+ Xactly Case Study
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.
The pandemic required a new way of selling and coaching reps.
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.
Helping Reps Understand Their Compensation
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.
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.
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Highspot Succeeds with Xactly
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.
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.