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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

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...

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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

Top Considerations for Sales Territory Planning

Territory Design

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

Blog

How to Rollout and Analyze Sales Compensation Plans Year Round

Incentive Compensation

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

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Blog

ERP Software vs. Xactly CEA

Revenue Recognition (ASC 606)

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...

Blog

X-Factor Compensation Leaders: How to Be Incredible at Incentive Planning (XO Group)

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

Blog

Sales Team Roles and Responsibilities: How to Compensate Accordingly

Incentive 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....

Blog

Incentive Compensation, Sales Planning

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

Blog

Revenue Recognition (ASC 606)

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

Blog

Analytics and Technology, Sales Performance Management, Sales Planning

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...

Blog

Incentive Compensation, Sales Planning

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

Blog

General

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

Blog

The Sales Rebuttal Formula for Objection Handling & Creating Sales Scripts

Sales Coaching and Motivation

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...

Blog

Sales Coaching and Motivation

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,...

Blog

Incentive Compensation

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...

Blog

Incentive Compensation, Sales Coaching and Motivation

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...

Blog

Incentive Compensation, Sales Performance Management

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

Blog

Incentive Compensation, Sales Performance Management

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...