Highspot grows revenue and maintains high rep retention with Xactly

Like many of us, Highspot sales manager John Garand’s entire team is still working remotely. By now, we’ve all faced the difficulty that comes with it. For Garand, the biggest challenge was coaching a team of young reps through a computer screen.

One of my challenges is that I'm managing people who are two or three years into their career. It was never the plan for them to be sitting at home working out of their bedrooms.

Fortunately, Highspot implemented Xactly Incent to manage its incentive compensation in 2020. So Garand used the solution to adapt his coaching to a remote environment.

Using Xactly Incent, Garand walked his reps through their compensation plans. He used Xactly’s dashboards to help them identify deals that would max out their compensation plans.

We had a rep earn more than his annual on-target earnings in one month. He was proud of it. And when I was able to tell everybody, it was jaw-dropping.

Over the past two years, remote working has created one of the hottest job markets. Sales reps are being recruited daily. Turnover is at a higher rate than ever as sellers leave for higher-paying roles.

Using Xactly, Highspot sellers see their commission earnings in real-time and trust that their pay is accurate. That’s helping keep them in seat and setting Garand, his team, and Highspot up to succeed.