Category: Sales Comp

“A” for Effort or “F” for Fail?

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At Xactly, we know that incentive compensation can produce win-win outcomes for companies and their employees. In Game the Plan: Every Sales Rep’s Dream; Every CFO’s Nightmare, Xactly CEO Christopher W. Cabrera brings attention to this important idea and also challenges readers to change their mindset about what it means to  “game the plan.” When compensation and incentives are done right, gaming the plan actually motivates reps to meet goals that benefit both…

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Four Things to Stop Doing Immediately if You’re in Sales Ops

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As a sales operations professional, you likely already know many tricks of the trade, but even the most seasoned sales ops pro might be hindering their success without even knowing it. You’re charged with helping the sales organization at your company run effectively and efficiently while supporting business strategies and objectives. To ensure you’re fulfilling these aims and avoiding common sales ops errors check the list below.

1.Ignoring the Day-to-Day Experiences of your Sales reps

We…

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5 Critical Ways to Tap into Your Team’s Psychology & Inspire Performance

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Motivators are like fingerprints – everybody has a different set. This can be a daunting realization for most managers, that everyone want’s something unique to them, and trying to take this into account while crafting a compensation strategy is downright dizzying. But because motivation is a science, we can get closer than ever to pinpointing the motivational desires of each employee. Why is this? Because while no two people have the same set of…

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