Why You Can’t Ignore the Need for Automated Incentive Compensation Management (ICM).

Compensation and incentive pay plays a big role in the success of a sales organization. Incentives drive sales behaviors, but when reps get paid incorrectly, it can lead to some big problems, specifically rep turnover. In a recent survey with Salesforce and the CFO Alliance, we found that when faced...

A majority of companies spend 10% or more of total revenue on sales compensation. Even the smallest error in compensation calculation can be a costly mistake. Not only that–incorrectly paid reps are distracted reps because they spend time shadow accounting instead of focusing on closing deals....

Using technology in territory design improves sales performance by up to 10%. Uncover more statistics in our inforgraphic.

Can you name the top city in the U.S. for building a new sales team? Houston? Denver? Seattle? Those would all be good guesses, but we wanted to cut out the guesswork using Xactly’s 12 years of compensation data and answer the question with hard numbers. Up until this point you had two options...

  Research Report Salesperson Retention and Turnover According to new research from the Sales Management Association, organizations consider just one out of five new sales reps added in the last 24 months to be successful. The problem is not only can it be costly to replace a top rep, but it...

Given an aging population worldwide and the rise of emerging markets, medical device companies of all sizes have opportunities for growth. At the same time, companies face unprecedented challenges due to an increase in healthcare regulation and consolidation within the healthcare system. As the pace...

Does paying more matter? The 2013 Xactly Insights™ study aimed to investigate just that, and the results are powerful and telling! The connection between sales reps’ performance and their company’s Glassdoor ratings have revealed some incredible insights into the nature of...

High tech manufacturers continue to see strong demand for their sophisticated products whether it is in the areas of electronic equipment, testing equipment, or renewable energy. Similar to the precision involved in managing their manufacturing processes, high tech manufacturers also must adeptly...

Medical device companies of all sizes have opportunities for growth given an wing population worldwide and the rise of emerging markets at the same, companies face unprecedented challenges due to an increase in healthcare regulation and consolidation within the healthcare system. As the pace of...

Semiconductors are at the heart of our digital lifestyle. With the rapid growth of the Internet of Things, semiconductor companies will continue to provide the backbone of our digital world on an even great scale. And with large capital investments and a fiercely competitive environment,...

Communications companies have seen tremendous change during the past few years. Strong demand for broadband services, the explosion of mobile broadband, and the emergence of cloud based technologies have required companies to provide the right set of services to their customer in order to stay in...

Today’s manufacturers are seeing their product lifecycles shorten and their most basic products are becoming more sophisticated. In an industry traditionally focused on selling products, today’s manufacturing companies must concern themselves with moving their sales organizations toward...

Today’s SaaS companies are expected to scale rapidly and drive accelerated revenue growth as they continue to mature, but are companies prioritizing growth over sales performance? Xactly Insights™ analyzed SaaS companies’ 2013 sales and incentive compensation patterns to pinpoint...

Today, traditional software companies are experiencing severe disruption. The traditional on-premise software keel is competing with new cloud-base SaaS technology that delivers business applications with shorter implementation times and lower investment requirements. In the second industry based...