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Blog

Analytics and Technology, Sales Coaching and Motivation

Sales engagement is on the rise again, but it’s still not where it needs to be. This was the key takeaway from the Xactly and Salesforce hosted...

Blog

Customer Story, Sales Performance Management

While at Dreamforce 2017, Gary Cottrell, Director of Strategic Solutions at Xactly, sat down with Ely Lai, Sr. Director, Global Compensation at...

Blog

Analytics and Technology, Sales Performance Management

Manage Critical Data Flows in Xactly Connect In a recent post, I looked at several top IT operational priorities – and how Xactly Connect™ helps...

Blog

Incentive Compensation

Whether you just started your sales compensation planning for next year or are nearly finished, it’s absolutely critical to your sales org’s success...

Blog

Analytics and Technology, Sales Performance Management, Sales Planning

Data cleansing is the process of removing duplicate, incorrect and improperly formatted data from a database, such as your CRM. Today, many...

Blog

Analytics and Technology, Sales Performance Management

Without the proper approach to sales data analysis, all those metrics and reporting tools are useless. You likely have access to all kinds of...

Blog

Sales Performance Management, Sales Planning

A strong compensation plan starts with a strong foundation. Before you can begin developing your sales incentive plan, you need a solid sales model,...

Blog

Analytics and Technology, Forecasting, Sales Planning

In today’s modern, and somewhat turbulent business landscape, the power of foresight is everything to a business. Unfortunately, this doesn’t include...

Blog

Sales Planning

When your sales managers measure performance do they typically mention the sales pipeline and the status of some hot deals? The answer is probably...

Blog

Analytics and Technology, Sales Coaching and Motivation, Sales Performance Management

Everday your sales reps have to regularly juggle a variety of administrative tasks, including research, contacts, follow-ups, and more. This is all...

Blog

Forecasting, Sales Performance Management

Throughout this series, Xactly implementation partner OpenSymmetry has been tracking the story of Cox Automotive’s  journey to create an...

Blog

Analytics and Technology, Sales Performance Management, Sales Planning

Key performance indicators are also known as KPIs. They are used to determine the effectiveness of processes that are implemented to achieve business...

Blog

Forecasting, Sales Performance Management

A strong commission plan has the right combination of base salary and incentives that encourages sales reps and is affordable for your company. One of...

Blog

Sales Planning, Territory Design

For most companies, it’s the end of the fiscal year. If you work in sales operations, that means planning season – and a whole list of to-do’s –...

Blog

Revenue Recognition (ASC 606)

With IFRS15 just around the corner we thought it would be the perfect time to host our very own breakfast to help with those last minute preparations....

Blog

Benchmarking, Incentive Compensation, Sales Planning

Sales comp planning season is upon us! It is time to start evaluating your current compensation plan and improving it for the upcoming year. However,...

Blog

Incentive Compensation, Sales Planning

A properly structured sales compensation plan is one of the most effective tools for maximizing profits. With the new year fast approaching sales...

Blog

16 Sales Incentives to Keep Your Team Engaged and Motivated

Incentive Compensation, Sales Coaching and Motivation

Keeping sales reps motivated is a year-round process. As a sales leader, you should always be thinking of new ways to motivate your sales team, focus...

Blog

How to use a Non-Recoverable Draw Against Commission in Sales Compensation

Incentive Compensation

A non-recoverable draw is a common form of draw against commission. Like a regular draw against commission, a draw amount is...

Blog

Analytics and Technology, Sales Planning

This article was originally published in Selling Power. What’s the worst that can happen with your new sales compensation plan? When you lay out the...

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