Gary Cottrell, Xactly’s Director of Strategic Solutions: When it Comes to Sales Compensation Assumptions: Don’t Believe the Hype! For decades, assumptions have ruled the land of compensation. From the number of quota elements that deliver optimal performance to the best timing to pay reps, most companies have followed conventional wisdom. But what if data can prove there’s a better way? Science has challenged the hype and eliminated the need to make assumptions! Hear how you can transform both the cost and impact of sales compensation in your organization, moving it from a cost center to a strategic competitive weapon!