Category: Sales management

Four Things you Need to Know About Real-Time Data


Analyzing real-time data has the potential to turn your decisions completely on their head, and fuel company growth like crazy. The sky is the limit, and includes any historical or current data you have—whether it pertains to quotas or territories, performance or pay.Let’s dig in to the four critical things you absolutely need to know about real time data:

1.) Long-term data facilitates long-term results

Xactly has gathered more than eight years’ worth of empirical data,…

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Solidifying the Science of Sales Operations


Sales Ops

Sales have often been considered something of a dark art, with the exact causes of success and failure being as mystifying as alchemy or divinations. In this medieval mindset, great sales achievements were fortunate breaks, and poor sales performance was chocked up to bum raps and better luck next times.

But as business evolved, it had to leave behind the guesswork, and become a true science. Sales Ops was and is critical…

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“A” for Effort or “F” for Fail?


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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