Territory Management and Optimization
Benchmark Your Sales Plan and Performance Data Across Teams and Industry
Forecast Commission to Ensure Accurate Accruals
Accurately Plan Sales Quota and Capacity
Compliance with ASC 606/IFRS 15 Standards
Incentive Compensation for Growing Companies
Incentive Compensation for the Enterprise
DIY Incentive Compensation
Comprehensive Visibility into Near Real-Time Pay and Plan Performance
Sales Coaching and Onboarding
Sales MBO Plan Management
Open, Standards-Based API Platform for Seamless Data Integration
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How to Build Sales Compensation Plans for Recurring Revenue
The design of your sales compensation plan has a large effect on your company. Successful compensation strategies motivate sales reps to sell, while...
Managing Commissions Under the New Revenue Recognition Standard
Five Ways to Increase Sales During the Second Half of the Year
Sales Coaching and Motivation
For many companies, the halfway point of the sales year is an important time. It's time to analyze your team's performance, focus on your wins...
5 Quick Tips to Motivate Sales Reps and Optimize their Compensation Plan
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...
Commission Plan Explosions: How to Avoid High Payouts With Collective Underperformance
Every leader within an organization has heard of the sales ops and finance nightmare–you’re making high sales incentive compensation...
How to Use Sales Compensation to Motivate Middle Performers
Most of the time when I speak about the middle performers, it is because I am trying to convince a sales leader that there is value in focusing on the...
How SPM Solutions Boost Sales Integration in Mergers and Acquisitions
Sales Performance Management
The signs are pointing to another blockbuster year for mergers and acquisitions. According to a recent Deloitte report, M&A deals are set to...
The United Guide to Destroying Employee Incentives and Morale
This month’s award for what must be the dumbest change to an incentive plan goes to United Airlines. Let’s start with the first public...
How to Correctly Setup Revenue Attribution Models for Highly Compensated Employees
Incentive Compensation, Sales Performance Management
Highly compensated employees (HCEs) are often an individual who has a salary equivalent to the top 20 percent in pay for a company. In addition, an...
Your Sales Compensation Plan Needs THIS to Be Competitive
Benchmarking, Incentive Compensation
When putting together your sales compensation plan, you already know that you should start with hard data. Your sales organization likely has access...
What is Sales Compensation?
Why best-in-class organizations are turning to sales compensation automation to cut costs, drive sales, and increase revenue.
Commission-Only Sales Reps Bring in Both the Good & Bad
How much pay should be at risk for a member of your sales team? Pay mix can range from 100% salaried (as Dan Pink tries to argue in favor of in his...
How to Improve Your SaaS Sales Compensation Plan
You finally have your SaaS sales compensation plan up and running. And it’s working—for the most part. But after a few months, maybe those...
What is the Difference Between MBO and OKR?
What is MBO? MBO is an acronym for Management by Objectives, and is a method of improving organizational performance by setting...
Sales Compensation Plans Explained: The Ultimate Cheat Sheet (with Videos)
Review each sales compensation model, including benefits, drawbacks, and brief explainers.
Sales Quota Attainment Tips to Implement Immediately
What is Quota Attainment? Quota attainment is a measure of sales rep performance. Specifically, whether they reached their sales target in...
How to Overcome the Top 5 Sales Compensation Planning Challenges
In our ongoing blog series, X-Factor Leaders in Compensation, we’re asking sales compensation professionals about their journeys in incentive...
Reasons Why Employee Incentives Drive the Behavior You Want
Long gone are the days where employee incentives are reserved for only those working in sales. Companies taking the work performance of their teams to...
Sales Commission Strategies: What you Need to Know
Corporate strategy should cascade down in an organization to a sales strategy and then to the sales compensation strategy. In this article we will use...
Incentive Compensation Plan Design
Incentive plan design is the construction of the sales rep compensation strategy, and is based on the individual's role within the sales cycle,...
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