Bret Wilbur

 97% of leaders admitted to experiencing challenges with their sales compensation plans. Here are 5 ways to mitigate these issues. 5️⃣ Focus on alignment. 39% of RevOps leaders said their comp plans fail to align with their key performance indicators. Avoid shaping your comp plan until your main business objectives are fully formed and agreed upon. 4️⃣ Test it. A high-level test involves applying last year's number to your proposed plan (you can do this in QuotaPath). Go deeper by scenario testing according to next year’s revenue assumptions. Then odentify the highest possible commission payout a rep can achieve on a deal. 3️⃣ Measure performance. Review attainment over time, revenue growth rate, earnings by plan component, and more. 2️⃣ Recognize that your comp plans require love and adjustments throughout the year. 1️⃣ Tailor elements of your compensation plan to account for specific roles, territories with varying sales cycles, or unique team dynamics. (A seasoned rep entering a new market shouldn't be on the same comp plan that they were on previously.) Full article here: https://lnkd.in/gbpqTDgd

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Guess what? Uncappd AMA is back! 🎉 Monica Levine, Senior Manager - Sales Incentives and Strategy at Yext will be joining us to answer your questions on: ✅ How to keep your reps motivated and driven ✅ Streamlining sales comp processes ✅ Designing SPIFs that really work ✅ Assessing the effectiveness of your sales comp program ✅ Advancing your career in sales compensation 📆 April 25, 2024 ⏰ 12 Noon ET Don’t miss out. Send your questions and be a part of the AMA session. Link in comments! 🔗 #uncappd #AMA #salescompensation #salescomp #commission #sales

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ICYMI Gong’s Ask Anything feature for Contacts launched last week. And Brian LaManna, Gong AE and 4x President’s Club member, is giving away his most successful Ask Anything prompts. Don’t sleep on these! ⬇️ “Before product + feature launches, we put our own 500+ in GTM to the ultimate test. Our team rolls it out internally and pushes us for feedback. As daily power users of Gong, we challenge our product team for perfection. Then we go live to our 4,000+ customers. Gong's Ask Anything feature for Calls, Deals, Accounts, Contacts launched last week! 𝐒𝐭𝐞𝐚𝐥 𝐦𝐲 𝐟𝐚𝐯𝐨𝐫𝐢𝐭𝐞 𝐩𝐫𝐨𝐦𝐩𝐭𝐬: Prospecting: -Who has shown interest at this account in the past? -Why did the last opportunity turn closed-lost? -What's their tech stack? Pipeline Reviews: -What risk is there with this deal? -Have they ever looked into our competitors? -Have we discussed security, legal, or the signer yet? Also, noticed my sales leaders asking me way less questions... The real 'source of truth' lies in the actual conversations. Not what reps choose to put into CRM 💥” Write these down, and use them for BIG wins this quarter.

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How should frontline sales professionals approach selling to the C-suite in 2024?💡 We called on ZoomInfo’s top salespeople — including Henry Schuck, our founder and CEO — to bring you the definitive guide for selling to the C-suite. Hear from Henry about why he's excited to launch our newest solution, ZoomInfo Copilot 👉 bit.ly/3vMj8dY

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Sales is an incredibly competitive arena—to stay ahead of the curve, decisions have to be shrewd and strategic. Jeb Scarbrough, COO of SalesVista, has called on leaders to evolve from conventional manual Incentive Compensation Management to slick, automated comp solutions. But why do we need this transition? 🔎 Automation develops pinpoint precision and clarity, minimizing error and building trust within your sales force. It releases time that is too valuable for your salespeople to be wasted on something other than closing deals and growing revenue. It's more than just efficiency when you automate incentive compensation; you're building a foundation for sustainable success and scalability. Step into the future—embrace automation and watch your sales team prosper. 📈 #DigitalTransformation #Sales #SalesLeadership #SalesGrowth #SalesCommissionRevolution

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Want to elevate your sales game and win over C-suite executives? 📈 Learn from the best with ZoomInfo's top sales tips, including insights from our CEO and Founder, Henry Schuck! Discover the definitive guide to selling to the C-suite in 2024: bit.ly/4aSCL3i

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Selling on cloud marketplaces is a game-changer for your sales strategy. What does this actually mean for AEs and how can you take advantage of these benefits? Take a look at this blog for more tips for unlocking co-selling success, written firsthand by Invisory’s AE, Javier Melo. Read it today: https://lnkd.in/ghRH5C98

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Want a smoother sales comp process? 🚀 Start with a solid tech stack, set standard policies, and keep your plans consistent. ✨ In the Uncappd AMA #2, Monica Levine, Director - Sales Incentives and Strategy at Yext, shared her take on motivating sales reps, running SPIF programs, and much more! Check out the detailed recap from the link in comments! 🔗 #uncappd #ama #salescomp #salesreps

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Go ahead...hit that Gong 💥 We've teamed up with the talented folks at Gong to bring Ecosystem Intelligence into your revenue workflows! 🙌 Crossbeam Copilot for Gong puts Ecosystem Intelligence and insights directly within Gong so you can access key ecosystem data to provide context, improve engagements, and close deals faster. 📈 The best part? Do it all within Gong Engage to stay in the flow of work 😎 Here’s a quick rundown of what teams can do: - Simplify prospecting with access to automatic partner overlap data - Uncover better leads, identify key contacts and easily add them to your CRM - Leverage plays packed with relevant actions to take based on contextual insight for every deal - Close deals faster with access to warm intros and account insight right from within your app Learn more: https://lnkd.in/gP8VcziH

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The SaaS experts are coming! Sales comp design? The relationship between Sales and Finance? You asked, so I'm bringing in the experts for these exclusive events. June 25 – Building a Scalable Sales Comp Plan: Fundamentals & Best Practices This is a top question, so I brought in the experts from QuotaPath. You won't find this exclusive training elsewhere unless you hire a Sales coach. June 26 – The Relationship Between Sales and Finance – How Should This Really Work & Subskribe Overview I'm joined by Prakash Raina, Co-founder @ Subskribe and John Medeiros, Group Product Manager @ Subskribe. Save your seat here: https://lnkd.in/gsQzGgWi #SaaS

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The SaaS experts are coming! Sales comp design? The relationship between Sales and Finance? You asked, so I'm bringing in the experts for these exclusive events. June 25 – Building a Scalable Sales Comp Plan: Fundamentals & Best Practices This is a top question, so I brought in the experts from QuotaPath. You won't find this exclusive training elsewhere unless you hire a Sales coach. June 26 – The Relationship Between Sales and Finance – How Should This Really Work & Subskribe Overview I'm joined by Prakash Raina, Co-founder @ Subskribe and John Medeiros, Group Product Manager @ Subskribe. Save your seat here: https://lnkd.in/gsQzGgWi #SaaS

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How do you find the RIGHT RevOps hire? 💡 Shantanu Shekhar, Senior Director of GTM Operations at Gong, shares his time-tested triad to evaluate the interviewing candidate: 🤔 Thought Leadership: What kind of impact have they created in their previous roles? ⚙️ Process Leadership: What different projects have they worked on, and were they able to deliver results? 👥 People Leadership: What’s their communication strategy, and how do they translate tactics to drive change? We’ve compiled 11 other precious pieces of advice from seasoned RevOps experts ✅ Check them out here: https://lnkd.in/gQvE468T #revops #hiring #advice #careergrowth

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Should your #RevOps team be on an incentive plan? “I do think RevOps should have their own compensation structures,” said RevOps Leader Sarah Ditmars. “The better the team does, the more revenue made. This revenue directly reflects your team’s performance, which is tied to RevOps’ efforts and responsibilities.” According to Pavilion’s most recent compensation benchmark report, the most common variable pay split for a RevOps role is 85% base and 15% variable. That 15% could be tied to a quarterly accelerator or cash bonus tied to profits. Or, you could adopt a profit-sharing model. Our latest blog features some examples and best practices for RevOps comp plans. Thanks for sharing your expertise with us, Sarah!

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When Gong launched their newest product, they needed happy customer quotes to support marketing for the release. Here's how they got 'em: 1️⃣ Customer Marketing built a survey with Product Marketing and Customer Success in our platform. They emailed it to top beta users of the new product (Gong Engage) — focusing on a wide range of customers, not just high NPS users. 2️⃣ They shared the constructive feedback received with their product team. This helped them make improvements and fix bugs pre-launch. 3️⃣ After the product was fully launched, they re-sent the original survey just to users who were happy with the product. The second send brought in strong testimonials that were turned into microsites and mini case studies. And quotes that set the stage for competitive stories, sharing why someone left another solution for Gong instead. Gift that keeps on giving ✔️

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Attention HR leaders and CFOs: The Form 5500 deadline for calendar year 401(k) plans is fast approaching on July 31st. As you gear up for filing, consider if you're investing excessive time and resources in plan administration. Pooled Employer Plans (PEPs) present a compelling solution: - Reduced administrative burden - Lower fiduciary risk - Cost savings through economies of scale - Improved retirement outcomes for employees PEPs enable multiple unrelated employers to join a single 401(k) plan overseen by a Pooled Plan Provider (PPP). The PPP manages most administrative duties, including Form 5500 filing. Curious about how a PEP could transform your organization? Let's connect and explore how you can streamline your retirement plan management while enhancing your benefits offering. #401k #EmployeeBenefits #HRStrategy #RetirementPlanning

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What's it really like working with RevPartners? Take it from one of our partners (customers). An enterprise billing platform. Have multiple customers over $300M in ARR. They do dozens of large-scale implementations a year. And their leadership doesn't look any further than RP to implement the science of sustainable revenue growth. Why? Their faith was born in working with Hannah Rubin. Hannah takes a "doctor, not a waiter" approach to strategy. She's super genuine with our partners, and makes sure to make EVERYTHING accessible. This partner worked with Hannah daily for nearly six months. Hannah supported a variety of projects, from strategy to implementation Direct quote: "The bonus, she's an awesome human! Hannah is the reason I looked no further than RP!" Oh...and the kicker? This leader is on a "personal crusade" to evangelize HubSpot (and influence others to leave Salesforce) so that even more of her customers can work with RP. We love to hear feedback like this, but we REALLY love when we can help our partners grow by optimizing their HubSpot instance and strategizing for success. Happy Friday and keep being AWESOME, RPers! 🤠 🤠 🤠

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15 actionable inside sales tips every rep needs to hear! https://bit.ly/3PXLOZ4 #sales #insidesales #leaders

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