7 ways to improve CRM adoption
Date: 10/11/2012 Length: 30 min.
Many growing companies share the same frustration – Difficulty getting sales people to fully utilize CRM tools like Salesforce.com. In fact, more than two-thirds of companies struggle to raise CRM adoption rates above 50 percent.
In this webinar you will:
- Why sales people don’t use CRM
- Tips to increase CRM adoption within the sales force
- How incentives can increase CRM adoption
Let us show you how cloud-based applications can generate growth by maximizing your investment in back-office applications, including CRM.
5 Pains of Sales Compensation
Date: 9/26/2012 Length: 51 min.
Growing businesses have a million tasks to accomplish. Efficiently and intelligently managing sales commissions and incentives typically gets left to Excel spreadsheets. But incentives and commissions are a significant part of driving growth for companies.
In this webinar you will:
- Learn about the top pains of managing sales compensation
- Hear best practices for managing incentives for growing companies
Configure to Compensation – Sell more, better and faster
Date: 9/12/2012 Length: 50 min.
Find out how automated Cloud based business solutions deliver improved sales behavior increasing your win rate, quota attainment and the retention of your best people.
Join us to:
- Hear Mike Burns, from British Gas outline how Big Machines and Xactly have helped streamline their sales process
- Discover how automated solutions deliver easier incentive calculation and improved motivation
- See how Big Machines and Xactly integrate with leading CRM systems to deliver real bottom line results
Reward Hunter Sales People To Close Deals
Date: 9/12/2012 Length: 39 min.
The first sales role filled is often the Hunter – the rep who hits the streets (or his phone) every day finding new business for the company. It’s important to the survival of any business that this role is filled with the right people motivated to sell right.
In this webinar you’ll learn the tips, tricks and pitfalls of Hunter rewards and compensation. You will finish with a checklist of
- what to look for in a Hunter,
- how best to incent them,
- and how to keep them focused on what matters to the firm.
Successfully Leading Sales Compensation Processes
Date: 8/22/2012 Length: 47 min.
Are you looking for the best way to guide your company’s sales incentives design and implementation? We’ve brought in someone to guide you.
Mark Donnolo knows sales incentives. He’s spent the better part of 25 years helping businesses improve sales effectiveness, including his work at SalesGlobe. And, Donnolo and the SalesGlobe team have spent more than a year learning how effective CEOs manage sales compensation.
Discover some of the research results Donnolo included in his new book, What Your CEO Needs to Know About Sales Compensation, in this free webinar hosted by Xactly Corp.
Learn the questions effective CEOs use to help create incentive plans that drive the right kind of sales behavior including:
- Does the plan motivate behaviors that meet our priorities.
- How will we cover things that sales comp can’t do.
- And, what do we need to change in the organization.
The Goldilocks Rule: Getting Incentives Just Right
Date: 6/13/2012 Length: 53 min.
Have you ever wondered how much incentive is just right? Too much, and your team may be inspired to game the system. Too little, and sales may not be inspired to do much at all.
Join us for this webinar with the experts at The Cygnal Group to learn how to get key components of your sales compensation plan just right.
We’ll include how-to tips for
- Starting with the right target pay
- Balancing the mix of incentives and salary
- Setting your over-goal rates to deliver an inspiring upside that won’t break the bank
Make sure your incentives deliver the right amount of pay for the right activities at the right cost of comp for your business.
If you can see it, you can hit it – UK sales growth webinar
Date: 6/13/2012 Length: 45 min.
Join Xactly and The TAS Group for an insightful webinar to discover how to maximize your companies sales efforts to increase win rate, quota attainment and the retention of the best people.
Join the webinar and:
- Learn how easily understood, transparent and flexible compensation plans can deliver positive results to your bottom line
- Discover how automated solutions deliver easier incentive calculation and improved motivation
- Find out how real-time opportunity and account management, and intelligent deal coaching deliver measurable sales growth
- Watch how smart playbooks, accurate sales forecasts and predictive analytics let people see their progress and success
Smart Incentives – 4 Market-Data Driven Fundamentals
Date: 5/9/2012 Length: 48 min.
Add market data to increase the power of your incentives! Join Xactly and Payscale for this important 1-hour webinar that will amp up the motivation in your sales compensation plan.
You will learn the latest on
- Using market data to set your comp strategy
- How geography could impact pay
- Optimizing incentives by role.
Your Path to Growth – Best Practice Channel Sales Compensation
Date: 4/17/2012 Length: 55 min.
Join salesforce.com, Xactly and Channelinsight as they share best practices for growing your channel sales. Learn how to solve the three most important challenges you face in your channel:
· Timely visibility into accurate and complete sales information,
· Creating effective compensation plans that grow sales,
· And integrating channel sales and comp data into Salesforce CRM.
Leverage the knowledge that these three cloud-based leaders bring to help you solve your channel sales challenges.
Effective Incentive Comp – Learn from Carestream Health
Date: 3/27/2012 Length: 52 min.
Carestream Health is able to succeed because it doesn’t rely on Excel spreadsheets to manage incentives. Instead, they are able to quickly and accurately reward and motivate for 100,000+ sales transactions.
Learn how Carestream Health gets more from sales compensation, including: visibility into performance and pay for sales reps around the globe, the convenience and portability of a cloud-based solution, and a truly global compensation plan.
SPM Spring Cleaning Webinar Series Replay:
Let the sun into your sales back office
Date: 3/21/2012 Length: 53 min.
Every business wants to simplify operations, respond to market changes quickly and maintain rich performance reporting.
However, as complexity seeps in over the years and technology ages, the sales back office gets bogged down. Weak and dated sales performance management processes could be costing your business.
We’ll help you get the dust out.
Learn how to diagnose and resolve common sales back office ailments in this webinar with the experts at Compensation Analytics, LLC.
Learn Top Sales Compensation Trends of High Performing Companies
Date: 2/22/2012 Length: 43 min.
Hear results of the survey taken by nearly 300 companies who are using sales performance management to grow their business and learn the commonalities Aberdeen found amongst the top performers.
One common trait amongst top performers? The best performing companies were more likely to be Xactly users who are benefiting from automating their sales compensation process.
Test Your Sales Comp – Is This Thing Working?
Date: 2/15/2012
Length: 59 min.
You’ve put the plan into place. You’ve gathered the team you need to succeed.
Now you need to make sure all of the pieces work together.
To survive and succeed in 2012, you’ll have to keep your resolutions to be a better, stronger and more profitable company.
You need to know if the systems you’ve put in place – including your most important sales team motivator, your incentive plan – are working.
This quick tip webinar, led by Sibson Consulting expert Joseph DiMisa, will give you the 6 key metrics you need to watch to assess your sales compensation plan.
This webinar is part of our Resolve series, designed to help you begin the new year on the right footing.
Keep your resolutions this year.
Quick Tips – Get The Team You Need To Win
Date: 1/18/2012
Length: 50 min.
To survive and succeed in 2012, you’ll have to keep your resolutions to be a better, stronger and more profitable company with the right investments.
Among the most important investment you can make? The right team with the right rewards.
Automation: A Complete Buying Guide to Sales Comp Strategy’s Most Critical Component
Date: 12/14/2011
Length: 48 min.
Want to get more out of your sales compensation plan – including increased agility in responding to market changes and easy sales performance monitoring? In this free webinar we learn how automation can help you get better results.
Sales Transformation – A Simple Process to Align Corporate Objectives and Sales Compensation
Date: 11/16/2011
Length: 58 min.
Businesses use sales compensation systems to reward sales people for positive results and align pay opportunity with their strategic objectives—but it’s a complicated process. While well-designed compensation drives appropriate behavior and attracts, retains, and motivates top sales talent, insufficient execution can cause inappropriate behavior and unwanted turnover, as well as increase sales costs.
Essential Sales Compensation Design Tips
Date: 10/20/2011
Length: 56 min.
Effective compensation starts with effective plan design. With the right kind of compensation plans, companies can reward desired behaviors to produce desired results and achieve transformational revenue goals—each month, every quarter, and every year.
It’s safe to say your company’s success in 2012 hinges on what sales compensation plans you develop today, so join us to discover the importance of proper plan design. We’ll also discuss how you can successfully balance the most critical components of world-class compensation plans, from pay mix to performance metrics.
How Effective Compensation Transforms Sales Results For the SMB
Date: 9/28/2011
Length: 56 min.
To keep up in the SMB marketplace, you have to deliver more value and even better prices than your competition. This requires your sales team to sell your highest margin offerings to a targeted group of prospects—and all of this hinges on how well your sales compensation plans drive desired behavior. The challenge is, you lack sufficient time and resources to effectively implement your plans, and your sales results suffer. Still, you don’t want to lose out on new accounts or forfeit recurring business you already own.
In this webinar, Clairmail Director of Marketing Operations Sean Mulvihill will discuss how Clairmail successfully eliminated commissions disputes and guided desired sales behavior by automating their sales compensation, improving real-time visibility into sales data, and developing more strategic comp plans—despite limited personnel and minimal IT resources. Mulvihill will also discuss which incentives and types of quotas worked best, as well as how Clairmail expanded sales in the channel, ultimately transforming sales performance organization wide.
