Groupon recently announced it will fire and replace the bottom 10% of its sales force. The reason? CEO Andrew Mason said Groupon wants more high-value customers. The news got us thinking, every sales team has a bottom 10%. Who is responsible for the laggards—the sales reps or the company? Let’s explore Groupon’s sales model to [...]
Monthly Archives: October 2011
Lessons from Groupon’s sales team: How to improve sales performance
Posted by Xactly Media on October 31, 2011
Weekly Round-Up
Posted by Xactly Media on October 28, 2011
Our recruiters will be at Chico State talking with students Wednesday, Nov. 2. Stop by and say hey. Because commission automation streamlines finance systems it can help companies think beyond traditional methods of incenting, Xactly’s Vice President of Marketing told TMCnet.com. Hear more and learn about Xactly’s solutions for small-to-medium sized companies in the full [...]
Your comp plan keeps top talent
Posted by Xactly Media on October 27, 2011
It’s a bird. It’s a plane. No, it’s a silver lining in a jobs report. News of increased high technology hiring in Michigan, the Boston area and in Silicon Valley is welcomed by tech workers wanting to jump to a new job. (Looking? Xactly is hiring. Check us out.) But hot hiring trends sparking innovative [...]
The New Sales: Driving Revenue with Aaron Ross
Posted by Xactly Media on October 26, 2011
Are your sales teams set up to deliver predictable revenue? Are you sure? Aaron Ross created Salesforce.com’s groundbreaking sales lead generation process and now consults with companies on creating consistent revenues through his firm Predictable Revenue, Inc. That’s why we’re very excited to feature sections of Aaron’s excellent book “Predictable Revenue.” It’s a how-to for [...]
Strategies for Customer Renewal through Customer Success (Part II of VI)
Posted by Bernie Kassar on October 25, 2011
Customer renewal is the new currency for growth. It was the software-as-a-service (SaaS) business model, with its dependence on retention for revenue that gave customers control. New, shorter-term agreements shifted the power from the vendor to the customer with a lower cost-of-entry. With that kind of flexibility, simply put—good customer service isn’t enough. Even ‘satisfied’ [...]
Starting Off Right: Redesign Your Compensation Plan
Posted by Xactly Media on October 24, 2011
Companies will succeed this year, if leaders prepare. That includes having an updated sales compensation plan in place to inspire and reward. In developing a new plan leaders shouldn’t only consider the target pay for each job, they should also think about how much variable pay they believe the job should include. Variable pay is [...]
Weekly Round-Up
Posted by Xactly Media on October 21, 2011
A salesperson’s motivation changes through a career, according to new research from professors out of Southern Methodist University and the University of Kansas. An article in Selling Power magazine lays down the highlights. Contributor to the Harvard Business Review and pricing expert Rafi Mohammed makes an argument for profit-based commission – rather than revenue or [...]
Just say no: Automation for automation’s sake
Posted by Xactly Media on October 20, 2011
Wait, there’s more to the future than automation? Aren’t robots and computers supposed to do everything for us in tomorrow-land? Apparently, no, according to Xactly CEO Christopher Cabrera. Successful launches of programs that automate compensation processing aren’t just about plugging the service in, he said in an interview with an industry organization. While it’s great [...]
Survey says: Insights help business
Posted by Xactly Media on October 19, 2011
Automated compensation systems and dashboards that provide insights into sales successes make managers more successful, data from the newest CSO Insights trends report shows. Formal dashboards detailing sales successes were one of the most effective coaching tools. The survey found that sales reps in such a system met quota 63 percent of the time. Companies [...]
Xactly Eases Sales Compensation Management Time and Complexity with Latest Version of Xactly Incent
Posted by Xactly Media on October 19, 2011
Enhanced Workflow and File Sharing Capabilities Make It Easier and More Efficient for Customers to Route, Track and Approve Required Sales Compensation Documents Xactly Corporation – SAN JOSE, CA – October 19, 2011 –Xactly Corporation, the leader in on-demand sales compensation management and sales performance management (SPM), today announced the release of Xactly Incent 7.2. The [...]
