Good sales plans, good sales performance. Steer clear of 3 of the 6 most common sales compensation management mistakes. Then find out what to drive sales performance towards.
Monthly Archives: January 2012
Can your sales incentive program really make your company more efficient? According to a recent survey by the Aberdeen Group, it can. Following up on study of sales performance management best practices, the Aberdeen Group released a brief showing that Xactly customers reported: 36 percent shorter sales cycles 25 percent lower sales turnover 37 percent [...]
World’s Business Commerce Network Taps Xactly Incent to Efficiently Manage 60+ Compensation Plans in 20 Currencies for 567 Service and Sales Employees SAN JOSE, CA – January 30, 2012 – Xactly Corporation, the leader in on-demand incentive compensation and sales performance management, today announced that Ariba, Inc., the world’s business commerce network, is using Xactly [...]
Looking to keep the team together? Check out this Business World piece on hiring and retaining a sales team. There’s a lot to think about when creating your comp plan, but don’t forget to take in revenue lag. Monetary benefits were the preferred sales force performance driver in a recent study of the soft drink [...]
It’s a new year. Yes, heave that heavy sigh. Now, get into that conference room. Do you know how to avoid the most common sales compensation management mistakes?
Home-grown sales compensation databases may be one step above Excel spreadsheets, but not always by much. Being tethered to an SQL database makes companies inflexible and slow-moving. With it, many companies use software that is ill-equipped for their needs. Ariba, pioneer of B2B web commerce, knew these growing pains well. They were ahead of the [...]
Over the past few weeks, we’ve talked about rewarding the right jobs in the right way. From our webinar with the Chally Group to this blog series with quick incenting tips for different roles, we want to help you provide sales compensation that gets results. (Check out what I had to say about incenting hunters and rewarding farmers over the [...]
Customizable Templates Enable SMBs to Improve Sales Effectiveness by Easily Configuring Sales Compensation Plans Built on Decades of Customer Best Practices SAN JOSE, Calif. – January 24, 2011 – Xactly Corporation today announced the release of the Xactly Express Plan Store, customizable sales compensation templates for small and emerging businesses. The Xactly Express Plan Store [...]
Ever wonder how to best match sales people to jobs? Check out our webinar with Chally Group on their research into what works best.
SellingPower Magazine lays out seven tips to stay positive in sales. You did hear about our new iPad app, right? It works in tandem with our solution for small-to-medium sized businesses. Harvard Business School had an interesting piece examining how president’s clubs and other incentives work as sales motivators. David Chichelli of the Alexander Group [...]