Sales

How to Lose a Sales Guy in Ten Days

Hopefully most of you get the reference in the blog post title to the classic chick flick How to Lose a Guy in Ten Days. If not, I’ll give you a quick synopsis: Advertising exec Benjamin Barry bets colleagues he can make any woman fall in love with him in ten days, and conveniently enough ambitious “how-to” columnist Andie Anderson decides to write an article about how to lose a guy. Silly capers ensue…

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If You Give a Rep a Comp Plan

If you give a rep a comp plan, they’re going to want a few things first – like, a quota, some territories, a whole mess of plan components and spiffs and even some goals. On top of that, you’re going to have to let them game this plan, and build it using insights from empirical benchmarking sources. Its a lot of work, so take a look at this post to see what is in store for you as you design a comp plan for your reps.

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How is Data Reshaping the way we Compensate and Motivate Sales Reps?

Doug J. Chung’s recent article in the Harvard Business Review, “How to Really Motivate Salespeople,” examines and explains multiple significant compensation studies of the last two decades, and how those theories can be implemented in any sales organization. Chung also describes his own experiences in the field, and details his confidence in the move towards using data as a blueprint for designing and implementing optimum sales plans.

 Let Data be Your Guide

At Xactly,…

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