Resources

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

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

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

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

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...

For companies of all shapes and sizes, effective sales territory planning is critical for your sales success. Bob Malandruccolo, an expert in...

Sales plans lay the foundation and strategy for sales organizations for the year ahead. With a  strategic sales plan, companies ensure they have...

To account for commissions under ASC 606 (IFRS 15), organizations must have a reliable and logical system of record. This system must be able to...

Sales planning is a complex process that can impact the overall success of your company, especially when it comes to designing sales compensation...

Your sales team is heart of your sales organization. They drive revenue and help the company reach goals, but the need to be motivated to close deals....

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

Organizations are under pressure to prepare for the pending Revenue Recognition Standard ASC 606. If it weren’t already difficult enough, businesses...

Chances are you’ve heard this buzzword before. To err on the side of caution, let’s define it: what is a best-of-breed software? The definition can...

To many people involved in planning sales compensation, it’s a process that starts in late autumn, intensifies around Halloween and (fingers crossed)...

Last week, Xactly reached a historic milestone in our journey. Vista Equity Partners successfully completed its acquisition of the company. It was a...

Sales objections are an opportunity—a chance to use a sales rebuttal to take control of the conversation. But in a moment of prospect opposition it’s...

Hearing "no," can hurt. It can dampen your spirits, and hinder your confidence. It’s the quickest route to second guessing yourself. The truth is,...

Sometimes there comes a topic that you feel you really shouldn’t have to write about based on its absurdity, but yet, writing about it is warranted...

If you’re looking for sale rewards ideas, then it probably goes without saying that you’re looking to motivate reps to reach or exceed a certain level...

This week, Xactly held a webinar to help sales managers optimize their sales compensation plans and benchmark their company’s incentive compensation...

If you’re looking for a way or a formula to calculate commissions in Excel, you should be aware of a few shortcomings before you start filling up...