Xactly

DECEMBER 12, 2018

In today’s post, I’ll talk about territory planning. Territory planning represents the foundation of sales performance management (SPM). You must have the right territory design in place to accurately allocate quotas. Accurate quota allocation impacts your team’s ability to achieve their anticipated incentive compensation.

Territories 67

Territories Quota Guidelines Software 67

The Spiff Blog

OCTOBER 6, 2022

But remember that while the execs are driven by revenue and low customer churn, your sales reps are driven by their incentive compensation plans. For example, a HubSpot salesman wrote in Harvard Business Review about the success of their incentive compensation plan during their “hunting” phase. Prioritize a positive sales culture.

Commission 75

Commission Compensation Churn Incentives 75

Xactly

AUGUST 20, 2018

To obtain and manage this data properly, sales organizations need automated sales performance management (SPM) solutions to help facilitate their planning strategically, from territories and quota allocation, to compensation planning and management. Design Fair, Balanced Territories. Drive the Right Sales Behaviors with Incentives.

Data 45

Data Territories Compensation Incentives 45

Hubspot Sales

OCTOBER 16, 2017

They get the security of a steady income with the economic incentive to sell. Shifting product and/or distribution costs, rebates, and territory changes can make calculating this extremely hard. A word of warning: These are suggestions, not guidelines. Base salary plus commission. This is the most common pay structure.

Compensation 124

Compensation Hiring Salary Commission 124

InsideSales.com

OCTOBER 7, 2019

Increasing your revenue in your current territories with new and existing products. Increasing your revenue outside your territories with new and existing products. Make sure that the incentives you provide will push them towards motivation. Getting referrals from the accounts you have. Own Your Niche. Own your niche.

Strategy 63

Strategy Ideal Customer Profile Top of Funnel Analysis 63

Sales Hacker

MAY 9, 2019

Know what to Include in a Sales Incentive Plan. This is what the person would be paid annually and it has two elements; a base salary and a sales incentive held against sales, also known as variable pay. NOTE: We recommend refraining from calling any sales incentives a bonus. Determine Total On-Target Earnings (OTE).

Face-to-face 102

Face-to-face Compensation Commission Lead Rank 102

Xactly

AUGUST 29, 2018

When Xactly was founded more than 13 years ago , the company had a simple vision to democratize incentive compensation management and put powerful calculation tools in the hands of every company. One often missed opportunity in the planning equation is optimizing territory planning.

Compensation 40

Compensation Incentives Incentive Commission 40