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Blog

Sales Planning Fundamentals Part Three: Quota Planning

Sales Planning

Get expert sales planning tips from Xactly Chief Sales Officer, Marc Gemassmer. In this blog, he discusses the importance of accurate quota planning....

Blog

Q&A with Xactly: The Changing Landscape in Sales Performance Management

Sales Performance Management

To plan effectively, sales organizations need to align their sales and finance teams. Hear how Xactly CFO Elizabeth Salomon and CSO Marc Gemassmer do...

Blog

What is Pay Mix in Sales Compensation?

Incentive Compensation

Pay mix is the ratio of base salary and variable incentive compensation to On-Target Earnings (OTE). Learn more about setting pay mix for different...

Blog

Commission Accounting: Estimating Amortization with ASC 606

Revenue Recognition (ASC 606)

ASC 606 (IFRS 15) is changing how companies account for commissions. Learn how to estimate amortizations under the new commission accounting...

Blog

Sales Experts Share Why They're Thankful

General

Learn how top sales leadership experts have grown in their careers, advice they've received, sales best practices, and what they're thankful for this...

Blog

Top 10 Non-Financial Rewards to Motivate Employees

Sales Coaching and Motivation

Sales compensation is the primary way to motivate employees. Discover the top 10 non-financial rewards that can boost performance and motivate sales...

Blog

How to Design a Sales Manager Compensation Plan (With Examples)

Incentive Compensation

Sales managers have different responsibilities than their reporting reps. Here's everything you need to know for a successful sales manager...

Blog

Lessons Learned for Sales and Finance Leaders to Heading into 2019

Sales Performance Management

Aligning your sales and finance teams can help improve planning and performance. Here are tips and lessons learned from top sales and finance leaders...

Blog

Sales Planning Fundamentals Part Two: Ramp Time and Attrition

Sales Planning

Get expert sales planning tips from Xactly Chief Sales Officer, Marc Gemassmer. In this blog, he discusses the relationship between ramp time and...

Blog

Industry MBO Examples to Kickstart Your Sales Team Engagement

Incentive Compensation, Sales Coaching and Motivation

Strong goals ensure sales organizations are on the right track. Use these MBO examples to learn how to use objectives to to increase sales...

Blog

Accounting for Sales Commissions: What You Need to Know

Revenue Recognition (ASC 606)

Sales commissions are the primary form of sales compensation. Learn more about accounting for sales commissions under the new ASC 606 (IFRS 15)...

Blog

How to Use a Tiered Commission Structure to Drive Sales

Incentive Compensation

The best way to motivate sales reps is through sales incentives. Learn how a tiered commission structure can help drive sales behaviors and quota...

Blog

Are You Using Your Sales Performance Data Effectively?

Analytics and Technology, Sales Performance Management

Data is a powerful tools for sales organizations. Discover how using sales performance data effectively can strengthen sales planning and performance....

Blog

Sales Commission Structures: Which Model is Best for Reps?

Incentive Compensation

Incentives drive sales behaviors. Learn how sales commission structures can boost engagement, increase quota attainment, and improve sales...

Blog

ASC 606 Implementation: 5 Lessons Learned from Real Companies

Revenue Recognition (ASC 606)

ASC 606 compliance is challenging. Learn how real companies are approaching implementation and what've they have learned throughout their journey to...

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