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Blog

How to Build Sales Compensation Plans for Recurring Revenue

Incentive Compensation

The design of your sales compensation plan has a large effect on your company. Successful compensation strategies motivate sales reps to sell, while...

Blog

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...

Blog

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...

Blog

Commission Plan Explosions: How to Avoid High Payouts With Collective Underperformance

Incentive Compensation

Every leader within an organization has heard of the sales ops and finance nightmare–you’re making high sales incentive compensation...

Blog

How to Use Sales Compensation to Motivate Middle Performers

Incentive Compensation

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...

Blog

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...

Blog

The United Guide to Destroying Employee Incentives and Morale

Incentive Compensation, Sales Coaching and Motivation

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...

Blog

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...

Blog

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...

Blog

What is Sales Compensation?

Incentive Compensation

Why best-in-class organizations are turning to sales compensation automation to cut costs, drive sales, and increase revenue.

Blog

Incentive Compensation

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...

Blog

How to Improve Your SaaS Sales Compensation Plan

Incentive Compensation

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...

Blog

What is the Difference Between MBO and OKR?

Incentive Compensation, Sales Performance Management

What is MBO? MBO is an acronym for Management by Objectives, and is a method of improving organizational performance by setting...

Blog

Sales Compensation Plans Explained: The Ultimate Cheat Sheet (with Videos)

Incentive Compensation

Review each sales compensation model, including benefits, drawbacks, and brief explainers.

Blog

Sales Quota Attainment Tips to Implement Immediately

Sales Coaching and Motivation

What is Quota Attainment? Quota attainment is a measure of sales rep performance. Specifically, whether they reached their sales target in...

Blog

How to Overcome the Top 5 Sales Compensation Planning Challenges

Benchmarking, Incentive Compensation

In our ongoing blog series, X-Factor Leaders in Compensation, we’re asking sales compensation professionals about their journeys in incentive...

Blog

Incentive Compensation, Sales Coaching and Motivation

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...

Blog

Sales Commission Strategies: What you Need to Know

Incentive Compensation

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...

Blog

Incentive Compensation

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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