hacker, the leading resource for sales innovation, acceleration, and the future of sales, is set to host The Revenue Summit , on March 1st, 2018 in San Francisco, California. What Companies Will Be There? Jaimie Buss – VP of Sales (Americas), Zendesk. Director, SMB Sales, Google Cloud.

Cold Call 66

Cold Call Customers Objection handling Education 66

Openview

SEPTEMBER 21, 2017

We all know the typical story with sales managers – they were a top performing salesperson, had ambitions to move up in their career, and then a position opens up and they are managing a group of salespeople. Building a great sales management team is key to a sales team’s success. more sales per manager!

Objectives and Key Results 96

Objectives and Key Results Pipeline Proposal Writing Sales 96

Heinz Marketing

APRIL 13, 2020

Leveraging video to increase humanization & engagement: Many marketing leaders are doubling-down on video as a communication tool, both in 1:many formats in their content as well as in a 1:1 format from their sales and customer-facing teams. This will be where a new wave of future CEOs are created directly from the marketing organization.

Inside sales 84

Inside sales Appointment Pipeline Conversion 84

Hubspot

MAY 9, 2022

Even the most seasoned, effective salespeople can struggle when hashing out how to lead a sales team. Taking the reins doesn't come naturally to everyone, and even born leaders might need a little guidance when transitioning into a sales management role. Let's dive in. Be thorough and thoughtful when hiring. Get to know your team.

Assembly Line 75

Assembly Line Objectives and Key Results Construction Commission 75

SalesBlog!

NOVEMBER 9, 2021

Training, meetings, one on ones, rewards, bonuses, spiffs and the list goes on. What it really boils down to is not whether they’re motivated, we all are, but why were they motivated. In other words why were they not engaging in what I put forth versus engaged in taking calls during a meeting. So what’s the why?

Drivers/motivators 52

Drivers/motivators Meeting Trust Presentation 52

Outreach

APRIL 7, 2020

If you're used to managing your sales team in an office, the sudden switch to remove work during shelter-in-place is not easy. We've covered managing a WFH sales team , updating your sales strategy for the COVID-19 world , and how Protegrity enables their WFH business development team.

Inside sales 90

Inside sales Drivers/motivators Meeting Follow-up 90

Highspot

JUNE 25, 2021

Investing in a sales enablement platform with robust content management, buyer engagement, and analytics capabilities. Read on to learn how Vik Kandeth and Eli Bardikoff, VPs of Sales at StackAdapt, enable their reps to make the most of every customer conversation. . It hasn’t always been this way. Align First, Engage Second.

GTM 59

GTM Launch Drivers/motivators Quota 59

Sales Hacker

MAY 26, 2021

There are many moving parts in a successful sales organization. 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? Why do we need Sales Operations? Average sales cycle duration.

Territory 60

Territory Objectives and Key Results Finance Cross-sell 60

Outreach

APRIL 15, 2020

For many of us in sales management, this new reality brings some unexpected remote management challenges. As people across the globe confront COVID-19, we are suddenly all working from home and we’re all remote employees. At Outreach, here are a few things that are working for us during these times.

Objectives and Key Results 52

Objectives and Key Results Angle Consult Territory 52

Understanding the Sales Force

MAY 6, 2012

Understanding the Sales Force by Dave Kurlan Over the years you have worked with many salespeople and often times their success, or lack thereof, didn't correlate as much to their skills as it did to their Desire or Motivation for sales success. Desire is how badly one wants to succeed, and Motivation is what drives them to success.

Drivers/motivators 73

Drivers/motivators Extrinsic Intrinsic Legal 73

Adaptive Business Services

MAY 30, 2018

Better yet, people love to help new people and that help can come in the ways of sales. There are so many free sources that are available today that will help you to become more professional at what you do … for cripes sake, take advantage of them and do so on non-selling time. The reason is pretty simple. Specifically, a lack thereof.

Sell 48

Sell Up-sell Education Presentation 48

SBI

NOVEMBER 27, 2012

The first revenue-numbing fact is that 65% of a sales rep’s time is spent NOT doing what they are ultimately paid for—selling [1]. The second equally disturbing data point is that 74% of sales organizations have poor CRM adoption [2]. The good news is that you can be the hero that drives sales through the roof.

CRM 53

CRM Pharmaceutical Commission Gaming 53

Sales Hacker

MAY 5, 2020

This week on the Sales Hacker podcast, we speak with Devante Lewis-Jackson , one of the top rising sales leaders helping companies grow in New York City and most recently a sales manager at The Muse. What You’ll Learn. Who is Devante Lewis-Jackson and what is Revenue Collective of Color. We’re on iTunes.

Conversion 63

Conversion Cross-sell Retail Up-sell 63

SaaStr

FEBRUARY 8, 2019

Bridget Gleason is VP of Sales @ Logz.io, the startup that uses predictive analytics and machine learning to provide monitoring, troubleshooting and security. Before Logz, Bridget was VP of Corporate Sales @ Sumo Logic where she drove ARR up by a record 237%. How does one structure commissions for the sales team with that in mind?

Commission 47

Commission Sales Construction Start-ups 47

Salesforce

MAY 8, 2024

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.

Drivers/motivators 52

Drivers/motivators Commission Finance Sales 52

SaaStr

MAY 8, 2020

What does Jessica believe is the right way to do proper pipe reviews? What specific elements does Jessica really double click on in reviews? What does Jessica believe is the right way for sales reps to engage with new customers during this time? How should sales teams and CS respond to requests for discounts?

Cross-sell 74

Cross-sell Contract Start-ups Up-sell 74

Openview

APRIL 3, 2018

I recently caught up with a sales rep for a Fortune 500 company that has rolled out an overly complex comp plan with a complicated series of multipliers and significant number of SPIFFs (Sales Performance Incentives. This sales rep knew his clients didn’t need that module and wasn’t going to force it on them.

Commission 72

Commission Account management Quota Sales 72

PandaDoc

MAY 13, 2024

Want to increase sales and boost your bottom line? This article will focus on the sales enablement process, what it means for your organization, and how you can benefit from the approach. Key takeaways Sales enablement equips sales and marketing teams with everything they need to succeed. What is sales enablement?

Objectives and Key Results 52

Objectives and Key Results Legal Cross-sell Sales 52

SaaStr

JANUARY 8, 2022

Scaling your sales team can be one of the hardest things to do in SaaS. What’s the best way to help your sales team navigate today’s changing markets and changing priorities? And what’s the right time to fill crucial sales leadership roles? 1 Buyers Expect Personalization in Outbound Sales.

Cold Call 97

Cold Call Teamwork Represent Negotiate 97

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. Meghan Gill | VP of Sales Ops @ MongoDB. All right everyone, thank you so much for joining us today for our panel on how to design a sales comp plan to get you to 100 million dollars. Want to see more content like this?

Territory 55

Territory Contract Cross-sell Drivers/motivators 55

Openview

MAY 30, 2018

We’ve all heard Tom Cruise’s famous line from Jerry Maguire, but showing your sales team members the money is often a complicated equation. In this guide, you’ll find tips for designing sales compensation packages that yield results and actually scale. Salary or Bonus-Heavy Compensation: Which Model is Best?

Objectives and Key Results 147

Objectives and Key Results Commission Appointment Lead generation 147

Sales Hacker

JANUARY 25, 2019

That wonderful time of the year where the sales thermometer resets to zero and your sales team pounds the pavement to deliver 150% over last year’s quota! Or, your SKO can be a colossal waste of time and money that will leave your sales reps questioning your leadership. That’s up to you. Here goes: 1. Have A Defined Purpose .

Quota 63

Quota Sales Presentation Drivers/motivators 63

SaaStr

NOVEMBER 20, 2020

Look at what Zoom did to WebEx. Look at what Slack did to HipChat. They’re Builders. In fact, the two jobs of a founder/CEO are antithetically opposed to zero-sum and attack thinking. First, at a strategic level, the founder/CEO has to see the future, a positive future, that is 100x bigger than today. Probably True.

Real Estate 136

Real Estate X-functional Contract Healthcare 136

SaaStr

JANUARY 21, 2020

Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. Justin Welsh | SVP Sales @ PatientPop. I was a local sales manager or regional manager.

Quota 104

Quota Sales Healthcare Territory 104

SaaStr

AUGUST 12, 2020

Rather than the CEO running around telling the engineers exactly what to build, you now have product managers. Rather than having this feeling of disconnected functional areas, everyone in the company knows what to work on. To me, that’s what the cadence says. David Sacks | General Partner @ Craft Ventures.

Finance 114

Finance X-functional Launch Objectives and Key Results 114