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A Look Back at Xactly’s Big Moments in 2017
2018 is here and we couldn’t be more excited for our customers! And while there are many new developments coming this year, we did want to take a moment to reflect on 2017. And what a year it was!...
View ArticleRyan Kubacki: Measure & Compensate Sales Performance to Win
“Make no little plans; they have no magic to stir men’s blood.” — Daniel H. Burnham The third of three key characteristics of successful sales organizations that we have been exploring in this blog...
View ArticleTechnology: Even the Government is in the Cloud
Everyone, it seems, is moving to the cloud. It’s been over a year since the U.S. government began its cloud-first policy. In fact, the guy who put it into place – Vivek Kundra, the country’s first...
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Cracking the Sales Management Code: Q&A with Jason Jordan
Xactly Corp. recently sat down with Jason Jordan, partner at the sales management development firm Vantage Point Performance and lecturer at University of Virginia’s Darden School of Business. The...
View ArticleEmbrace The MBA of Sales Performance—Stop Eating Sugar
“Learning is like rowing upstream; not to advance is to drop back.” — Chinese Proverb I conclude this 5-part blog series with a story about Gandhi: In the 1930’s there was a young boy who had become...
View ArticleQ1 Sales Compensation Plan Check Up—See What’s Working
You just went through the hell and torture of incentive compensation plan design. You got all the right people in the room. You arm-wrestled over sales quota allocations. The last thing you want to do...
View ArticleQ1 Sales Compensation Plan Check Up—See (and Change) What’s not Working
Last week, you did the hard work of figuring out what works in your incentive compensation plans. You also decided what’s not working. Today, I’ll discuss how to optimize the elements of your incentive...
View ArticlePowering The Science of Motivation (A Recap of the Sales 2.0 Conference)
Would you brush your teeth with a toothbrush duct-taped to a blender? This is the question I posed to an audience of sales and marketing professionals earlier this week at the Sales 2.0 conference in...
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5 Tips for Designing Successful Sales Incentive Compensation Plans
Few leading indicators are more predictive of a company’s future sales performance than its incentive compensation plans. As former Reliance Electric CEO Chuck Ames once said according to General...
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Goodbye Varicent, Hello IBM
IBM’s purchase of Varicent confirms what Xactly has always known – sales performance and compensation management is a valuable asset to businesses. Xactly is the only company offering 100 percent...
View ArticleHow Sales Managers Drive Higher Earnings through Rich CRM Data (Part 4 of 5)
Over the past few weeks, I’ve discussed the link between CRM adoption and sales compensation management, and how to get the most value from social CRM. I’ve also shared four strategies to boost CRM...
View ArticleImprove CRM Adoption with Internal Social Collaboration (Part 3 of 5)
The last two posts in my series on CRM focused on how sales managers can increase CRM adoption. Here, I’ll be taking a closer look how companies can motivate reps to use the social tools in CRM...
View ArticleLeading Effective Incentive Changes
CEOs & Sales Comp: Best Practices Mark Donnolo knows sales incentives. He’s spent the better part of 25 years helping businesses improve sales effectiveness. During all of that time, he promised to...
View ArticleProductivity: Big Data You Can Use
Ever wonder what the biggest promise of the cloud is? It’s not anywhere, any time access. It is not affordable, quick innovation. All of that is great. But there is something about cloud computing that...
View ArticleTop 5 Reasons Xactly Is A Top Place To Work
Xactly is proud of our great team. And, our great team has a lot to be proud of, too. Every day Xactly team members revolutionize the way to motivate sales. It’s a business transformation. We can...
View ArticleThe Sales Performance Cheat Sheet to Better Incentives, Behavior and Rewards
Choosing the right incentives and the right rewards is critical for success. How well you motivate specific sales behaviors depends upon your ability to tailor incentives to your workforce. It can mean...
View ArticleComp admins: Free up your Weekends
Picture this: You’ve worked all quarter tracking sales comp, managing spreadsheets and tracking your sales team’s performance. When reps have commission questions, it takes multiple calculations and...
View ArticleThe Single Most Impactful Tech Advancement Today
What do Pandora, Yelp and sales compensation have in common? As Christopher Cabrera recently said, each is a cloud-based service—the single most impactful technical advancement driving business growth...
View ArticleDriving Efficiency with Compensation Plans: A LinkedIn Discussion about...
A few weeks ago, Jackie Klein (an Analytics Consultant from Wells Fargo) sparked a great discussion when she posed a question to the Incentive Compensation LinkedIn Group: How should I balance three...
View ArticleCross-Selling Across the Enterprise
As companies grow and add to their product lines, there are some standard growing pains that occur. In this post, I want to respond to a great LinkedIn discussion going on right now about how to create...
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