Tag: Compensation

“A” for Effort or “F” for Fail?


At Xactly, we know that incentive compensation can produce win-win outcomes for companies and their employees. In Game the Plan: Every Sales Rep’s Dream; Every CFO’s Nightmare, Xactly CEO Christopher W. Cabrera brings attention to this important idea and also challenges readers to change their mindset about what it means to  “game the plan.” When compensation and incentives are done right, gaming the plan actually motivates reps to meet goals that benefit both…

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CRM Analyst Denis Pombriant Discusses the Fine Art of Belly Scratching


In his most recent article, “The Fine Art of Belly Scratching” CRM analyst Denis Pombriant reflects on personal experiences that further cemented his belief in the importance of recognition and incentives. His intriguing article draws parallels between teachers and cowboys, and illuminates what they have in common: they understand the power of recognition.

These conversations with people that have such different career paths, yet both express such a similar sentiment about recognition, got Pombriant “thinking…

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The 411 on Motivating Millennials


At a time when organizations need to refocus on how they motivate and pay employees, they have the additional task of creating incentive plans that speak to the needs of more than one group— four groups, to be exact. For the first time in history, four generations are working together in most workplaces: Traditionalists, Baby Boomers, Gen X, and Gen Y.

The newest generation entering the workforce is Generation Y, those born between 1981 to…

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