Get to Know Salesforce Spiff
Learning Objectives
After completing this unit you’ll be able to:
- Discuss how Salesforce Spiff solves the challenges of commission programs.
- Explain the value Salesforce Spiff brings to your business.
Commission Challenges
Your sales team is probably all too familiar with the challenges that come with commission programs. Too many sales reps have no idea how much commission they’re owed at any given time. This can make it hard to understand one’s income and plan for the future. That’s why so many commission-earning employees (probably even yours) keep track of their own deals throughout each pay period, either in a spreadsheet or scrap piece of paper. This admin work is time-consuming, frustrating, and distracting—and takes time away from selling and generating revenue.
And then there’s the management side of compensation programs. Commissions are mathematically and logically complex. And since the only constant of commissions is frequent change, this can create a daunting task for your finance and sales ops teams. The problem with managing commissions in spreadsheets is the lack of scale, power, and speed with automation. It’s difficult, time-consuming, and risky to calculate large amounts of data accurately, and impossible to provide any visibility to your sellers.
Say Hello to Salesforce Spiff
Salesforce Spiff is a new class of software that helps create trust across your organization by delivering real-time automation of commission calculations and motivates your sales team to drive top-line growth. With a combination of an intuitive UI, real-time visibility, and seamless integrations into current systems, Salesforce Spiff is the first choice among high-growth businesses. The Salesforce Spiff sales compensation platform provides transparency and motivation for your sales teams. And it enables your finance and sales operations teams to easily self-manage complex incentive compensation plans.
The Value of Salesforce Spiff
Ease of Use
Commission automation doesn’t have to have a high barrier to entry. But if you’ve tried other commission automation platforms you likely have encountered a steep learning curve—making it impossible to reap the benefits of automation without first learning new systems and processes. That extra time and effort keeps your business from embracing financial automation. Salesforce Spiff Designer eliminates that mental-model gap, combining the ease-of-use of a spreadsheet with the scale, power, and speed of automation. Salesforce Spiff makes it easy to build and manage your commission plans more efficiently and effectively.
Trust
When your commission calculations are incorrect, research and corrections take time to sort out. And such inaccuracies can cause distrust between your sales and finance teams, adversely affect your company culture, and lead to decreased motivation. With Salesforce Spiff, your finance team can automate the commissions process, and your sales team can trust the calculations and data because of the traceability provided. Both teams know they can trust the flexibility of Salesforce Spiff to allow them to create commission plans that are designed to motivate for the best possible revenue result.
Real-Time Visibility and Transparency
Every user gets a performance dashboard on the Salesforce Spiff platform and the mobile app. The number-one motivating factor for sales reps is immediate validation of their work. Once your reps are able to see the efforts of their work in realtime, motivation skyrockets. This simply doesn’t happen with monthly or quarterly commission statements. Salesforce Spiff also has robust permissioning and approval tools, allowing your users to control who can see what. Your reps can trace every single calculation in the system. And the Salesforce Spiff Commission Estimator brings even more visibility and motivation into a sales cycle as your sellers build opportunities and quotes in Salesforce.
Automation and Scalability
Old-school commission management is a manual, time-consuming process that doesn’t scale. Some companies have tried to update their systems only to discover the automation platform they purchased is just a professional services team handling their existing workload. Salesforce Spiff truly automates your compensation planning regardless of complexity and volume. The Salesforce Spiff platform processes millions of statements a day and updates in realtime.So changes to your commission plans require just a few clicks to match your source data and sales activity to your rep statements. Whether your organization has 10 or 5,000 commissioned employees, all of your data is available in realtime, and all your sales comp structures automatically update as deals close.
Insights and Analytics
Salesforce Spiff offers you multiple levels of reporting and analytics. Excel exports, business intelligence, custom SQL database, and API access are all available.
Audit Ready
Salesforce Spiff is the industry-leading commission expensing platform. And it follows the revenue recognition rules of ASC 606 and IFRS 15. How? The platform allows your finance team to maintain balances by ledger accounts, including the ability to break down amounts and groups using unlimited levels of subgrouping down to the obligation line-level details. Your finance and accounting teams no longer have to comb through complicated commission sheets. With just a couple of clicks, relevant expenses are populated so they can have confidence in compliance.
The Power of Salesforce Spiff
With Salesforce Spiff, your organization doesn’t have to make tradeoffs in order to manage commission. Salesforce Spiff knows that commission plans are complex, business moves fast, companies need to be able to make changes without having to wait for professional services, and there’s a need to motivate reps to close deals that drive top-line growth. That’s why Salesforce Spiff is designed to be:
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Familiar: Your organization can build and manage plans on its own, regardless of the complexity.
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Powerful: Salesforce Spiff can handle complex plans and calculate your commissions in real time as deals close.
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Flexible: Your organization can build plans, calculations, reports, and even sales rep statements in a way that makes sense for your teams and workflows.
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A great rep experience: Your reps can easily get visibility into their commission data that helps them stay motivated whether they’re in the office, at home, or on the go.
Now that you have a basic understanding of Salesforce Spiff, it's time to dig deeper into the people it helps and the challenges it helps solve.