There’s a quiet crisis playing out in sales organizations across every industry.

In 2025, quota attainment is slipping in nearly every sector and Sales organizations are under more pressure than ever.

Reps are missing quotas. Comp plans are outdated before they’re rolled out. And too often, there is a complete disconnect between what sales leaders want and what their teams actually do.

Sales Teams are under pressure and it shows

Across industries, we’re all seeing it:

• Compensation plans that don’t reflect evolving priorities
• Reps are confused about what behaviours drive rewards
• Fragmented tech stacks create more work, not less

It’s no surprise that RevOps leaders are frustrated. It’s also no surprise that those who’ve invested in SPM CRM tools like Spiff are seeing real change, and not only in payouts, but in performance culture.

That's why gatherings like the Spiff events are not just industry meet-ups; they are strategic necessities.

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What is SPM?

Sales Performance Management (SPM) is the process of planning, managing, and optimizing sales compensation, territory alignment, and performance analytics to drive seller behaviour and achieve revenue goals.

Pain points we hear at every Spiff event

Similar frustrations surface at every Customertimes-hosted Spiff session and underscore why SPM is now mission-critical.

“We can’t afford to keep managing compin spreadsheets.”
“Reps don’t trust what they can’t see.”
“We have the data, but we can’t act on it.”

These aren’t complaints, but rather the exact kinds of pain that the SPM ecosystem is designed to relieve.

SPM + Spiff: Turning strategy into behaviour

Modern SPM platforms like Spiff exist to close these gaps. When combined with deep Salesforce integration, Spiff becomes the connective tissue between executive strategy and seller execution.

How Spiff solves the pain points?

Automated, auditable compensation typically eliminates spreadsheet chaos, and real-time dashboards show reps exactly how actions convert to earnings. Further, no-code plan changes let RevOps adjust rules in hours, and embedded analytics surface the incentives that accelerate pipeline velocity.

Companies that rely on Spiff report faster plan rollouts, higher rep trust, and double-digit jumps in quota attainment. And that’s thanks to incentives finally a with reality.

When strategy, systems, and sellers operate from one source of truth, revenue stops leaking and starts accelerating.

Why Customertimes facilitates and nurtures these conversations

As a long-standing Salesforce integrator and Salesforce implementation partner, Customertimes works closely with the SPM ecosystem to connect platforms like Spiff into existing workflows.

Customertimes embeds Spiff inside clients existing revenue stack:‍

• Automate compensation with robust rule engines
• Increase transparency by surfacing real-time earnings in Salesforce
• Align incentives to shifting GTM priorities in days, not months
• Build trust with audit-ready payout workflows reps and finance both accept

Ready to Fix the Leak?

If compensation still lives in spreadsheets, or your reps do not know how today’s calls affect next month’s paycheck, join the conversation.

Sign up for the Spiff Community

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Gain access to monthly roundtables, real-world case studies, and experts who turn SPM theory into revenue reality.

Stop the leak. Align incentives. Let performance speak for itself.