Highspot Grows Revenue & Maintains High Rep Retention with Xactly
We've had a really good year. Lots of our salespeople overachieved and Xactly was one of the key solutions helping make it happen.
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Highspot
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Highspot had a really great year.
Throughout the global ups and downs, reps are overachieving. Seller retention has remained high during one of the highest turnover rates in history.
So how did they achieve that? There are, of course, many factors, but two important things made an impact. First, Highspot sellers understand how their compensation plans work. And that helps them focus their energy on the deals with the highest earning potential.
This is the story of how they used Xactly Incent to do it.
Stronger Performance
Sellers are Excelling and Rep Retention is Growing
Remote working gave Garand more one-on-one time with his reps. Often, the discussions shifted away from work. It led Garand to an interesting discovery. Each rep has an individual “why” when it comes to selling. Maybe their goal is to buy a house, get a new car, retire early, etc. When he used Xactly to show reps their earnings in real-time, he could tie those “whys” in. Motivation increased and Garand’s team outperformed.
Being a Better Sales Manager
Garand used Incent to tap into his team's personal "whys" — and it made him a better sales manager.
Tips For Leaders Looking to Improve Sales Performance
To drive revenue, you need to know how your business operates and how to improve it. Here are four tips to use data to improve your sales performance.
About Highspot
Highspot is the sales enablement platform that increases the performance of sales teams by bridging the gap between strategy and execution. With Highspot, our customers turn initiatives into the actions that sales teams must execute and enable sales leaders to measure what is and is not working with deep and actionable insights. Companies like DocuSign, Fiserv, OKTA, Red Hat, and Zillow use Highspot to manage content, to train and coach sellers, and to engage buyers. Executing your strategic initiatives with Highspot increases revenue, drives consistent rep performance, and improves rep ROI.
