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Blog

Sales Coaching and Motivation, Sales Performance Management

We've talked about sales gamification a lot over the years, and we wanted to put together a valuable post that included all of the information about...

Blog

Incentive Compensation

This week @WorldatWork released results of their “Bonus Programs and Practices” survey. Rose Stanley (@WorldatWork_RS), Senior Practice Leader at...

Blog

Incentive Compensation, Sales Coaching and Motivation

Sales compensation plans, also referred to as benefit and reward schemes in the UK, are extremely powerful tools for businesses that want to motivates...

Blog

Forecasting, Sales Planning

Today’s guest blog post was written by Somrat Niyogi, Vice President, Business Development, at Clari, the leading end-to-end sales forecasting...

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Blog

Analytics and Technology, Forecasting, Sales Performance Management

We are close to a month after the end of the majority of company’s fiscal quarter in June. Sales is off celebrating, updating their pipeline, or...

Blog

General

Exactly a year ago today, I was sitting in a hotel room in New York for business, like so many times before. Only this time, it was different. The...

Blog

Sales Performance Management

The True Cost of that Sale Might Not Have Been as Good as You Thought… “We just closed a big deal – had to cut the price, but it was worth it!” How...

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Blog

Incentive Compensation, Sales Planning

Let’s start with the first problem: You need to be constantly on the lookout for new sales team members. You could be building your operation, or you...

Blog

Incentive Compensation, Sales Performance Management

Savvy compensation plan administrators know it is essential to keep an eye on the big picture and constantly evaluate how well an incentive...

Blog

Analytics and Technology, Sales Performance Management

Previously, I wrote about some high-level Measures for Sales Enablement. There is of course more to measure to understand the volume, velocity, and...

Blog

Forecasting, Incentive Compensation

I have spent the last several weeks in meetings with Chief Financial Officers and other members of various corporate finance teams. The focus of our...

Blog

Incentive Compensation

You’ve designed a stellar compensation plan. You’ve transformed unruly plan elements into elements that will succeed time and time again. You have...

Blog

Sales Performance Management

One of the greatest sources of grey hair on Sales VPs is the empty list of won deals as the quarter-end starts approaching, and then the flurry of...

Blog

Sales Quota Attainment Tips to Implement Immediately

Sales Coaching and Motivation

What is Quota Attainment? Quota attainment is a measure of sales rep performance. Specifically, whether they reached their sales target in...

Blog

24 Open-Ended Sales Questions Your Reps Should be Asking

Sales Coaching and Motivation

A critical sales skill is asking questions, right? There is just no way you can build rapport or adequately sell your product or service without...

Blog

Incentive Compensation, Sales Performance Management

Today's blog post was originally published by Christopher W. Cabrera at INC online. Have you ever heard a business proudly say that they don't pay...

Blog

What is Incentive Compensation?

Incentive Compensation

Incentive compensation is the additional pay sales reps earn on top of their regular, base salary. An incentive compensation plan (or...

Blog

Setting Sales Up for Success to Meet Quota

Incentive Compensation, Sales Performance Management, Sales Planning

If you're a sales leader, ensuring your team of sales reps meet their quota goals is paramount to success. Are you reps where they need to be? Are...

Blog

Drinking Our Own Champagne: How Xactly Insights Data Improves Sales Performance Analysis

Analytics and Technology, Benchmarking, Sales Performance Management

As a sales leadership team, there are plenty of questions we ask ourselves to improve sales performance analysis and management, including: Are we...

Blog

What is Pay at Risk?

Incentive Compensation

Pay at Risk Definition Pay at risk is the portion of an employee’s compensation that is variable, or “at risk” of not being...

Blog

Actionable Ideas for Long-Term Success with Your Comp Plan

Incentive Compensation

Your compensation planning has the power to drive your business to the next level. It can increase quota attainment, sales team motivation, and...