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 quicker rep ramp up

What accounts for the efficiency of sales teams with access to Xactly’s sales incentive solution?

The numbers prove something we have longed believed – sales performance management is about more than just calculating commissions. Done right, it can help revolutionize your sales team.

Here’s how Xactly’s real-time quota attainment dashboards, incentive estimators and quick, accurate payment system help sales teams.

Shorten sales cycles

We believe our customers were able to maintain shorter sales cycles in part because of our important motivating tool – the incentive estimator. Using it, reps can click a button to discover the value of deals in the pipeline to their personal bottom line.

Lower turnover

Sales reps jump jobs for lots of reasons. But, if they don’t feel that they are being rewarded fairly or can’t see the relationship between their work and their rewards, we believe that they are more likely to leave.

Xactly keeps reps happy – and productive – by improving the speed and accuracy of their pay. Payout dashboards also allow sales people to see the value of their efforts in real-time.  Taken together, these elements build trust between sales and finance organizations and loyalty to the company among individual reps.

Rep ramp up

Sometimes, one of the hardest things to teach a new rep is what is important to the company. But with a simple and effective way to draft a compensation plan that does just that coupled with an easy way to communicate it, reps do better sooner. They immediately understand what’s required to succeed and they can focus their efforts.

The survey also found the new sales people in Xactly-powered companies made quota more often in their first year on the job. We weren’t surprised.

Shorter sales cycles, low turnover and quick rep ramp up equal increased sales efficiency.

How can we make your sales team more effective?