Explore Features for Sales Teams
Learning Objectives
After completing this unit you’ll be able to:
- Understand how sellers benefit from using the Salesforce Spiff platform.
- Discuss the different functionality that’s core to the seller’s Salesforce Spiff experience.
For your sellers, Salesforce Spiff is a tool they can trust because it’s transparent, boosts productivity, and serves as a resolution center for their commissions.
Transparency
Customized Rep Statements with Key Performance Indicators
The number-one motivating factor for a sales rep is immediate validation of their work. Once your reps are able to see the efforts of their work in realtime on their rep statement, motivation skyrockets. This simply doesn’t happen with monthly or quarterly commission statements. With Salesforce Spiff, your sales team has real-time transparency and can keep track of earned commissions all within their typical workflow using their customized statement.
They can gain visibility for the current period or past periods, and understand metrics—such as total commission for the period, commission breakdown, commission trends, payout rules, and the ability to trace.
Statement Tracing
Your sellers gain visibility using Tracing, which is the ability to see the commission calculation details of many components displayed on their rep statement. Tracing provides complete transparency into every calculation, allowing them to understand the implications of changes to plans, and makes approvals easier. And it saves finance and ops teams from having to take time to answer commission calculation questions by giving reps visibility into how commissioned activity is calculated right within their statement.
Productivity
Real-Time Updates—Even on the Go
With the Salesforce Spiff, it’s never been easier to keep your sales reps plugged in to the data that matters most. Both the Salesforce Spiff platform and the mobile app give sales reps real-time visibility into their commission statements, potential earnings, and performance metrics, no matter where they are. Best of all, there are no manual calculations in spreadsheets or other distractions that keep them from working on high-priority items.
Commission Estimator
The Salesforce Spiff Commission Estimator brings data into the sales process earlier. This improves visibility and behavior for your sellers and managers, which in turn drives productivity and more revenue.
Commission Estimator takes the logic behind commission plans and uses it to generate real-time calculations to estimate any rep’s potential commission and quota attainment as they configure and modify opportunities and quotes in Salesforce.
Once configured, sellers see commission estimates on new and existing opportunities and quotes right within Salesforce. The estimated calculations are based on an organization’s plans. So team estimates update automatically as changes are made to plans within Salesforce Spiff.
Strengthen Trust and Alignment with Salesforce Spiff
Dispute Management
Using Salesforce Spiff, you can streamline the commissions triage process with tickets, real-time commenting, and email notifications for better alignment and cross-org collaboration. All team members can open tickets on statements or deals and see the status of their tickets. Admins can manage all open tickets and assign out to team members for faster response.
Overwrites, Adjustments, and Approvals
With Salesforce Spiff, users can quickly request or understand changes so they can get back to revenue-generating activities. Adjustments and overwrites made to any data sources are all tracked and available in a simple audit log complete with comments and threads, so sellers can fully trust the process. And they don’t need to waste time with approvals. Multi-signature approval workflows automatically notify cross-functional team members via Slack, email, and right in Salesforce Spiff when it’s time for them to take action.
By now, you should have an understanding of how Salesforce Spiff helps sales teams improve transparency into commissions, increase productivity and focus, and grow trust and alignment with other departments. For more about Salesforce Spiff, check out the quick video in Resources.