The Future of Sales: Focus on Actions that Drive Growth

Blog
Aug 13, 2020
3 min read
Recent global and economic events have exposed a weakness in modern businesses—they can’t adapt to change as quickly as they need to. Discover why Sales Performance Management (SPM) is imperative to be prepared and survive in today’s rapidly changing world.

Our world is evolving at lightning speed. As soon as we think we’ve tackled one challenge, we’re already in the midst of another. As business leaders, we need to sell more, retain top talent, and create incentives that drive the behavior we want—while managing risks and costs. However, this never changes; the recent global pandemic and the subsequent economic downturn have accelerated trends and put increased pressure on our responsibility to deliver exponentially every day. 

According to Forrester, when disruption hits, less than one-third of companies (27%) can adjust their sales plans effectively. Yet, 90% of leaders say that making real-time changes to plans is critical. We know the importance of continuous sales planning, but most are doing absolutely nothing to achieve it. So maybe the biggest issue is: why aren’t we doing everything in our power to best respond to disruption?

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Forrester Research: The New Sales Imperative

We should be focusing on growth, not recovery.

This is a challenging time for everyone. AND, not every company is struggling right now. Why?

Because an incredible opportunity existsit is imperative to rethink, redefine, and approach selling in a new way. The most successful organizations will take advantage of this time to innovate and step up their game. It’s a trend McKinsey & Company is already seeing.

Companies are finding new leaders in unexpected places, well down the org chart. Some young middle managers are defying the problems and frustrations of this difficult period to achieve far more than others.

McKinsey & Company,
 

You don’t need a leadership title to lead amidst this disruption. The question is: are you willing to? 

Sales Performance Management (SPM) isn’t a recovery strategy; it’s a best practice. Whether you accept it or not, we’re smack in the middle of a sales rebirth. The world and industries we operate in are rapidly transforming. The practice of doing nothing out of fear of making the wrong decision, or because there are too many unknowns, is no longer acceptable. 

Being at the helm and helping leading companies navigate these changes, with software that actually can help solve these problems, is a great thing. As experts in SPM, we provide our customers with the guidance and solutions they need to stay in control and achieve results. We know that operational agility is vital in responding to changes in the market. We are here to help you do just that—simplify the complex—to help you adapt quickly and maintain high levels of operational efficiency. 

Ask yourself this: how are you going to respond when your top competitor buys Xactly and can strengthen their performance, and you are not able to? Then what?

We’re at a crossroads: it’s time to move into the future of sales.

Sales Performance Management bridges the gap between data sources and centralizes your past and present performance insights and future forecasts in one place. This makes the information accessible and consistent across your entire organization. It gives you deeper visibility into real-time changes within your company, like deal movement, pipeline acceleration, etc. With artificial intelligence (AI), SPM unlocks valuable advanced insights beyond your quarterly performance to answer questions like: 

  • Are we on track to hit our goals as a team and a company? 
  • Are any of our top performers at risk for turnover?
  • How can we maximize our efficiency?
  • How can we streamline processes to free up time for our team to be more strategic?

SPM opens the door to sales excellence. It allows you to stay one step ahead of disruption by empowering your team to pivot plans quickly and ensure you’re always on the best path to reach your goals. We’re operating in a world where every dollar counts, and a miscalculation or misguided decision creates inaccurate forecasts, and that’s not a mistake any of us can afford to make. 

You need to be able not only to respond to change with agility; you must be able to anticipate change and preemptively adjust plans ahead of it. And we shouldn’t be wasting our precious time trying to get our manual processes to do what Sales Performance Management already can.

If you want to learn more about how Xactly can help, reach out to me—and join our upcoming webinar to learn more about the New Sales Imperative. We’ve got your back.

About Xactly

Xactly envisioned Sales Performance Management. We were born in the cloud, made for enterprises, and have unmatched data capabilities. For the past 15 years, our sole mission has been to expand the SPM vision and support our customers in their quest for sales excellence. We partner with and help customers worldwide in 130 countries process more than six billion compensation calculations per year and navigate global disruptions successfully. It’s the difference between failure and success, and we are here to help you.

  • Sales Performance Management
Authors
Karrie Lucero
Karrie Lucero
,
Content Marketing Manager

Karrie Lucero is a Content Marketing Manager at Xactly. She earned marketing and journalism degrees from New Mexico State University and has experience in SEO, social media and inbound marketing.

jamie anderson cso
Jamie Anderson
,
Chief Sales Officer

Jamie Anderson is a proven tech executive with a reputation for building and scaling global sales and go-to-market organizations. Prior to joining Xactly Jamie held senior executive roles with Adobe, Marketo and SAP.