3 Key Takeaways from Xactly Unleashed Virtual SPM Summit

Jun 17, 2020
4 min read
With change happening in our world at a record pace, we can’t survive without adaptability. Hear why adaptability is the future of business from Xactly VP Brand & PR, Mary Jo Rose.

Today, we’re hosting our company’s inaugural virtual event, Xactly Unleashed Virtual Summit. It’s the first time in our history that we haven’t gathered together in-person for our annual user conference. 3,000 people, representing 46 countries will join us to learn about why now more than ever, Sales Performance Management is necessary for enterprises to remain competitive and succeed.

Many teams worked behind the scenes building the content that we’re sharing today. And one thing that seems very real this year is that no one needs convincing that things are changing, and hopefully for the better. Today is a landmark event for us. It makes us proud to know that we will deliver on our promise to help you “unleash your true sales potential.” 

I want to share a few, high-level takeaways from the event, so you can begin to imagine the sales org of the future.

At last year’s event, Chris Cabrera’s keynote opened with a quote from Canadian Prime Minister, Justin Trudeau, “The pace of change has never been this fast, yet it will never be this slow again.” 

And it’s incredible how much the world has changed since then. 

Today Chris included the second sentence of Trudeau’s quote: “You are rightly anxious about how quickly our existing business models are being disrupted.” Nothing could be more true today. And it makes sense that there’s unrest when we look to the future. The past few months have been a whirlwind of change—and it’s been a unique journey for each and every one of us. 

Now as we’re starting to come out on the other side, we’re emerging in a world with an entirely new way of not only doing business, but how we live, think, and interact with each other.

Entering a New Era: What’s next?

Before the COVID-19 pandemic, we were working in offices, jumping on planes for meetings, and managing our day to day business affairs mostly face to face. And literally within a flash, the majority of the world’s workforce was sent home to work. Productivity for many has improved and increased and the stats show it. At Xactly, we have tripled our use of Zoom, Slack messages reached nearly a million last month alone.

We’re in a new era⁠—a remote and virtual selling environment is our new normal. Business leaders must think differently, with greater urgency, and develop data-informed sales strategies that focus on driving the right behaviors and aligning teams with corporate goals. Companies that invest in tech solutions today will have a better chance of bouncing back from current economic challenges and setting themselves up for success in the future.

It’s a new world, and a new seller experience is an essential imperative.

Some of you may remember Jason Dorsey from our conference last yearwe actually commissioned him to do some research for us that will be unveiled in the opening keynote today. According to this new data from the Center for Generational Kinetics:

  • 88% of respondents say that need to trust sales leadership 
  • 87% of respondents say that they are motivated by team performance
  • 87% also said that they want transparency into commissions and incentives

In order to deliver on these key elements, organizations must adopt technologies that accomplish the following:

  • Drive the right behaviors by meeting reps where they are in their existing workflows. 
  • Allow sales leaders to access engagement insights to help align their teams with corporate goals. 
  • Reimagine business strategies, tactics and visions by tailoring them to new market realities.

Continuous sales planning is critical now more than ever.

The latest Forrester research—which Principal Analyst, Mary Shea, will share in her closing keynote this afternoon—indicates that 90% of businesses believe making real-time decisions based on real-time insights is important to be effective. Yet, less than one-third say they actually can course correct, or adapt their incentives. They know it is important, but they can’t do it.

Forrester also reports that 79% of companies are under more pressure than ever before to deliver on higher growth targets. The C-suite is under incredible pressure for their board of directors to deliverrevenue, results, growthand you can’t do that without creating incentives that drive the behaviors to make that happen.

You can no longer be complacent.

Without the means to change sales plans, we’re accepting a complacent kiss of death. 

No longer can you follow gut either when it comes to planning, setting quotas, and designing territories. 

According to Forrester, “AI-powered Sales Performance Management (SPM) unlocks the advanced insights that fuel continuous planning.” The path to informed, continuous planning requires partnership with an SPM provider that offers the strategic guidance and AI-enabled solutions necessary to bridge the knowledge, process, and technology gaps in business planning today.

It’s the difference between reacting to survive and proactively taking action to succeed.

That’s why Xactly is unveiling new ways to help you today. We have developed data-packed keynotes, invited innovative thinkers to join in a dynamic customer panel, and designed breakout sessions that will give what you need to make an immediate impact in your organization, as soon as tomorrow! 

We are confident that after today’s event you will have what you need to navigate these changes. We are here to give you the guidance and relentless support you’ll need to transform sales in your organization. 

Today you will be one step closer to unleashing your true sales potential!

  • Sales Performance Management
MJ Rose
Mary Jo Rose
VP, Brand and PR

Mary Jo Rose is a creative, high energy communications professional. She has extensive experience developing compelling customer stories and vibrant brands.