A majority of companies spend 10% or more of total revenue on sales compensation. Even the smallest error in compensation calculation can be a costly mistake. Not only that–incorrectly paid reps are distracted reps because they spend time shadow [...]
Earlier this year, we worked with the Sales Management Association (SMA) to conduct a survey of more than 100 organizations on sales territory design and planning. Check out highlights from the survey below or download the executive summary here.
Can you name the top city in the U.S. for building a new sales team? Houston? Denver? Seattle? Those would all be good guesses, but we wanted to cut out the guesswork using Xactly’s 12 years of compensation data and answer the question with hard [...]
Research Report Salesperson Retention and Turnover According to new research from the Sales Management Association, organizations consider just one out of five new sales reps added in the last 24 months to be successful. The problem is not only [...]
Given an aging population worldwide and the rise of emerging markets, medical device companies of all sizes have opportunities for growth. At the same time, companies face unprecedented challenges due to an increase in healthcare regulation and [...]
High tech manufacturers continue to see strong demand for their sophisticated products whether it is in the areas of electronic equipment, testing equipment, or renewable energy. Similar to the precision involved in managing their manufacturing [...]