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Xactly Friday Round-up: Our Favorite Links This Week

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At the Xactly office we always have our ear to the ground when it comes to breaking news in sales compensation and the world at large. We also always enjoy a good laugh. This winning combination allows us to provide you with our five favorite links of the week. Every Friday we’ll share the articles and videos you may have missed, but are sure to enjoy. Thank goodness it’s Friday, and thank goodness for…


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How is Data Reshaping the way we Compensate and Motivate Sales Reps?

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Doug J. Chung’s recent article in the Harvard Business Review, “How to Really Motivate Salespeople,” examines and explains multiple significant compensation studies of the last two decades, and how those theories can be implemented in any sales organization. Chung also describes his own experiences in the field, and details his confidence in the move towards using data as a blueprint for designing and implementing optimum sales plans.

 Let Data be Your Guide

At Xactly,…


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What We Can Learn from NCAA March Madness

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March Madness is alive and well in the Xactly offices. For fun, all those who are interested fill out a bracket and participate in an online group during the tournament. As a company we’re never shy about a little friendly competition, especially when sports are involved, so this activity is not surprising. But what is interesting is how many business lessons can be learned from the NCAA March Madness tournament and all the excitement…


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Hunting the Hunters: Compensation for the Pack

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Hunters have more impact on the ultimate outcome of a deal than almost any other member of the sales team. The success of the deal hangs on the closer’s abilities, which means they need to be rewarded for success and held accountable for missteps.

Here are some things to consider when constructing a compensation plan for your Hunters.


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