Hubspot Sales

JUNE 5, 2018

I’ve been in sales for 15 years and have heard some really great pitches and some really bad ones. your company has designed a data visualization platform that’s easy to set up and automates busywork). they get to spend more time with their family/more time with important customers and less time working on reports).

Examples 141

Examples Distribution Video SalesForce 141

Hubspot Sales

DECEMBER 29, 2021

That's why several companies leverage something known as incentive compensation : the practice of offering financial rewards for professional excellence. Profit-sharing is similar to gainsharing in that it offers employees incentive payments based on a company's financial gains. Profit-Sharing. Spot Awards. Annual Incentives.

Incentives 95

Incentives Incentive Compensation Commission 95

Xactly

NOVEMBER 7, 2018

This blog is the second in a series of sales planning fundamentals being written by Xactly Chief Sales Officer Marc Gemassmer. . Basing Assumptions on Data not Guesswork. Ramp time—or the time it takes for sales reps to achieve productivity—varies from rep to rep, on each rep’s experience level, and different sales roles.

Hiring 79

Hiring Enterprise Enterprise Compensation 79

Xactly

JANUARY 2, 2019

From building a team to analyze metrics and company goals, the job carries a large amount of responsibility. As part of our Friends of Xactly (FOX) Community, we’ve spoken with sales compensation leaders to create a blog series about their journeys in sales compensation, best practices, and the Xactly advantage.

Compensation 69

Compensation Incentives Incentive Commission 69

Sales Hacker

DECEMBER 19, 2022

About 15% of sales representatives listed “company culture” as their main reason for changing jobs, according to Xactly. But while sales reps might stand to benefit from job hopping in the short term, it has devastating impacts on long term career prospects and sales teams as a whole. Grant Thornton consulting firm ).

Hiring 79

Hiring Compensation Salary Retention 79

Xactly

JUNE 6, 2018

Your company’s sales plan drives the overall sales strategy and is vital to drive growth. As one of the most successful sales organizations in the world, Salesforce has optimized their approach to sales planning using tools such as Xactly to manage their global sales force and drive company growth.

SalesForce 53

SalesForce Webinar Metrics Compensation Incentives 53

Xactly

SEPTEMBER 19, 2018

He also notes that without the assistance of friends from his neighborhood, the products wouldn’t have had sales people when the company first began. His big break came when he sold rapper LL Cool J, who had grown up in the same neighborhood as Daymond, on the idea of wearing one of his hats in a photo— and the rest is history.

Motivation 97

Motivation Compensation Enterprise Enterprise 97

Xactly

APRIL 4, 2018

We also introduced you to two of the Xactly female executives, CMO Micheline Nijmeh and VP of HR Leanne Bernhardt. percent of senior roles in 2016, meaning companies are failing to reach gender equality in senior roles. Companies Pressing for Progress. Companies Pressing for Progress. L’Oréal USA (4 years on the list).

Commission 67

Commission Compensation Webinar Metrics Banking 67

Zoominfo

JANUARY 12, 2022

Sales performance management firm Xactly found that 84% of women in sales positions reached their quota compared to 78% of men. As the sales environment continues to shift due to the ongoing pandemic, the skills and capabilities that women rely on will likely become more essential. Never stop learning.”

Lead Rank 100

Lead Rank Lead Scoring Hiring Leads 100

Xactly

JUNE 7, 2018

Incentive Compensation Management (ICM) solutions help companies manage their sales compensation plans and calculate commission payments. Today’s ICM solutions are aimed at optimizing more than just sales compensation, focusing on end-to-end sales performance management (SPM). What Companies Want to Solve with SPM.

Compensation 60

Compensation Incentives Incentive Data 60

Gong.io

MARCH 17, 2021

One glaring stat popped out immediately: Women listen 16% more than men. That’s right, women outperform men in two important areas: Achieving quota (source: Xactly Insights ). On average, 78% of men achieve quota and 86% of women achieve quota. Leading teams to quota (source: Xactly report ). How are they doing it?

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Lead Scoring Hiring 118

Janek Performance Group

SEPTEMBER 29, 2021

A 2019 study by Xactly that researched 100,000 women in sales roles, including sales reps, account managers, and sales managers, found that 86% of women achieved quota, compared to only 78% of men. Even though women make up 50% of the population, most companies’ sales forces only include about 25% women.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

SBI

DECEMBER 8, 2020

Congratulations go to the hardworking people at the following companies: Access Mobility (Video Marketing Center) Allego Bigtincan Brainshark Chorus.ai It’s important to note, however, that the number includes add-on apps, apps that are aimed at niche markets and apps that are tertiary to sales. Then came Salesforce. Nancy Nardin.

Top of Funnel 169

Top of Funnel Sales Tools Tools InsideView 169

Xactly

JANUARY 24, 2019

See how one company was able to create strategic, profitable sales territories using Xactly AlignStar.

Territories 72

Territories Sales Company 72

Understanding the Sales Force

FEBRUARY 21, 2013

Understanding the Sales Force by Dave Kurlan An interesting article, Secrets to Developing Successful Sales Managers , by Xactly's CEO, Christopher Cabrera, was posted on Selling Power's 2/19/13 blog. I thought that the first half of the article was spot on. I thought that the second half was as bad as the first half was good.

Hiring 242

Hiring Sales Management Territories Analysis 242

Xactly

MAY 7, 2018

Sales compensation is one of the most important components of sales planning. As part of our Friends of Xactly (FOX) Community, we’ve spoken with sales compensation leaders to create a blog series about their journeys in sales compensation, best practices, and the Xactly advantage. Company: Palo Alto Networks.

Compensation 49

Compensation Incentives Incentive Networking 49

No More Cold Calling

MARCH 8, 2019

Nearly 80 percent of Fortune 500 companies have implemented rigorous initiatives to hire more women, according to PwC. What are companies doing to keep these valuable women current? Lack of work/life balance might be one factor. Women also excel at quota attainment, according to a study by Xactly. Sales Loft is one.

Hiring 247

Hiring Referrals Networking Conference 247

Xactly

JULY 19, 2018

Depending on your sales force structure and size, there are different sales commission structures that can be used in your incentive plan. One of the biggest decisions organizations need to consider is when and how they will pay reps their commission. Most companies choose to forgive the “loan” in these situations. What is it?

Commission 83

Commission Hiring Incentives Incentive 83

Xactly

NOVEMBER 20, 2018

The commission accounting standard has been in effect for public companies since December 2017. The deadline for private companies to implement is December 2018. Subtopic 340-40, known as “the incremental costs of obtaining a contract,” has a huge effect on how companies’ commission accounting. That’s incorrect.

Commission 76

Commission Account Compensation ROI 76

Xactly

AUGUST 7, 2018

Xactly founder and CEO, Christopher Cabrera is kicking off each day talking about how C.A.R.E. was established as Xactly’s core values and what each letter means to the company. came to be at the center of Xactly’s core values and what the first letter, “Customer Focus” means to us. That was just the “company way.”

Account 42

Account Automotive Hiring Webinar Metrics 42

Igniting Sales Transformation

FEBRUARY 20, 2019

She has 15+ years of frontline experience selling software and services to CFOs, CMOs, Heads of Sales and other functional executives at F500 companies across her time at SalesLoft, Xactly and CEB (now Gartner). We help educate companies on how to do this, and we champion women on what a professional sales career can be.

Microsoft 87

Microsoft Conference Decision Maker Enterprise 87

Xactly

SEPTEMBER 20, 2018

Sales Compensation is one of the most important steps because it drives sales behaviors and ultimately helps your company reach its goals. Those who work to create a plan for their company must develop a compensation process and incentive plan that will motivate the right sales behaviors to achieve goals, all while driving growth.

Compensation 40

Compensation Incentives Incentive Lead Rank 40

Xactly

AUGUST 9, 2018

Xactly founder and CEO, Christopher Cabrera is kicking off each day talking about how C.A.R.E. was established as Xactly’s core values and what each letter means to the company. week , I have been astonished to see the amazing camaraderie, spirit, and, commitment shown through every Xactly office. View Webinar.

Harvest 40

Harvest SalesForce Webinar Metrics Banking 40

Xactly

NOVEMBER 12, 2018

Let’s face it—companies periodically miss their sales targets. Sometimes, companies miss their targets for “macro” or environmental reasons —like a shift in the marketplace that fundamentally reduces customer demand, or a new competitor that unexpectedly enters the market. So, how do sales leaders get better at planning and monitoring?

Data 82

Data Hiring Enterprise Enterprise 82

Xactly

SEPTEMBER 10, 2018

While at one time, these two terms did essentially mean the same thing, SPM now encompasses far more than just compensation. Fact #3: A lost sales rep can cost companies an average of $115,000 to replace. Without leading automated SPM management, companies are leaving money on the table. So what’s the takeaway?

Enterprise 73

Enterprise Enterprise Compensation Territories 73

SalesLoft

SEPTEMBER 1, 2023

Industry leaders from companies including G2, NVIDIA, Snowflake, Drift, NielsenIQ, Highspot and of course Salesloft and LeanData, will discuss the latest trends as well as respond to attendee questions. Join Us on September 13th Caught the OpsStars fever yet? View the full OpsStars agenda here.

Conference 52

Conference Hiring Networking Face-to-face 52

SBI

JULY 29, 2020

As value propositions evolve more quickly than ever before, sellers lack usable value tools they can rely on to proactively prove value for every deal, not just larger ones. 5000 list of fastest growing companies for six years consecutively, Crain’s Chicago Best Places to Work for two years consecutively and named to Inc.’s

ROI 101

ROI Tools Face-to-face Scale 101

Xactly

AUGUST 8, 2018

Xactly founder and CEO, Christopher Cabrera is kicking off each day talking about how C.A.R.E. was established as Xactly’s core values and what each letter means to the company. The third company value in Xactly C.A.R.E. Respect was one of just four core values at Xactly. is respect.

Remedy 42

Remedy Hiring Compensation Webinar Metrics 42

SBI Growth

FEBRUARY 5, 2014

You may be surprised at how much you can learn after just one month. Erik Charles is the Principal Incentive Strategist at Xactly Corp. Most companies have regular meetings to review detailed analytics on how the advertising program is working. Too many companies treat sales compensation as a once-a-year review.

Compensation 288

Compensation Territories Hiring Commission 288

Xactly

JANUARY 18, 2019

Motivating your sales reps is one of the key factors of sales success. Ultimately, your sales commission plan motivates reps to close deals and perform specific sales behaviors that align with your company goals. Your sales plan identifies how the sales team will reach the company’s goals. Optimize Your Sales Plan.

Commission 81

Commission Incentives Incentive Compensation 81

Xactly

AUGUST 6, 2018

Anytime a company implements a new technology solution, it’s important to get it integrated into existing infrastructure and ramped up quickly in order to start realizing return-on-investment (ROI) quickly, for both the sales and IT teams. They help companies with all areas of their sales strategy–planning, execution, and optimization.

Scale 49

Scale Compensation ROI Incentives 49

Xactly

NOVEMBER 15, 2018

One of the most important things to consider when designing plans are the different roles on your sales team. At many companies, reps may not have control over pricing and discounting policies. On-Target Earnings. Access ready-to-use templates to get started in minutes with Xactly SimplyComp. Plan Components.

Compensation 87

Compensation Examples Sales Management Incentives 87

Xactly

OCTOBER 4, 2018

If you’re responsible for your company’s accounting processes, you know just how complicated maintaining regulatory compliance can be. One piece of ASC 606 in particular probably stands out: the new standard changes how companies must account for their sales commissions. Will the ASC 606 changes affect me? It depends.

Commission 55

Commission Compensation Webinar Metrics Account 55

Xactly

AUGUST 27, 2018

Back in March, we celebrated International Women’s day and kicked off our female executives blog series, where we introduced Xactly Chief Marketing Officer, Micheline Nijmeh, and VP of Human Resources, Leanne Bernhardt. In a later post, we also shared Xactly Chief Financial Officer, Elizabeth Salomon’s story.

Sales Leadership 40

Sales Leadership Hiring Compensation Incentives 40

Xactly

DECEMBER 19, 2018

For sales, that means regularly checking your performance against the plan in order to get a read on how well you’re executing. One of the major benefits of continuous planning is that you’re able to catch potential problems and course-correct your plan before those problems become detrimental to your business.

Hiring 79

Hiring Handbook Quota Webinar Metrics 79

No More Cold Calling

SEPTEMBER 1, 2015

As she puts it: One of the remaining challenges for most companies seeking diversity and balanced leadership is getting past “unconscious bias.” What I say to women (and men) is that the “imposter” feeling is a natural one if you are really stretching yourself.

Hiring 120

Hiring Sales Qualified Lead Referrals Cold Calling 120

Xactly

AUGUST 20, 2018

Companies in all industries are beginning to dip their toes into intelligent tools to grow their businesses. Although using automated performance management technology provides a great opportunity for companies to strengthen their sales strategy, there’s a catch. As mentioned above, territories have a huge impact on sales performance.

Data 45

Data Territories Compensation Incentives 45