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5 Steps to Boost Sales Productivity

Elay Cohen
CEO & Founder
Saleshood

Join Elay Cohen, CEO and Co-Founder of SalesHood and Former SVP Sales Productivity from Salesforce and Steve Eddy, Xactly Inspire product manager, as they discuss 5 steps you can take in sales enablement to quickly boost sales productivity.

Steve Eddy
Senior Product Manager
Xactly

Accelerate Sales by Removing Distractions

Stuart Croft
New Voice Media

Your top priority should be to keep your sales team as productive as possible. Sales organizations spend too much time wading through corporate noise, and less time doing what they do best: selling. They are becoming too distracted by having to pay attention to demands from management, company standards, billing, notes, legal etc. It’s time to step back and let them achieve. Join NewVoiceMedia, Xactly, and Salesforce CPQ to learn how to leverage technology to drown out the noise, and boost productivity and sales.

Accrual Accounting: Surviving the “Apocrualypse”

Cole Connelly
Product Manager
Xactly

New accounting standards are impacting commission expense reporting for US companies! Learn how to use Incent and Analytics in ways that will allow the transition to be smooth for your incentive comp team.

Ad hoc vs. sustainable change response: Flexera Software case study on what works

Elizabeth Lages
VP Global Sales Operations
Flexera Software

Hunter James
Regional Sales Director Global
OpenSymmetry

A lot can happen in two years. For Flexera, two years meant exponential growth and major changes in the business landscape that left their once-functional Xactly instance outdated. The question was then: how should their rapidly-changing organization manage change purposefully in an automated environment? Join OpenSymmetry and Flexera for a walk-through case study on stabilizing Flexera’s Xactly environment, including a breakdown of the business challenges Flexera faced, painful lessons from the initial ad-hoc approach to addressing change, key criteria evaluated for the business decisions, and the business case for the investment required for a more scalable approach.

Analytics 101: The Basics

Sonia Rossi
Technical Product Trainer
Xactly

Learn about the basics of Xactly Analytics and how you can leverage it for the administrative and sales teams to communicate information effectively.

Analytics According to the Experts

Desta Price
SVP, Products & Education
Xactly

Join us for a panel of Analytics experts to answer all of your reporting questions. Whether you're a beginner or seasoned user, bring your questions and we will help take your reporting to the next level.

Nichole Giamona
Director, Product Management
Xactly

Join us for a panel of Analytics experts to answer all of your reporting questions. Whether you're a beginner or seasoned user, bring your questions and we will help take your reporting to the next level.

Cole Connelly
Product Manager
Xactly

Join us for a panel of Analytics experts to answer all of your reporting questions. Whether you're a beginner or seasoned user, bring your questions and we will help take your reporting to the next level.

Analytics Basics - Reports and Dashboards

Sonia Rossi
Technical Product Trainer
Xactly

Review Xactly's best practices with Analytics Reporting and Dashboards. Customize reports or leverage pre built content to create graphically dynamic sales dashboards.

Analytics: Build Easy to Read Dashboards

Cole Connelly
Product Manager
Xactly

Are your dashboards crowded and hard to read? Come learn about dashboard formatting and views that will allow you to create dashboards that will wow your team.

Analytics: Diving into Functions, Formulas, and Filters

Sonia Rossi
Technical Product Trainer
Xactly

Are you tired of dumping your Incent data into Excel for analysis? Learn how to create reports in Xactly Analytics using Functions, Formulas, and Filters.

Analytics: Keeping up with Versioning

Cole Connelly
Product Manager
Xactly

Your business is constantly changing. Learn how to build Analytics reports that will not be left behind. We will discuss how to manage versions from Quotas, Positions, People, and Hierarchy in Analytics.

Ask the Incent Experts

Desta Price
SVP, Products & Education
Xactly

Join us for a panel of Incent experts to answer all of your questons. Whether you're a beginner or seasoned user, bring your questions and we will help take your knowledge to the next level.

Caitlin Steel
Director, Product Management
Xactly

Join us for a panel of Incent experts to answer all of your questons. Whether you're a beginner or seasoned user, bring your questions and we will help take your knowledge to the next level.

Gary Cottrell
Strategic Solutions Director
Xactly

Join us for a panel of Incent experts to answer all of your questons. Whether you're a beginner or seasoned user, bring your questions and we will help take your knowledge to the next level.

Nancy White
Customer Success
Xactly

Join us for a panel of Incent experts to answer all of your questons. Whether you're a beginner or seasoned user, bring your questions and we will help take your knowledge to the next level.

Attracting Top Talent with Industry Insights

Nichole Giamona
Director, Product Management
Xactly

Are you looking to attract and keep top talent? Incentive compensation is a key driver in keeping those rock stars! Join us to look at trends in Incentive Compensation for various industries based on Xactly Insights.

Xactly Insights uses real, empirical industry data to reveal best practices around incentive compensation that will drive your sales reps to new levels of achievement.


Automation 101: Automation & Integration - Using Xactly Connect to Accelerate Your Process

Gary Cottrell
Strategic Solutions Director
Xactly

Xactly Connect provides numerous options for integration and automation (ODBC, REST, Salesforce.com and Workday Connectors). These options allow customers and partners to build and manage integrations directly. We will also discuss options for integration services including Xactly's Integration Services team, integration partners and solution partners. Learn how Xactly's customers are integrating source data systems and automating the incentives process through Xactly Connect.

Best Practices for Managing Changes in the Sales Team

Nancy White
Customer Success
Xactly

The sales team is always changing. Learn how to best manage onboarding, transfers, and promotions leveraging techniques such as proration.

Calc 101: The Basics on Incent Calculations

Nichole Giamona
Director, Product Management
Xactly

Learn about the basics of the Incent calculation process as orders flow to credits, commissions, bonuses, and payments. Also, learn about the basics of draws and balances.


Commission Expense Forecasting with Salesforce.com and Xactly Incent

Gary Cottrell
Strategic Solutions Director
Xactly

Modeling Sales Pipeline for Commission Expense can be time consuming and difficult, but the combination of Salesforce.com and Xactly Incent have changed the paradigm. Join us to explore how you can gain full transparency and accurate accruals all through a single point of access in Salesforce.com.

Commission Rules 101: Mo Money No Problem

Joe Aizawa
Technical Product Trainer
Xactly

Learn about the brains behind the calculation of your commissions. Which commission type is right for your plan? Discover how the rules drive the payments your users see and get some hands on experience with them.

Compensation Strategy: The DNA of the World's Best Compensation Organizations

Gary Cottrell
Strategic Solutions Director
Xactly

Over Xactly's 12 year journey we have worked with 1,000s of executives and identified the DNA of a world class incentives. Join us to hear insights on 24 distinct best practices we have learned from our experience.

Conducting a UAT: Key learnings from the success of Grifols Bioscience and ZS

Penny Hatch

Sr. Commercial Data Analyst
Grifols Biosciences

Taylor Hanken
Solution Architect
ZS Associates

As an Xactly system administrator, you’re probably tasked with the ownership of user acceptance testing (UAT) at the end of any implementation or configuration work. You enter the UAT thinking that your implementation partner knows your plans and has implemented them correctly. However, too often, the UAT is where errors and issues with the system are finally caught. Suddenly, the project that seemed on track is in jeopardy, and the UAT has become the project phase that separates “successful” projects from “significantly delayed” ones.

Grifols Bioscience partnered with ZS to update and enhance its Xactly system, and together will present insights from our UAT success story. Employing a strategic and tactical approach to UAT will ensure that your implementation is fully vetted, and that your system administrators are fully prepared, allowing end users and stakeholders to return to their daily responsibilities.

Cox Automotive's Automation Journey

Jessica Owen
Director, Sales Incentive Compensation
Cox Automotive

This session will take you on our automation journey. Following the lead of Xactly Strategic Services, we invested heavily in data integration. Cox Automotive is now sourcing all credits for commissions and performance management directly from Salesforce using Xactly Connect. This has saved us several hours in labor, increased trust and credibility, and increased time to sell for the Sales team.

Stephen Andrews
Senior Manager, Sales Incentive Compensation
Cox Automotive

Credit Rules 101: It’s How We Roll

Joe Aizawa
Technical Product Trainer
Xactly

Learn about the rules that start it all. Discover the power that these credit rules and the process of getting the right credit to the right people. Then get some hands on experience with them.

CSCP Exam Prep: Understanding Sales Compensation Essentials

Joseph DiMisa
CSCP
Korn Ferry Hay

Prepare for the Certified Sales Compensation Professional Exam! This three-hour prep course led by sales compensation expert, Joseph DiMisa, CSCP, from Korn Ferry Hay, gives you the step-by-step road map you're looking for to advance your sales compensation knowledge.

When it comes to compensation programs, sales compensation has its own specific set of nuances. This course guides you through the incentive-based compensation world by offering an orientation to essential concepts and design approaches to ensure you understand the underlying issues of sales compensation. An easy-to-reference guide explains foundational information in today's terms using clear, helpful visuals.

By the end of class, you'll have a solid understanding of key sales compensation issues, including how to set target pay levels, market pricing, performance measures, payout formulas, quota setting and administration. You'll also understand how to evaluate sales cycles, as well as plan for future ones.


Designing incentive plans that motivate different generations

Steve Marley
Principal
ZS Associates

One of the biggest incentives challenges today is determining how to best motivate Millennials. ZS conducted an extensive research project across several generations of sales people to understand how different demographic characteristics influence the desirability of different incentive characteristics. The results can help you improve your incentive designs for Millennials, Gen-X, and Boomers, by considering flexible hours, contests, pay frequency, team incentives and more.


Effective Dating 101: Are you looking for the right data?

Joe Aizawa
Technical Product Trainer
Xactly

Learn about the magic that lets Incent calculate current, past and future orders perfectly. Discover the feature tracking changes in Incent as they happen and then put these concepts into practice.

Express Fundamental 1

Lisa Kolstad
Solutions Consultant
Xactly

An introduction to the Xactly Express application. We will be conducting the typical web-based training in person over three sessions. This will allow for interactive Q&A and deeper discussions as time permits. This is the first of the three-part training.

Lissa Radman
Express Implementation Consultant
Xactly

Express Fundamental 2

Lisa Kolstad
Solutions Consultant
Xactly

An introduction to the Xactly Express application. We will be conducting the typical web-based training in person over three sessions. This will allow for interactive Q&A and deeper discussions as time permits. This is the second of the three-part training.

Lissa Radman
Express Implementation Consultant
Xactly

Express Fundamental 3

Lisa Kolstad
Solutions Consultant
Xactly

An introduction to the Xactly Express application. We will be conducting the typical web-based training in person over three sessions. This will allow for interactive Q&A and deeper discussions as time permits. This is the third of the three-part training.

Lissa Radman
Express Implementation Consultant
Xactly

Express Round Table

Andy Drogo
Manager, Product Management
Xactly

Join for a free flowing discussion with similar customers and Xactly product experts.

Matt Hohmann
Product Specialist
Xactly

Forecasting with Xactly Analytics

Cole Connelly
Product Manager
Xactly

Learn how Xactly Analytics can help you and your finance teams better predict your company’s commission expenses. We’ll work on reporting and spend modelling techniques to gain visibility on financial impacts of your incentive compensation plans.

Game the Plan: Getting More for your Compensation Dollar

Gary Cottrell
Strategic Solutions Director
Xactly

Have you ever wondered what it is like on the other side of the commission check? In this session we will explore the psychology behind Incentives and how to design plans that inspire performance from your sales teams.

Get Certified! NEW Incent & Analytics Certification Session #1

Xactly University

New Certification Program starting at CompCloud 2017! Xactly Incent and Analytics certifications are now issued for two years from the date they are taken. Certification exams will be updated yearly to reflect the latest enhancements across our product suite. You can select from the following certifications when you join a Certification Session.

  • Incent Level 1 - Certified
  • Incent Level 2 - Professional
  • Incent Level 3 - Expert
  • Incent Level 4 - Master
  • Analytics Level 1 - Certified
  • Analytics Level 2 - Professional
  • Analytics Level 3 - Expert
  • Analytics Level 4 - Master

Get the Competitive Edge: Insights for Saas and Software

Nichole Giamona
Director, Product Management
Xactly

Are you wondering about the latest Incentive Compensation trends in the Saas and Software worlds? Join us for lively discussion and to find out if you're competitive with the market based on Xactly Insights.

Xactly Insights uses real, empirical industry data to reveal best practices around incentive compensation that will drive your sales reps to new levels of achievement.


Getting Started with Express

Xactly University

Many sessions throughout CompCloud will include lab exercises to illustrate the functionality and best practices discussed. This session will introduce you to your personal Express business for use during CompCloud.

Getting Started with Incent

Xactly University

Many sessions throughout CompCloud will include lab exercises to illustrate the functionality and best practices discussed. This session will introduce you to your personal Incent business for use during CompCloud.

Here’s Looking at You: New Features for Lookup Tables!

Caitlin Steel
Director, Product Management
Xactly

Learn about the latest and greatest Lookup Tables - multiple dimensions, big data, edit on the fly and more… come see how using the new and improved tables can make your plans easier to administer.

Gina Cook
Sales Compensation Professional
Zebra Technologies

How to Maximize Your Understanding of your Analytics Data

Cole Connelly
Product Manager
Xactly

Learn how to build Xactly Analytics reports that help you analyze, interpret and optimize your company’s incentive expense and performance data. Customize reports and dashboards to display data following best practice concepts for all sales-related roles in your organization.

How Xactly Uses the Power of Insights Internally

Erik Charles
Vice President, Product Marketing
Xactly

If you are responsible for top-line revenue, you can not ignore the impact that even the smallest change to the commission plan can make. In this session, we will discuss how Xactly leveraged Xactly Insights™ to:

  • Benchmark ourselves against companies in our industry
  • Understand how other companies measured their sales team
  • Redesigned our compensation plans based on actual industry payment data

Xactly’s Insights customers report as high as a 5% increase in quota attainment vs their peers. During this roundtable discussion find out how Xactly used our own systems to identify opportunities for improvement, propose changes, achieve buy-in from key stakeholders across the company, and improve the way Xactly closed business.

Identify Opportunities to Improve your Utilization of Xactly

Maria Oczko-Canant
Team Lead, Strategic Services
Xactly

Come see how you can improve your sales compensation administration program with best practice guidance and self assessment framework provided by the Xactly Strategic Services team.

Leveraging dozens of client program assessments and our ICM benchmarking survey results, Xactly Strategic Services is offering an ICM self assessment session to provide best practices and help you self-assess your ICM Program and utilization of Xactly. This session will cover best practice topics such as ICM administration processes, Xactly utilization/functionality, reporting & analytics and provide guidance on how to get your utilization ICM technology aligned with and fully support your business process needs.

You will be provided self assessment materials to take back to your organization and focus on aligning your future state definition with best practices related to sales compensation administration. Come learn how you can improve your program and processes and take advantage of benefits such as:

  • Optimized business processes
  • More efficient administration
  • Increased use and knowledge of Xactly toolset
  • Increase in sales end user adoption of the technology
  • More effective compensation analytics and analysis

Incent Best Practices for End User Training

Susanna Porter
Senior Manager, Education & Learning
Xactly

Learn best practices for a highly successful Incent rollout. The Xactly Incent End User Training demonstrates the interface, navigation, and basic functionality for your End User teams.

Sarah Jones
TechnicalProduct Trainer
Xactly

Incentive Compensation Past, Present, and Future: Addison Group’s Xactly Story

David Kohari
VP of Strategic Services and Customer Success
Canidium

David Kohari of Canidium and Darren Cohen of Addison Group reflect on the first year successes with the Xactly Incent implementation and discuss areas for future enhancements, adoption and expansion in order to achieve maximum ROI.

Darren Cohen
Director of FP&A
Addison Group

Insights & Express

Andy Drogo
Manager, Product Management
Xactly

Introducing Insights for Express! With this groundbreaking enhancement, you can now access the Xactly Insights product directly from Xactly Express and see how you measure up to your peers. This session will cover tips on how to use Insights and some key metrics for small and medium businesses.

Matt Hohmann
Product Specialist
Xactly

Inspire Performance: Driving Behavior Through Estimating Incentives

Travis Brown
Senior Product Manager
Xactly

Drive real-time behavioral changes and achieve your corporate goals using Xactly Incent’s estimation tools! In this session, you will learn how to both enable your sales teams and configure Xactly's Incentive Estimator and Plan Illustrator for your business.

Katie Guest
Global Sales Operations
Carestream Health

Introducing Xactly Insights for Sales Leaders

Nichole Giamona
Director, Product Management
Xactly

Empower your sales leader to make tactical decisions based on empirical data and industry benchmarks. The new Insights experience take sales performance management to new levels by incorporating company trends and predictive analytics within context of an operational dashboard experience. Join us to learn more.

Rebecca Chen
User Researcher
Xactly

Is the past haunting you? Try PPP and chase them away!

Caitlin Steel
Director, Product Management
Xactly

If you ever have had to recalculate old commissions, this session is for you! Come learn about Prior Period Processing and how you can take advantage of this amazing feature to make processing prior period adjustments (PPA) a snap!

Learn How to Leverage a Pay Curve to Pay Commission Rates

Caitlin Steel
Director, Product Management
Xactly

Have you wanted to tie rates directly to achievement and target pay? Join us in this session to learn about the new Pay Curve and Percent to Goal feature. We will provide you some insight into how this can be used to streamline plans and give you and opportunity to try it out.

Learn how Xactly uses Objectives to inspire performance across the company

Steve Eddy
Senior Product Manager
Xactly

 

This session will focus on how we've streamlined our MBO administration as well as the lessons we've learned from deploying to managers and employees.

Maximize Sales Performance with Incentive Compensation + AI-Powered Forecasting

Michael Lock
CEO
Aviso

Franco Anzini
Senior Director of Sales Operations
Xactly

Find out how fast-growth companies are driving sales performance and maximizing incentive compensation with AI-powered sales forecasting. In this session, see how forecasting and incentive compensation work together to guide reps to the deals with the highest likelihood of close, and increase obtainment of incentive compensation by running AI-scored scenarios. Finance professionals looking to drive rep behavior, organizational alignment and predictable revenue growth should attend.

Mobile: Motivate Your Employees on the Go

Travis Brown
Senior Product Manager
Xactly

Xactly offers a wide range of tools to help you inspire performance from your sales team; wherever they are. In this session you will learn about Xactly’s mobile offerings, which dashboards and reports are accessible via mobile, and how to setup the mobile experience to be focused around your sales teams and their needs.

Motivating the Frozen Middle

Erik Charles
Vice President, Product Marketing
Xactly

 

The 80/20 rule has become an unfortunate, but universal truth in sales. Your top 20 percent of reps secure 80 percent of the revenue. There is a big problem - and that problem is called the frozen middle. The frozen middle refers to the center realm of sales reps that are not performing poorly, but are definitely not at the top of their game. For many companies, this can amount to thousands or more in lost revenue potential and big misses when it comes to sales forecasts. In this session, we will discuss how companies can transform their mid-tier sales team into better performers.

Need a Tip? Drill-through Reporting!

Sonia Rossi
Technical Product Trainer
Xactly

Manage the details of your data efficiently using drill-through reporting. Drill-through reports allow you to link summary reports to the associated detail data -- a great practice for building clean, intuitive reports.

New Rev Rec Rules - why does this matter for Incentive Management?

Caitlin Steel
Director, Product Management
Xactly

If you haven’t heard, the new accounting rules require some big changes to how companies must account for commission expense. Come join us to see how you can align your calculation to provide the necessary data to meet these rules head on.

Next Generation Plan Documents: Designed with You in Mind

Travis Brown
Senior Product Manager
Xactly

Learn how to customize plan documents for your business using our visual editor, flexible document templates, and multi-language support. Design and distribute these plan documents to your end users in a format they best understand. In addition, learn about enhancement coming to Plan Documents and our new DocuSign integration, which provides even greater flexibility for document distribution and signature acceptance.

Ashraf Chowdhury
Informatica

Objectives 101: Make MBOs Great Again

Steve Eddy
Senior Product Manager
Xactly

Breakdown the walls separating your teams from greater performance. This tactical session will guide you through an entire Objectives deployment.

Xactly Objectives links employee performance with incentives to help you increase engagement within your workforce, build high-performing teams, and enhance company culture.


PPA 101: Ready to get started with Prior Period Processing (PPP) but not sure how?

Caitlin Steel
Director, Product Management
Xactly

This is the right class for you! Come join us to discuss best practices and getting started with PPP. We will give you the tools to understand how to adopt and take advantage of this powerful feature to manage your Prior Period Adjustments (PPA).

Processing Order Matters!

Caitlin Steel
Director, Product Management
Xactly

There are many ways to get payroll out, but not all of them get the same answer! Join us in this session to learn about the importance of processing order and how you can ensure consistency while streamlining the orders to pay file process!

Reports and Dashboards

Andy Drogo
Manager, Product Management
Xactly

Reports and Dashboards that can help with admin procedures and manager success.

Matt Hohmann
Product Specialist
Xactly

Reporting the Past: Prior Period Adjustments for Analytics

Nichole Giamona
Director, Product Management
Xactly

You've tackled processing prior period adjustments in Incent and now it's time to integrate your changes into your reports. Join us to learn how to use Xactly Analytics for all of your prior period reporting needs.

Sales Compensation Design: Assessing Plan Effectiveness: Warning Signs and Actionable Solutions

Scott Barton
Associate Partner - Sales Force Effectiveness Practice
Radford/Aon Hewitt
Most innovative companies spend more than 30% of total compensation on the sales function, yet many do a poor job of regularly assessing their return on investment. And for those companies more diligent on sales compensation assessment, most start the process too late in the year to fully benefit.
If your company runs on a calendar year, you have started to accumulate enough data for an objective perspective on your program’s health. If you just launched new plans, or target mid-year for a refresh, you’re likely thinking that next year you will start the process earlier. Now is the time to embark on a thorough, data-driven process.
In this dynamic session, we’ll illustrate and discuss what are the best practices for ensuring your plans stay aligned with the business strategy and competitive practices.
Key learnings include:

  • Understanding and applying the influencing factors of sales compensation cost of sales
  • Leveraging both quantitative and qualitative inputs
  • Getting the most out of competitive benchmarks
  • Translating data into impactful and actionable results


Sales Compensation Design: Build a Strong Sales Compensation Foundation: Pay Levels, Mix and Leverage

Christina Hussong
Senior Consultant, Sales Effectiveness and Rewards
Willis Towers Watson
One of the most fundamental aspects of sales compensation plan design is to establish pay levels for a given job. It is also essential to determine how much is in fixed versus variable pay as well as the upside opportunity that should be available for a sales rep. All these topics help to create a strong foundation for an optimal sales compensation plan.
In this session, we will include discussion and frameworks on the following topics:

  • Techniques for determining the value of a sales job, including a practical approach to market pricing and career pathing
  • Determining the right balance of fixed versus variable pay (i.e., pay mix) – potential to apply Xactly Insights to obtain real world industry practices
  • Identifying the right leverage and upside opportunity for a sales role.;


Sales Compensation Design: Focus Sales on the Right Results - Measures, Weights and Plan Mechanics

David Johnston
President and CEO
Sales Resource Group, Inc.

Sales compensation plans are good at many things, but perhaps the most powerful thing they do really well is to focus sales effort and results on the most important sales. Every business defines "the most important sales" differently, and often it varies from year to year. Sometimes the focus is on specific types of customers, sometimes it's products, deal terms, margin, or other characteristics of the sale.

In this session, we will discuss specifics around selecting the proper measures, weighting of measures to communicate their value and how to structure the plan mechanics to get optimum performance from the program. We will look at some current best practices and design trends to support growth and different selling models.

Selecting and developing the proper components that provide a solid foundation for your sales compensation plan will ensure that the structure supports effective sales execution and delivery of superlative results.


Sales Compensation Design: Getting the Results You Paid For

Beth Carroll
Founder and Managing Principal
Prosperio Group

Once you get through the arduous process of plan design and economic modeling, you may think you are done, but it’s really just the beginning. Your wonderful new sales compensation plans will do you absolutely no good if your reps do not understand them and are not crystal clear on the ways in which they can improve their payouts. This session will make sure you understand the steps needed for a good communication process as well as how to reinforce the plan throughout the year to gain the maximum benefit.


Sales Compensation Design: Goal Accuracy and Plan Design

Donya Rose
Leader, Sales Compensation Plan Design Consulting Practice
Xactly

How much do we need to we sell of each of our offerings? Who needs to sell it? By when? At what margin? These questions are all vital to businesses, and better accuracy in goal setting leads to many great benefits including reduced costs through better operations management, the ability to manage investor expectations and stabilize stock prices, and of course motivating sales compensation plans.

We’ll discuss three vital ways the sales goals touch incentive compensation: (1) How should goal accuracy affect plan design? (2) What can you do to make your sales goals more (or less) accurate, even when your sales ability to predict sales volume is just what it’s always been? (3) What about forecast accuracy as a sales incentive measure – if it’s so important to the business, should we incentivize it? [Preview of answers: (1) It’s in the payout curve shape. (2) Have fewer of them. (3) No.]

Join us for practical and specific insights and guidelines that will inform the next sales compensation plan you design. The sales compensation plan can rarely improve the predictability of your sales, but a good understanding of your sales goal accuracy can definitely improve your sales compensation plans.

Following a discussion of the challenges posed by goal inaccuracy and best practices to address the challenges, we’ll explore two instructive cases. In one, the solution was in the goal period. And in another, the solution was in the aggregation of the goal across product categories.


Sales Compensation Design: Prepare to Succeed

Donya Rose
Leader, Sales Compensation Plan Design Consulting Practice
Xactly
When it comes to your sales compensation plans, everyone’s got an opinion, a story, or at least a strong hunch. How do you leverage all of that, plus a solid fact base, along with the best principles of change management, to prepare your plan designers to nail it this time? The key word here is Prepare. Start by recognizing what sales compensation plans generally do really well (and what they don’t do so well). Then develop a clear picture of what “Better” looks like from the point of view of your executives, those who administer the plans, and your sales people. Collect the relevant facts about actual pay and performance history, and dive into the data to discover patterns, highlight trends, and debunk your company’s sales comp urban legends. Clearly document your selling roles, and finalize your point of view about who should be on a sales comp plan. Finally, assemble the right team to collaborate with you in assessing current plans and recommending the right set of changes for next year.

We’ll cover everything you need to do BEFORE you start designing. With the right preparation, your new plans will be grounded in reality and guided by the best thinking in your organization. Prepare to succeed!


Sales Compensation Design: Sales Compensation Plan Designs for Today’s Sales Role Specialization

Ted Briggs, Clinton Gott
Principal (both)
Better Sales Comp Consultants
The most effective sales compensation plan designs are developed for specific sales roles rather than following a one-size-fits-all approach that rarely fits any job well. The pressure to amplify growth and drive optimal sales results has never been higher, and sales deployment models are evolving to include more unique and specific sales positions. High-performing companies aspire to create ideal designs that consider pay mix, upside opportunity, plan measures, and plan mechanics for each specific position, while also pragmatically focusing on applying consistent compensation philosophies, minimizing complexity, and ensuring efficient plan administration. It’s a very careful balance. In today’s session, we will review common and best sales compensation design practices for a number of crucial sales positions, including roles such as:

  • New business “hunters” (acquisition).
  • Current business “farmers” (retention/renewals and penetration).
  • Mega-account managers.
  • Overlay product, vertical and technical specialists.
  • Channel managers.
  • Sales management.


Sales Compensation Design: Territory Design and Quota Setting: Methodologies and Best Practices

Michelle Seger
Executive Director of Consulting Services, and Global Practice Lead
SalesGlobe
Territory design and effective quota setting are tightly connected – more tightly connected than most sales organizations realize. Both can be complicated activities, and understanding how they interact is critical to both your sales incentive plans and the performance of your sales organization.

Territory design goes way beyond assigning geographic regions. You must understand not only where your clients are, but also how saturated each market is. And, on the flip side, you must consider the capacity of your sales team. This includes the talent levels of each individual rep and the time each person has available to sell. Are their roles contaminated with administrative tasks, or do they have the time to focus and grow their accounts? Once you understand how to allocate the accounts to the people on your team, you can then segment the accounts and design territories that will meet the needs of your customers and help your reps succeed.

Quotas ultimately are set according to the opportunities in the territories you’ve designed. Yet quota problems are consistently at or near the top of the list of sales compensation challenges for most companies. Over 30% of companies don't have quotas ready by the first month of their fiscal year. Almost half of companies fall back on using historic information that doesn't reflect actual market opportunity. Over one-third of companies have a process that the reps don't believe in or don't understand. Even after they're set, 50% of companies continue to make adjustments during the year for the wrong and right reasons.

In this interactive workshop we will discuss the territory design and quota setting methodologies, how and when to automate your quota setting process, and how to solve common quota-setting challenges.


Selling the Sales Comp Plan

Erik Charles
Vice President, Product Marketing
Xactly

Designing sales compensation plans is an involved process, and even with the best intentions you can run into pushback from the sales team when introducing a new plan. In this session, we’ll discuss the best practices for compensation plan roll out and communication that will guarantee improved buy-in and, in turn, drive better results.

Successful Rollout- Sales Dashboard, Sales Plan Documentation, Estimator, and more...

Andy Drogo
Manager, Product Management
Xactly

Once your plans are setup in Express and data if flowing through, it is time to rollout access to your entire sales team. This session will cover best practice recommendations on how to ensure a successful deployment.

Matt Hohmann
Product Specialist
Xactly

Supporting Growth

Andy Drogo
Manager, Product Management
Xactly

A walkthrough of various scenarios typically encountered as companies grow and add sales people and introduce new roles. This will include international expansion, new compensation structures, various crediting scenarios, and more.

Matt Hohmann
Product Specialist
Xactly

Take advantage of your Xactly subscription!

Caitlin Steel
Director, Product Management
Xactly

Join us to discuss the best practices for adopting new features and taking advantage of new developments as they are released. Get tips and tricks as to how you can become part of the process and be an Xactly insider.

Techniques for Troubleshooting in Incent

Nancy White
Customer Success
Xactly

Why am I not getting the results that I am expecting? Find out the best ways to troubleshoot common issues in Incent.

The Amazing Race: Journey to SPM Success

David Kohari
VP of Strategic Services and Customer Success
Canidium

Increasing your program's effectiveness can be an interesting journey. Join us as we discuss the "Amazing Race" toward SPM success, increasing ROI, and how to get the most out of your system.

Drew Chandler
Xactly Practice Lead
Canidium

The Best Approach for Commission Rates: Rate Table vs Pay Curve

Nancy White
Customer Success
Xactly

Join this session and learn about the differences and benefits of using rate tables and pay curves to drive performance. How are rate tables and pay curves different? Which one is right for you?

The Softer Side of Performance: How Xactly uses Xactly Inspire

Robby Halford
Manager, Sales Enablement
Xactly

Incentives are a primary factor in inspiring performance. However, what about all the other factors such as coaching, learning, culture, and motivation of the salesperson? Explore these different topics with us and how at Xactly we are striving to include all when we inspire the performance of our team.

Justin Lane
Director, Product Marketing
Xactly

The Translation Workbench: Customization Makes the User Experience Better

Travis Brown
Senior Product Manager
Xactly

Learn how to extend customization for English and other languages to enhance the Incent End User experience. Learn how you can optimize your end users' experience with Xactly’s latest localization tools. From currency and number formatting, to date format and language translation, Xactly Incent is ready to support your sales experience!

Troubleshooting

Andy Drogo
Manager, Product Management
Xactly

The calculation process does not always work out as expected. This session will cover the typical reasons that a payout does not match expectations including how to research the issue and fix it.

Matt Hohmann
Product Specialist
Xactly

Turning Insight into Action

Justin Lane
Director, Product Marketing
Xactly

Xactly Insights is the first-ever big data platform to provide you with live incentive compensation insights. Attendees to this session will hear about the latest out of the box advanced analytics available within Insights and learn the tips and tricks on how to leverage the insights in the creation and monitoring of competitive compensation plans. Compensation plans that will increase sales performance from day and dollar one and attract and retain the top performers in your sales organization critical to your company’s success.


Unlocking Hidden Application Preferences in Incent

Joe Aizawa
Technical Product Trainer
Xactly

Why am I not getting the results that I am expecting? Find out the best ways to troubleshoot common issues in Incent.

We are Listening: How to Interact with Xactly Product Management to Get What You Need

Desta Price
SVP, Products & Education
Xactly

Learn the best ways to engage with Xactly Product Management to provide input into the product roadmap and enhancements.

Rebecca Chen
User Researcher
Xactly

Welcome Home! Customizing the Sales Pods and Dashboards

Travis Brown
Senior Product Manager
Xactly

The home page is important -- it's the first thing your sales reps see when they log into Xactly Incent! With all of the available pods, it's easy to configure the Incent dashboard for a personalized display of incentives. Learn how to enhance your team's experience by customizing their sales pods and dashboards so they see the most relevant information at the ready.

Why Insights, Why Now?

Nichole Giamona
Director, Product Management
Xactly

Plan Design is a challenging and time consuming part of your process, why not make it easier? Join us to discuss how Xactly Insights can help you drive better plan design strategy earlier in the year.

Xactly Insights uses real, empirical industry data to reveal best practices around incentive compensation that will drive your sales reps to new levels of achievement.


Workflow 101: Let The Flow Take It Where It Needs To Go

Joe Aizawa
Technical Product Manager
Xactly

Learn about Document Management and eDocs & Approvals make routing easy. Discover the features that let you setup the process ahead of time, so getting the documents approved is simple. Get some hands on experience to see how it works.


Xactly Connect (Half-Day Session)

Travis Brown
Senior Product Manager
Xactly

Intended for developers, this half-day session will cover the Xactly Connect offering in detail. We will start with an overview of the benefits, the available tools, and how to get started with Connect. This will be a hands on session where everyone will get up and running with Xactly Connect and Incent, and will practice using xCL and xSQL commands, setting up schedules, and creating operational processes. Bring your questions to talk with the Connect development team, and learn about the upcoming plans and roadmap for Xactly Connect!

Xactly on Xactly - How Xactly Uses Incent

Gary Cottrell
Strategic Solutions Director
Xactly

Xactly strives to use our own software well; we "drink our own champaign." Join us for a deep look at how Xactly utilizes Incent and Analytics.