Incorrect ramp and attrition assumptions are hindering your company’s revenue potential. Worse, an annual approach to sales planning is leaving you short-sighted when top performers leave or you miss targets due to inaccurate ramp assumptions for onboarding new sales representatives. Adding...

With the ability to drive performance, incentive compensation directly impacts revenue and quota attainment. However, research from CSO Insights shows that the average company's quota attainment is just 53 percent due to process inefficiencies and plans that don’t drive sales behaviors....

Thursday, March 28 at 8:00 a.m. PT/11:00 a.m. ET Most companies have spent last year complying with the revenue aspects of ASC 606, while managing commissions accounting manually on spreadsheets. The initial stop gap approach has proven to be cumbersome, inefficient, and doesn’t provide a...

Thursday, March 21 at 8 am PT/11 am ET In this webinar, Mark Smith, CEO and Chief Research Officer at Ventana Research, and Vijai Shankar, Head of Product Marketing at Xactly, will discuss best practices on how to ensure your sales plan delivers the results you want with a continuous and data-driven...

According to The Forrester WaveTM: Sales Performance Management Solutions, Q1 2019, "the SPM solution market is growing because sales leaders are under more pressure to drive growth and maximize efficiencies and see SPM as a way to address these challenges." On Thursday, February, 21st at...

Effective sales territory mapping is critical for successful sales performance management (SPM). Yet, according to 2018 research from the Sales Management Association, 83% of organizations continue to design territories with error-prone, ineffective spreadsheets! To drive revenue and gain...

2019 is fast approaching, and with that comes the exercise of rolling out your annual sales compensation plans, quota, and territories. As a leader within your sales organization, you’ve been working in collaboration with your leadership team to align sales strategy to corporate goals. Any...

Without accurate sales planning, you’re operating at a disadvantage right out of the gate. If you are not hiring at the right pace, you can’t accommodate quota capacity and if territories are imbalanced, you miss potential sales opportunities. Learn how you can increase your ability to...

Private and public companies have discovered that they underestimated the complexity and system requirements to manage commission expense accounting under ASC 606 (IFRS 15) with shortcomings identified in both spreadsheets and ERP software. Organizations are finding they need an automated and...