James Mayfield had a problem with his sales force. It wasn’t that his team wasn’t selling. In fact, business was good. It was what happened after deals were closed. Mayfield is a business analyst at Cascade, distributor of orthopedics and prosthetics. Like many small businesses, their company president doubles as the CFO. According to Mayfield, before [...]
Monthly Archives: November 2012
Drive the Right Behavior with Automated Incentive Software
Posted by Xactly Media on November 29, 2012
Of Carrots & Sticks: Re-thinking Motivation
Posted by Xactly Media on November 28, 2012
Here’s a fact social scientists know that most sales managers don’t: Traditional sales rewards aren’t as effective as you think. Psychologists Karl Duncker and Sam Glucksberg proved this with an experiment called the “candle problem”. In it, the subjects were led to a table with one candle, a box of thumbtacks, and matches. Their task [...]
Simplify Your Sales Compensation Like Ron Swanson
Posted by Xactly Media on November 27, 2012
Parks and Recreation’s reluctant government employee Ron Swanson is a simple man: his 3 joys in life are woodworking, hunting, and meat. But Ron’s simple ways don’t keep him from playing a huge role in the parks and rec department—in fact, his team would be lost without his visionary -isms. Want to become your own [...]
Tour: Sales Comp Beyond Spreadsheets
Posted by Jon Ann Lindsey on November 26, 2012
About 90 percent of growing companies still use Excel spreadsheets to manage sales commissions and incentives, introducing risk and inefficiencies to the process. Thirty-year-old technology isn’t as efficient as modern solutions. We will show you how Xactly Express can optimize your significant incentive compensation investments. Join us for a product tour Wednesday, Nov. 28, 2012, [...]
Xactly Customer GlobalEnglish Named 2012 Ventana Research Business Technology Leadership Award Winner
Posted by Jon Ann Lindsey on November 20, 2012
GlobalEnglish Recognized for Cloud Computing Leadership Leveraging Xactly’s Cloud-Based Sales Compensation Management Platform SAN JOSE, Calif. – November 19, 2012 –Xactly Corporation customer GlobalEnglish has been named the 2012 winner in the Cloud Computing category of the 7th annual Ventana Research Business Technology Leadership Awards. The category specifically recognizes organizations that have utilized cloud computing [...]
BrightTALK Picks Xactly to Power it into More Professional Communities
Posted by Jon Ann Lindsey on November 19, 2012
Global Webinar Leader Chooses Sales Performance Management System from Xactly SAN JOSE, Calif. – November 19, 2012 – Global online webinar and video pioneer BrightTALK™ has chosen Xactly Express as its core sales performance system. Xactly is the pioneer in SaaS-based compensation and performance management solutions. BrightTALK provides webinars and videos for professionals and their [...]
Create a Sales Growth Masterpiece with Incentive Compensation Software
Posted by Caitlin Roberson on November 15, 2012
What makes art speak to you? Is it the separate elements—the themes, colors, textures, media? Or how these separate elements form the whole together? Like great art, when it comes to strategies that skyrocket sales growth, the whole is greater than the sum of its parts. Many organizations pay attention to the individual elements of [...]
A little home-grown humor
Posted by Jon Ann Lindsey on November 14, 2012
Sure, you hear the Sales department and the Finance department say. We’ll tell you what they really mean. Watch “Sales vs. Finance: Lost in Translation” and see if this scenario sounds familiar. But seriously, folks … here’s more on aligning Sales and Finance.
Boost the ROI of Your Sales Rewards with Incentive Compensation Management Software
Posted by Xactly Media on November 14, 2012
Incentive programs report an 80% success rate in achieving their goals when the correct reward is offered. (Source: Incentive Federation study) We know, we know. It sounds so simple. After all, none of us refute the ties between rewards and performance. As a matter of fact, more than 83% of organizations have some form of performance-based pay [...]
Win Like Michael Jordan with Sales Commission Software
Posted by Xactly Media on November 13, 2012
Basketball season is upon us, and that means one thing when viewing late-night sports TV: highlights of great moments in basketball. Some recent footage took a trip down memory lane to the 1991 NBA finals, one of the most highly contested finals in history, when the Chicago Bulls beat the Los Angeles Lakers. Michael Jordan [...]
