No More Cold Calling

MARCH 8, 2019

Why Women Shy Away from Sales. Perhaps that’s why millennials are more likely than their parents and grandparents to take time out of the workforce to care for children. Women also excel at quota attainment, according to a study by Xactly. We don’t settle for the here and now. It wasn’t that way in previous generations.

Hiring 247

Hiring Referrals Networking Conference 247

Hubspot Sales

OCTOBER 2, 2019

Now that you're clear on what sales performance management entails, let's talk about why it is so important to implement it into your standard operating rhythm. Why Sales Performance Management Matters. Let’s talk about why your organization needs to implement a sales performance management strategy. Image source: Xactly.

SAP 119

SAP Oracle Compensation Territories 119

Xactly

JANUARY 14, 2019

In a recent webinar, Xactly VP Strategic Marketing, Erik Charles, sat down with the Big Switch Networks Sales Operations Manager, Gavin McChesney, to discuss how benchmarking data can turn sales planning from a game of darts into a data-driven, credible, and scientific process. Your fiscal year started, you’re in the New Year now?

Data 67

Data Hiring Company Webinar Metrics 67

No More Cold Calling

MAY 28, 2017

It shows you don’t care about me, so why should I care about you? Why Account-Based Sales Pros Can’t Automate Relationship-Building. Account-based sales reps know better than to treat people that way in real life, so why treat people that way on social media? You’re a stranger to me. Asking for referrals? Take the Referral I.Q.

Referrals 136

Referrals Gatekeeper Social Media Cold Calling 136

Xactly

DECEMBER 19, 2018

If you aren’t embracing data and analytics in your sales organization, you need to start now. A study by CSO Insights found that 94% of world-class sales organizations know why their top sales performers are successful by actively using sales analytics to measure and predict sales performance. View Webinar. Set Realistic Quotas.

Hiring 79

Hiring Handbook Quota Webinar Metrics 79

Xactly

SEPTEMBER 6, 2018

Last week Xactly co-sponsored a CFO Roundtable with our long-time partner and customer Salesforce. That’s now changing. That is one reason why the majority of companies are looking at the modified retrospective approach to gain ASC 606 compliance. Watch Webinar. Watch Webinar. Take the Next Steps for ASC 606 Compliance.

Commission 40

Commission Account Webinar Metrics Scale 40

No More Cold Calling

FEBRUARY 5, 2015

After all the social progress of the last 50 years —and after women have more than proven our worth—why are leaders still undervaluing the contributions we make to companies and the economy? We ask a lot of “why” and “what” questions. Now instead of being harassed or insulted, we’re more likely to be overlooked.

Cost per Acquisition 120

Cost per Acquisition Small Business Small Business Enterprise 120

Xactly

MAY 24, 2018

Why Your Sales Compensation Is Inefficient. Watch the webinar, "Incentivize to the Power of Xactly: Life of a Sales Leader," to learn how to drive the right rep behaviors using Xactly Incent. Now with the right practices in place to move more of the middle towards the top or even a +1% increase in performance.

Compensation 51

Compensation Enterprise Enterprise Webinar Metrics 51

LeadFuze

MAY 17, 2021

Why are Sales Compensation Plans Important. 6 Reasons Why Sales Focus is Lost With Complex Compensation Plans. All of that time and resources devoted to onboarding, now gone. Which can’t even be answered until you answer the “why?” as in, why are reps leaving? Now , what are you thinking? Because guess what?

Compensation 52

Compensation Hiring Incentives Incentive 52

Crunchbase

MARCH 25, 2022

Why should that worry you as a business leader? A survey by Xactly found that 58 percent of respondents reported that, over the past 12 months, sales employees chose to depart their companies at a higher-than-normal rate. Like the rest of us, customers aren’t going out for many fancy dinners right now.

Social Media 105

Social Media Hiring Face-to-face Loyalty 105

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. The opportunity is immense…so why continue to operate with your compensation in a box? Watch Video.

Compensation 40

Compensation Incentives Incentive Commission 40

Sales Hacker

NOVEMBER 30, 2021

Find out why Outreach is the right solution at click.outreach.io/30npc. Now let’s listen to my conversation with Kevin Yip. Kevin Yip: In the beginning, it was a lot of what Sales Hacker offers now. We talk a lot about our mission and our product and why we’re here. We’re also brought to you by Pavilion.

Scale 91

Scale How To Lead Rank Workbooks 91

Xactly

MAY 17, 2018

It’s important to improve your sales rebuttals now before it’s too late. Watch the webinar, "Incentivize to the Power of Xactly: Life of a Sales Leader," to learn how to drive the right rep behaviors using Xactly Incent. Now, consider the “whys” before conveying your sales rebuttal.

Negotiation 59

Negotiation How To Objections Webinar Metrics 59

Xactly

JULY 16, 2018

Why get stuck in a rut when you can move forward in the digital age with data-driven insights. Watch the webinar, "Incentivize to the Power of Xactly: Life of a Sales Leader," to learn how to drive the right rep behaviors using Xactly Incent. There was once a trend that moved towards virtual agents, now, it’s chatbots.

Trends 55

Trends Hiring How To Social Media 55

The Spiff Blog

JUNE 29, 2023

Considering the intricacy and importance of well-run sales compensation programs, it’s no wonder why qualified sales compensation managers are in high demand. A good candidate displays a familiarity with both the how and the why of designing sales comp plans.

Compensation 72

Compensation Commission Hiring Salary 72

Smooth Sale

MARCH 17, 2022

A 2019 study by incentive solution provider Xactly reported that 86% of women achieved quota, compared to 78% of men. All of the above is why this GirlzWhoSell LLC felt it was important to compile the book Heels to Deals: How Women are Dominating in Business-to-Business Sales. However, organizations still need to step up.

Scale 78

Scale Hiring Lead Rank Report 78

Xactly

SEPTEMBER 17, 2018

Now, imagine a Shark Tank-esque way of soliciting employee ideas for change within the company—whether that’s a new product offering or an entirely new process or way of doing things. How to do it: At Xactly, we use email, of course. The questions of “Why do I work so hard?” when that idea is invested in. That’s significant.

Compensation 97

Compensation Motivation Follow-up Promotion 97

Xactly

AUGUST 23, 2018

Let’s look at three reasons the words here, “absolutely imperative,” are not an exaggeration—and why it’s time to drop manual sales planning for good. By now, we can all agree that automating incentive compensation management (ICM) is exponentially more effective than using excel to manage sales comp. Download Guide.

Territories 41

Territories Incentives Incentive Compensation 41

Xactly

JULY 23, 2018

Here are seven reasons why CFOs should use technology to help gain a better grip on sales incentive commissions and wield it to the company’s advantage. If your sales reps did what they were supposed to do and the time has come to pay them, then pay them – now ! Reason 1: Plans and Afterthoughts.

Commission 47

Commission Incentives Incentive Trade Show 47

The Spiff Blog

JUNE 6, 2023

Brenna, who is also a registered dietitian, stumbled into the tech world last year and started her sales career at Xactly Corp as an SDR. She also likes to get to know new cultures through gastronomy, which is why she is always willing to try dishes from restaurants dedicated to a specific country’s cuisine.

Meeting 67

Meeting Travel Engineering Hiring 67

Tenfold

OCTOBER 10, 2017

Jared Haleck of InsideSales.com restates an often-used reason why sales gamification works: “Sales reps are competitive by nature, but too often that competitive energy doesn’t get utilized on the sales floor. The shared reason why management keeps on doing this is because it works.

CRM 40

CRM Competition Motivation Software 40

Xactly

SEPTEMBER 5, 2018

Watch the webinar, "How Best-in-Class Companies Approach Incentive Comp” to learn compensation best practices and see how with 13+ years of empirical industry pay and performance data from Xactly Insights is helping companies strengthen their sales compensation plans. Now, think about it. Watch Webinar. Software Sales. Fair enough.

Examples 78

Examples Compensation Incentives Incentive 78

Xactly

DECEMBER 13, 2018

So it gives sales reps the incentive to hit their goal and keep going because now they’re making more money for every single deal they bring in. There’s a reason why leaderboards are still a staple of the sales culture. Now you’re ready to start building your sales compensation plans. May discourage knowledge sharing.

Compensation 77

Compensation Lead Rank Lead Scoring Commission 77

Sales Hacker

JULY 3, 2018

Why Do You Need Sales Automation? Sales organizations now turn to different automation software to infuse new prospects into the pipeline, prioritize lead queues, and enhance the buyer journey. Now imagine if you could train someone to do it for you for you! Not everything in the world of selling should be automated. SalesWings.

Sales Automation 65

Sales Automation Outsourcing Services Sales Process Tools 65

Cience

FEBRUARY 5, 2019

Why do you think there’s such a big bias against this practice? You’ve been working for 17 years in The Bridge Group now. As you know, we’ve been studying sales development for over a decade now and we’ve issued several reports over this period. And it is viewed now as a profession. They’re free to do it.

Ideal Customer Profile 50

Ideal Customer Profile Hiring Outsourcing Services Inside Sales 50

Xactly

AUGUST 15, 2018

Why would they choose you? Access ready-to-use templates to get started in minutes with Xactly SimplyComp. While our earlier suggestions focused more on qualifying, if you want to shorten the sales cycle, then you must disqualify the deals that are not likely to close now or in the near future. What is their average salary?

Ideal Customer Profile 40

Ideal Customer Profile Compensation Sales Qualified Lead Sales Cycle 40

Lessonly

SEPTEMBER 4, 2020

Why or why not? Spiff or Xactly for commission tracking. Your sales team isn’t a well-oiled machine yet, and now you have to manage it remotely. See why Fortune 100 companies and small businesses alike train their teams with Lessonly. Make sure this is an open sharing, not just a read-out on their results.

Lead Rank 40

Lead Rank Lead Scoring Leads Marketing Qualified Lead 40

Sales Hacker

OCTOBER 7, 2021

Founded Why Sales Network, a global sales training company to provide valuable content to develop the next generation of leaders. And she needs a hug every now and then. Now I use all of my experience, skills and knowledge in non-exec director and advisory roles. Your career is what you make of it. Joyce Johnson. Shari Levitin.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Sales Hacker Training

NOVEMBER 21, 2022

That’s why we’ve built this list of sales management software — to help you improve, test, and optimize your own sales stack. Buyer Enablement Boxxstep Sales is now more about people management than it is opportunity management. Xactly You can (and should) align your compensation strategy with your growth targets.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52

Lessonly

MAY 22, 2019

That’s why we invited more than 30 industry influencers and leaders to challenge and inspire us to Do Better Work at our breakout sessions. Join this discussion about trust: what it means, why it’s important, and how to build a high-trust culture. Jessica Smith, Learning and Development Program Manager, Xactly.

Scale 20

Scale Lead Rank Vendor Customer Service 20