What makes incentives even stronger? How can you get even more from your team?
Well, Katie Guest of Carestream Health has a few ideas.
It goes along with the challenge that Xactly CEO and Founder Christopher Cabrera gave to the CompCloud crowd yesterday.
Guest’s thoughts for making incentives even stronger?
“It’s not having the data,” Guest said, “It’s what you do with it. How do you use it to grow your business?”
She suggests getting sales managers to use the data as a tool to train people. Analytics shows you who your best sales people and who needs help.
“I think one of the big, big things is this visibility,” she said.
Her company specializes in digital medical imaging and other healthcare IT.
At the time Carestream adopted Xactly, the company was also changing its sales structure, its incentive plans and more. It was, she said, a bit much.
Before the 2007 transition, each country’s office ran comp with its own plans and processes through different departments.
Guest and her team, set up Xactly with administrative training, and, over the course of the year, the company was able to revolutionize the whole sales team, with the new groups, plans and more.
Once Xactly was flowing, comp, she said, was the least of their worries.
“It is very intuitive and easy to learn,” Guest said.