Learn How Salesforce Spiff Impacts Users
Learning Objectives
After completing this unit you’ll be able to:
- Describe the top users of Salesforce Spiff, and how it can help them and your organization.
- Understand how Salesforce Spiff can motivate your end users to perform higher.
Let’s look at some of the key users of Salesforce Spiff in your organization, the challenges they face, and the value Salesforce Spiff provides.
Sales Leaders
Your sales leaders and managers care about making money for your business; your reps want to get paid accurately and on time. Salesforce Spiff helps your leaders build trust with their reps through greater visibility into commission structure, and motivates reps through visibility into how deal changes affect earnings. This allows their teams to focus on revenue-generating activities and productive work weeks without disruptions. Here are a few ways Salesforce Spiff can help your sales leaders do their jobs better.
Challenge | How Salesforce Spiff Solves It | Salesforce Spiff Features |
|---|---|---|
Sales leaders and managers need to meet increased revenue goals by driving specific rep behaviors. | With Commission Estimator, managers can give reps the ability to see how deal changes and strategic discounting impact potential commissions. |
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Sales leaders and managers have to use multiple systems for communicating with reps about commissions and reviewing/approving statements. | Managers have a centralized place to review and approve commissions and communicate with reps. |
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Sales Ops and Revenue Ops
Your Sales Ops and Revenue Ops teams simplify the management of complex commission structures, streamline commission updates, automate payout workflows, and drive alignment with your sales reps. They value smooth system rollouts/implementations, operating at maximum potential, and seamless integrations. These are a few ways Salesforce Spiff can help your ops teams get the job done.
Challenge | How Salesforce Spiff Solves It | Salesforce Spiff Features |
|---|---|---|
Manual commission processes are slow, error-prone, cumbersome, and spread across multiple systems. | Data is imported from all data sources daily and is used to automatically calculate/update commissions, eliminating human error and decreasing processing time. |
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Legacy commission automation solutions require significant vendor assistance and setup, slowing down plan creation and adjustment. | Designer allows admins to quickly and easily create, modify, and manage plans without the need for professional services or heavy coding. |
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Manual commission management causes trust issues and provides zero visibility or transparency into the commission process. | Data and user management ensure making changes is easy, while ghost rules allow admins to make changes that won’t impact their teams until they’re ready for it. And version history and activity log make it easy to see what change was made, when, and by who. |
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Finance
Your finance leader or finance team automates the creation and management of complex commission structures, streamlines reporting, simplifies compliance activities and audits, and gives your reps greater visibility into commissions. Your finance team values automation, efficiency, speed, and accuracy; Salesforce Spiff can help them in all those areas.
Challenge | How Salesforce Spiff Solves It | Salesforce Spiff Features |
|---|---|---|
Slow, clunky processes for updating commission plans don’t scale. | Changes and adjustments to plans can be done in seconds and are automatically applied at scale. |
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Spreadsheets and spreadsheet-based software mean daily manual recalculation of commissions. | Finance can show reps their commission data (automatically synced from Salesforce and calculated) without having to request it. |
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There are tons of commission-related questions from a larger sales team. | Admins can easily show reps exactly how their payouts are calculated without any manual work. Questions from reps can be addressed as they arise, right from within the platform. |
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Manual report compilation takes up a lot of time. | Admins can create custom reports from real-time data within the platform. |
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As an organization grows, the finance team spends too much time on commission processing and answering rep questions. | Workflows and automation decrease the time spent on processing commissions and answering questions. |
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End Users
Salesforce Spiff end users can be your account executives, account managers, customer success managers, business development reps, sales engineers, or sales support. Your end users care about hitting their quotas and earning commission. They do value the success and satisfaction of the customer but primarily are driven by how much money they can make. Here’s how Salesforce Spiff helps your end users overcome a lack of visibility into commission structure, stop wasting time calculating commission, reduce asking for clarification, and deal with ever-changing plans.
Challenge | How Salesforce Spiff Solves It | Salesforce Spiff Features |
|---|---|---|
Without real-time commission data visibility, reps need to check with finance on the status of payouts. | Reps have access to real-time commission data so they don’t have to request updates or wait until close to view payouts. |
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Reps have a hard time figuring out their commissions and potential earnings. | Rep commission statements automatically update in real time, and these statements give them visibility into their potential earnings right within Salesforce. |
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Reps don’t have visibility into how their commissions are calculated. | Reps can look at their deals and see exactly how their payouts are calculated with tracing. |
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Reps don’t have time to sift through tons of commission data and spreadsheets in order to understand their commissions. | Reps have a single source of truth for all commission data so they have one place to go to see their current and potential earnings. |
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After this quick introduction to Salesforce Spiff, you have a better understanding of how Salesforce Spiff powers sales commission programs and improves cross-department performance. To learn more specifics around who Salesforce Spiff helps and the challenges they overcome, see Commission Management with Salesforce Spiff.
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