Xactly

OCTOBER 18, 2018

Few leading indicators are more predictive of a company’s future sales performance than its incentive compensation plans. While multiple factors influence the effectiveness of your sales incentive compensation plans, 5 tips stand out: 1. Creating incentive programs that work require balancing multiple design choices.

Incentives 78

Incentives Incentive Compensation Webinar Metrics 78

Xactly

JUNE 13, 2018

Effective territory design is the basis of strategic sales planning. Balanced territories allow you to set fair quotas, which have a huge impact on your incentive compensation and success of your salesforce. Ultimately, if your sales territories aren’t optimized, you hinder sales reps’ motivation and performance.

Territories 49

Territories Travel Webinar Metrics How To 49

Xactly

AUGUST 23, 2018

Sure, you know you need ICM to handle accurate and timely payments, but do you really need automated sales territory planning as well? Although automating technology for territory design can increase your sales up to 20 percent, territory planning is often categorized as a luxury in SPM—instead of as the necessity it is.

Territories 41

Territories Incentives Incentive Compensation 41

Xactly

OCTOBER 1, 2018

Are we assigning effective territories? Despite the fact that we live and breathe incentive comp, we are not immune to the factors that affect every sales organization. Looking at our own sales performance data, we asked ourselves the question can we analyze our sales performance and use our data more effectively?

Analysis 90

Analysis Data Incentives Incentive 90

Xactly

AUGUST 20, 2018

AI/ML technology and algorithms are important, but the true value lies within data. For companies to truly reap the benefits of AI/ML, they need access and the rights to data. Data Drives Intelligent and Strategic Planning. Data is the driver behind AI/ML technology, and for sales organizations, intelligent planning.

Data 45

Data Territories Compensation Incentives 45

OpenSymmetry

JUNE 9, 2016

The Journey to Sales Incentive Optimization. A familiar scenario that salesforces experience is the excitement and optimism of the new sales incentive launch, followed by the realisation that: New rules have been introduced which limit the kind of high payouts experienced last year which made the plan unaffordable.

Incentives 40

Incentives Incentive Compensation SalesForce 40

Xactly

AUGUST 8, 2018

In the recent 2018 mid-market sales incentive study, CFO Alliance reviewed the relationship between Sales and Finance departments—and how this partnership can positively impact a company’s revenue potential. Incentive Compensation. Companies may need to begin to innovate when it comes to traditional sales incentives.

Incentives 55

Incentives Incentive Compensation Webinar Metrics 55

Sales and Marketing Management

FEBRUARY 28, 2019

It comes from the way sales teams set up territories and quotas, measure their effectiveness, and adapt to changes. Territories today can be optimized to an unprecedented degree. Sales planning – Sales planning includes things like Territory and Quota Planning, Sales Coverage, and Account Segmentation.

Strategy 149

Strategy Marketing Incentives Incentive 149

Xactly

JANUARY 18, 2019

Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project. Gather as Much Data as Possible. Data is the most important and useful tool for any part of a strategic sales plan. This plan should also be design with a data-driven mindset.

Commission 81

Commission Incentives Incentive Compensation 81

Xactly

JANUARY 3, 2019

Industry and planning-specific statistics also help guide sales planning and incentive compensation. Companies that set cookie-cutter quotas across similar roles see 14% lower quota attainment than those that assign quotas based on territory-specific opportunities ( Complete Sales Planning Handbook. ). Your sales performance data.

Handbook 99

Handbook Territories Compensation Incentives 99

The Spiff Blog

FEBRUARY 9, 2023

These include poor planning and prioritization, lack of insight and data, and, finally, selecting a quota setting methodology that doesn’t align with overarching business goals. For industries that follow consistent trends and patterns, using historical data is often the most reliable and accurate way to set sales quotas.

Quota 70

Quota Revenue Lead Rank Territories 70

Xactly

SEPTEMBER 20, 2018

From territory planning to sales team organization, to sales coaching and leadership strategies to sales compensation planning, each element helps to create a strong sales plan. Sales operations and compensation professionals must create an incentive plan that will drive growth for the company and attain executive objectives.

Compensation 40

Compensation Incentives Incentive Lead Rank 40

Xactly

NOVEMBER 15, 2018

In fact, the best way to ensure sales managers do their job well is by creating an incentive plan that drives the right behaviors. Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project. Annual Target Incentive. On-Target Earnings.

Compensation 87

Compensation Examples Sales Management Incentives 87

OpenSymmetry

FEBRUARY 10, 2016

In the second scenario, the organisation has a strong HR or Sales leader driving the project who wants to look at a simplified process or wants a simplified incentives landscape before they start automating. Finally, 70-80% of companies will have no or at best inflexible technology to support incentives.

Incentives 40

Incentives Incentive Compensation Territories 40

Steven Rosen

DECEMBER 2, 2012

For this to work effectively, quotas need to be set fairly against both large and small territories. Management needs to be able to understand opportunities and challenges in each territory when quota setting. By using percentage to quota they give smaller less developed territories a distinct advantage in rising to the top.

Territories 304

Territories Quota Comparison Incentives 304

Xactly

JANUARY 17, 2019

Processes: Are your sales territories balanced ? What incentives and sales commission structures will you use to motivate sales reps? Download the guide "Optimizing Sales Planning with Data Intelligence,"to discover how you can use sales performance data to strengthen planning and performance. Territory design.

Hiring 70

Hiring Territories Incentives Incentive 70

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. It is generally used to get sales reps through times of sales uncertainty, where they may experience decreased cash flow due to inexperience within a particular territory or product as they ramp up.

Commission 83

Commission Hiring Incentives Incentive 83

Xactly

JUNE 21, 2018

Availability and analysis of data is a hot action item for organizations today. Every company wants to have access to the right data to analyze and drive their future business decisions and ultimately achieve their business outcomes. The Importance of Data-driven SPM. Register for Webinar.

Data 51

Data Webinar Metrics Enterprise Enterprise 51

Sales Hacker

OCTOBER 7, 2022

For example, artificial intelligence enables the efficient and practical application of unstructured data for sales performance management and incentive plan design. Related: Top 8 Sales Incentives That Actually Motivate Your Team (Besides Cash). ZS’s Chad Albrecht led one of many sessions focused on data and analytics.

Compensation 76

Compensation Conference Trends Incentives 76

The Spiff Blog

OCTOBER 6, 2022

Tweaks here and there can be a necessary (and sometimes arduous) challenge for your sales and finance team, but these variables provide valuable internal data about which commission structures generate the most growth. Does this include all territories and teams, or just a portion of them? Prioritize a positive sales culture.

Commission 75

Commission Compensation Churn Incentives 75

Xactly

DECEMBER 3, 2018

In today’s day and age, sales planning must be data-driven, automated, and collaborative. Download the guide "Optimizing Sales Planning with Data Intelligence,"to discover how you can use sales performance data to strengthen planning and performance. A quota that is 10% too high might translate into no incentive pay at all.

Quota 77

Quota Territories Incentives Incentive 77

Xactly

OCTOBER 10, 2018

You need to start pulling together internal data from your incentive compensation management system, data from your CRM, and finally, information from financial teams on profitability and product revenues. You will be going back to this internal data when running models, checking out programs, etc. Watch Webinar.

Compensation 79

Compensation Incentives Incentive Webinar Metrics 79

Hubspot Sales

JULY 22, 2020

HubSpot Sales gets rid of manual data entry, a huge time waster in sales, so professionals can spend time selling. It also allows you to segment and aggregate the data so you can uncover valuable insights. Plan 2 Win provides “the right strategic account, sales territory and pre-call planning tools for B2B sales teams.”

Tools 112

Tools Closing Territories Hubspot 112

Xactly

JANUARY 7, 2019

The start of a new year comes with a new sales plan—and that means you must reassess your sales capacity needs , align and balance sales territories , and create a sales incentive plan that drives sales performance. How to Develop a Sales Incentive Compensation Plan (with Templates). Enter sales compensation planning.

Compensation 90

Compensation Incentives Incentive Commission 90

Hubspot Sales

OCTOBER 2, 2019

Sales performance management tracking can provide valuable data enabling your organization to forecast future sales trends and employee compensation rates — particularly for commission-based compensation structures. Having clear, visible goals and incentives builds well-rounded sales professionals. Helps predict future sales trends.

SAP 123

SAP Oracle Compensation Territories 123

The Spiff Blog

NOVEMBER 10, 2022

The use of sales commission software ensures access to real-time commission data for sales reps, leaders, and executives. Having this data readily available motivates arms reps with the information they need to focus their efforts on closing the right deals without worrying about inaccuracies or incomplete data. About Spiff.

Commission 75

Commission Scale Compensation Software 75

SBI Growth

MARCH 31, 2013

You have data to make decisions. Did it incent the right behavior? Benchmark data is purchased toward the end of the year. How do you know if comp-incented behaviors can move the needle? Territory potential and/or Quota calculated incorrectly. Early April is the time to assess and, if necessary, make corrections.

Compensation 293

Compensation Incentives Incentive Buyer Persona 293

Xactly

NOVEMBER 14, 2018

In the webinar, “ CXO Fireside Chat: 5 Ways Data Can Elevate Sales Performance Management in 2019 ,” the two execs provided a behind-the-scenes look at how they’ve led Xactly to success. He is responsible for incenting his sales team to model behaviors that align with the company’s executive goals. Listen and learn here !

Webinar Metrics 80

Webinar Metrics Compensation Incentives Incentive 80

Sales Hacker

SEPTEMBER 27, 2022

He’s an expert in the sales world, particularly in revenue operations and incentive compensation. Today we’ve got Scott Barton, VP of Industry Solutions at Varicent and a veteran of sales, revenue operations, and incentive compensation. Sales forecasts, territory design, quota management, and incentive compensation.

Compensation 80

Compensation Incentives Incentive Quota 80

SBI Growth

OCTOBER 21, 2013

Those reps were covering an extensive territory and large customer base. Systems should be mobile friendly, allowing data to be entered while on the go. Incentive Programs. Does your comp plan incent behaviors that will get you to your number? Resource Allocation. 80% of its sales team was outside sales reps.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

Mindtickle

OCTOBER 24, 2018

Institute a data-driven conversation about enablement. Companies using field coaching forms but not compiling the information or those who coach regularly but don’t track the impact on deal velocity or size end up missing the biggest incentive reps have to spend time in coaching sessions. Data-driven enablement plays.

Sales Enablement 69

Sales Enablement Data Lead Rank Lead Scoring 69

InsideSales.com

JULY 1, 2020

Sales Territories. Software is not only to monitor and track sales data, but it is essential to provide necessary marketing and sales training to both sales teams and clients. An incentive system, such as on-target bonus earnings on sales revenue, is a worthwhile strategy to motivate the whole team. Sales Territories.

Revenue 58

Revenue Strategy Territories Forecasting 58

SBI Growth

OCTOBER 20, 2012

Software Firm: The annual Employee survey is overflowing with negative comments about the incentive plan. On-line services like Payscale.com and Salary.com are cost-effective sources for benchmark data to calibrate a functional comp plan. Incentive compensation is specialized enough that it requires help from a third party expert.

Compensation 267

Compensation Incentives Incentive Lead Rank 267

SBI Growth

SEPTEMBER 20, 2012

So how do we incent this behavior? If the product doesn’t make up a minimum of 15% of the overall quota, there won’t be enough incentive for the sales rep to focus on it. You are probably using this data to identify gaps the new product will create in the sales process. How do we drive change? Identify the Average Sales Cycle.

Compensation 244

Compensation Incentives Incentive Penetration 244

Xactly

SEPTEMBER 24, 2018

With this latest acquisition, Xactly now delivers a continuous and end-to-end, data-driven sales planning solution within our market-leading sales performance management (SPM) portfolio. As the forerunner in cloud-based incentive compensation management (ICM), Xactly identified data as a key performance driver from the very start.

Commission 95

Commission Lead Rank Incentives Incentive 95

Xactly

JULY 5, 2018

Annual Target Incentive. As part of your incentive plan design, consider the roles that will report to each sales manager, and ask yourself the following questions: Will your manager supervise one type of rep or a sales team of mixed roles (Sales Executives, Account Managers, Lead Generation Reps, etc.)? The Importance of Data.

Compensation 69

Compensation Sales Management Examples Commission 69

Mindtickle

OCTOBER 24, 2018

Institute a data-driven conversation about enablement. Companies using field coaching forms but not compiling the information or those who coach regularly but don’t track the impact on deal velocity or size end up missing the biggest incentive reps have to spend time in coaching sessions. Data-driven enablement plays.

Sales Enablement 52

Sales Enablement Data Lead Rank Lead Scoring 52