Don’t Waste Good Sales Leads on Bad Reps
According to a report published by The Bridge Group, a Massachusetts-based sales strategy organization, 42% of companies it surveyed said that less than 50% of sales reps were meeting or exceeding...
View ArticleDoes Your Company Have False Faith in Numbers?
We all know that numbers don’t lie. Or do they? In 2010, two economists published a paper that drew links between high levels of national debt and low or negative economic growth. That research, titled...
View ArticleOne Company Incenting Right – The Lakeside Group Associates
Last week we shared an example of an incentive gone wrong (a puppy? Seriously?) because the employer gave no thought whatsoever to the employee’s needs or wants – quite the opposite, really. It was all...
View ArticleTake the Bonus and Run
We’ve all seen examples of unintended consequences, when situations run off the rails despite everyone’s good intentions. Imagine being the finance guy when sales reps are paid on the quantity – not...
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Millennial Employee’s Vow: No More Indifferent Bosses
Motivating workers – especially millennial employees – isn’t always about bonus checks or trips to the tropics. Sometimes, it’s the day-to-day gestures of appreciation (can we get a “thank you” over...
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A Bonus Plan That’s Right on Target
Matthew Kinney is executive vice president for Research & Development at BWSI, a Phoenix-based staffing software company. As a company with some long-term employees on staff, BWSI has structured...
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Why Are Workers Disengaged? Because of Ryan, That’s Why.
We often cite a 2013 Gallup report that found that 70 percent of U.S. workers are either “disengaged” – they’re a butt in a seat, but that’s about it – or “actively disengaged” – these are the...
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Career Takes Off with Travel Incentives
If you want to reward someone in a non-impactful way, write a check. If you want to make them feel uniquely valued and eager to do it all over again…reward them with something that speaks to their...
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Get Ready to ‘Game the Plan’
Xactly CEO Chris Cabrera will take the stage at the WorldatWork Spotlight on Compensation conference later this morning with an announcement that we’re so excited about: He’s releasing a book later...
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The Incentive of Getting Fired
What comes to mind when you think about an incentive? Maybe a few extra paid days off to reward your hard work, a free gym membership, grass-fed beef in your company cafeteria, or even an assistant to...
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Don’t Fight the Gamers, Embrace Them
Studies show that 71 percent of American workers are actively disengaged on the job. They are distracted, unfocused, spread too thin, and too few of their efforts, good or bad, are reflected in their...
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The Cost of Disengagement and Turnover
Imagine you are a business owner. What’s top of mind? Most likely, running the show and hiring top talent. Then, there’s making sure the bills are paid, such as obvious expenses like rent, computers,...
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The 3 Legs of Sales Success
Success in sales, as with many endeavors, comes from one’s ability to balance and blend core fundamentals with evolving methodologies and tools available for better execution. As we are a profession...
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Hire and Retain your A-Team: Let Data be your Guide
This blog post is part of a five-part series that will answer critical business questions that are top of mind for all Sales leaders. This first article will examine how you can discover if you’ve...
View ArticleThe Enterprise Checklist for a Successful Sales Compensation Implementation
Earlier this week, we shared a checklist that growing businesses can use to avoid common implementation pitfalls when they first automate their sales compensation plans with commissions software. We’re...
View ArticleCreating Rewarding Business Cultures
Xactly is big on motivation and, most importantly, getting motivation right. That’s why we are excited to have Adrian Gostick, coauthor with Chester Elton of the New York Times bestseller The Carrot...
View Article9-Step Guide: Activate Revenue Multipliers inside Your CRM (Part 5)
We’ve reached the end of my 5-part blog series on CRM adoption. Here are the first four posts: The Data Power Link between CRM Adoption and Sales Comp Management 4 Strategies to Boost CRM Adoption...
View ArticleLearning from Cedar Sinai: Combining Motivation and Real-Time Insights
At Xactly, we talk a lot about how powerful motivation is for sales teams—especially when it’s combined with real-time insight. But the principles apply to almost any industry. Take the story of Cedar...
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 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 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 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...
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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 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...
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 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 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...
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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 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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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!...
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