“Incentives Drive Behavior” Cracking the Code with Predictive Analytics #CALDC3

Smart Selling Tools

CallidusCloud held their Connections conference last week at the Wynn in Las Vegas. Connections is an annual event for anyone, customers and non-customers alike, who is interested in “discovering new ways to modernize their business and embrace the evolving customer.”.

5 Steps to a Competitive Sales Incentive Plan


Compensation drives sales behavior, which means your sales incentive plan is a critical factor in sales performance and objective achievement. The incentive compensation planning team faces the challenge of balancing executive priorities and designing incentives that motivate reps.

Sales Incentive Optimization


The Journey to Sales Incentive Optimization. The event had 2 interweaving themes of excellence of plan design and the contribution which Sales Performance Management technology can make through operational excellence but also predictive analytic insights. Sales Incentive Design.

The ABCs of Compensation Planning: How to Build Better Incentive Plans


The planning process entails more than just your compensation plan, but at the very core, strong sales incentive plans address three main considerations. First and foremost, your incentive plan must be aligned with your different sales roles.

Optimal Incentive Compensation Plan Design for Successful Implementation


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. We typically come across 2 scenarios with regard to plan design and automation.

X-Factor Compensation Leaders: How to Be Incredible at Incentive Planning (Wolters Kluwer)


Those tasked with creating a plan must develop a process and incentive plan that will motivate and encourage the right sales behaviors to achieve goals, all while driving growth. At Xactly, we want to provide a simplified incentive compensation planning process.

It’s in the Numbers: Building High-Performance Sales Teams Through Data Analytics

Sales Training Advice

Everybody talks about data analytics in marketing and how it’s critical to find prospects who look like your existing customers. But data analytics is just as important for finding, hiring, managing, and retaining the right talent. Through a combination of predictive analytics and behavioral insights, you can now find not only the right person for the job, but also someone who’s highly likely to succeed in the role.

SPM Transforms the Career Path from Admin to Analyst


In this fourth post, we discuss how sales compensation administrators can streamline the incentives management process using SPM technology and in doing that transform their role from an administrative function to a business and analytical function. SPM Technology transforms Sales Compensation Administration from an administrative function to a business and analytical function.

10 Sales Statistics You Should Know in 2019


Industry and planning-specific statistics also help guide sales planning and incentive compensation. Nearly 50% of companies fail to measure and adjust financial forecasts and plans to account for the residual impact caused by sales force attrition ( 2018 Mid-Market Sales Incentive Study ).

Sales Performance Management 101 for Finance: Know the Cost of Your Investment in Sales


The sales team produces a large body of disparate information which needs to be collected, converted into a suitable format and analysed to build out forecasts and leverage incentive compensation for peak sales performance. Lack of visibility not only leads to poor results from incentive compensation initiatives, but it could cause future financial and legal issues if payments are inaccurate.

Are You Using Your Sales Performance Data Effectively?


However, like any tool, the value of data analytics depend on how you use it. For example, if you notice that rep performance tends to drop off after they meet quota, you may need to examine if your incentives are truly motivating reps to meet and exceed their targets.

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Drinking Our Own Champagne: How Xactly Insights Data Improves Sales Performance Analysis


Despite the fact that we live and breathe incentive comp, we are not immune to the factors that affect every sales organization. In a world so focused on incentive compensation, Xactly Insights gives us a lot to think about. Analytics and Technology Sales Performance Management

Smart Selling Visions: Up-Close with Top Revenue Leader K.V. Rao, CEO of @AvisoInc

Smart Selling Tools

Our flagship product, Aviso Insights, delivers powerful business analytics that help sales people prioritize deals, deploy resources, get early warning indicators, thereby driving revenue growth for any enterprise.

7 Data-Backed Sales Best Practices


In this post, you’ll learn how to use predictive analytics and big data to improve your team’s inside sales skills. Combining Data with Predictive Analytics. Combining Data with Predictive Analytics. This is where the power of predictive analytics shines.

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Sales Performance Management 101 for Sales Reps: Getting the Sales Numbers You Need with the Right Technology


By automating the process, SPM technologies like IBM Incentive Compensation Management empower salespeople and sales managers to effectively identify areas to maximise sales and earnings in each sales period. They provide near real-time information to reps on performance and pay, providing key metrics, analytics and insights on how to earn more as well a detailed transactional view of the deals that are / can impact their performance and earning.

Your Sales Year is Coming to an End. Are you ready?


Here are some ideas to help you gain a clear line of sight into opportunities and finish the quarter strong: Enable real-time access to sales analytics to truly understand if you have the sales pipeline and velocity to cover your sales goals and where you may be exposed.

The Criticality of SPM Technology


While, incentive compensation administration is still a main piece, the broader SPM technology concept is expanding more holistically to include other key aspects which directly impacts how a sales team might perform, including talent development, sales enablement, and territory and quota management.

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CIOReview Selects OpenSymmetry for 100 Most Promising IBM Solution Providers


OpenSymmetry achieves CIOReview’s top Solution Providers list for its expertise in Incentive Compensation and Sales Compensation Management.

Improving the Sales Organization’s Change Readiness


Many companies underestimate the change challenge and respond only tactically with the emphasis being on a quick response to a challenge often seen through rushed amendments to the incentive plan or hiring new people. Meeting the Change Readiness Challenge.

Crawl, Walk, Run – Three Small Steps for a Successful ICM Implementation


As I work with companies to weigh different best-of-breed Incentive Compensation Management (ICM) platforms that might be optimal for their situations, I frequently witness companies grasp the robust capabilities of these solutions and immediately try to start sprinting to that ideal end state straight out of the gate. This would also include additional analytics for the field and internal admins. Communication ICM Incentive Compensation Management Strategy

3 Ways Technology Can Streamline Your Sales Performance Management Strategy

Sales and Marketing Management

Instead of spending weeks attempting to understand how many more sales an associate needs to meet his or her quota, advanced technology can deconstruct the process to deliver clear goals and real-time updates, as well as implement incentive programs.

[Webinar Recap] How to Use Optimized Sales Planning to Drive Growth like Salesforce


Nearly 70 percent of Xactly customers use Salesforce to manage their sales force compensation plans, and Salesforce is a long-standing Xactly customer (since 2010), using Xactly Incent to manage more than 15,000 payees on compensation plans.

Sales Leadership – A FREE Health-Check

Jonathan Farrington

It results partly from training/coaching, partly from incentives (financial and other) and perhaps most of all, from the leadership given by their manager. . Yesterday I voiced my concerns about the poor quality – in general – of sales management today.

[Data Snapshot] 2018 Sales Compensation Best Practices Study


In May 2018, Xactly partnered with WorldatWork to complete its annual Sales Compensation Best Practices Study to define the key trends and metrics for companies that want to plan and incent a top sales organization. Does your team often struggle with flawed data and shallow analytics?

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April Showers, May Flowers


Give your partners the incentive to grow. One fool-proof way to see progress in your channel is to give your partners the tools they need to grow as well as the incentive to utilize those tools. the only way to see if your channel has grown is with analytics.

10-Point Inspection for Top Sales Performance

Sales Benchmark Index

Erik Charles is the Principal Incentive Strategist at Xactly Corp. In a recent webinar , Erik noted that: "The total outlay for Incentive Compensation in the U.S. Most companies have regular meetings to review detailed analytics on how the advertising program is working.

Performance Platforms

Sales and Marketing Management

Source: Flurry Analytics). Not your father’s incentive program. “We If a benefit of all of this technology is the nearly infinite choices that employers can offer to top performers as rewards, the other side of that coin is the increased number of companies (like YouEarnedIt) that now exist in the incentive and recognition space. Phillips says Maritz Motivation Solutions has significantly increased its analytics and artificial intelligence capabilities.

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Digital Sales Data: The (Real) Secret to Moving Deals from Prospect to Closed

Sales Hacker

From a rep’s perspective, managers reap the benefits of this data for better analytics and more accurate forecasting, whereas the rest of the team views Salesforce as a data dump and reporting tool that takes away from their paycheck. What’s the #1 incentive you can use with your reps?

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Driving Good Sales Behaviors: 4 Tips to Incentivize a Sales Team & Achieve Targets

Sales Hacker

That’s especially true when incentives are based on things that don’t necessarily affect the bottom line — they’re just easy to manage without a lot of care. I’ve gotten ideas from my team on how we should be managing particular incentives on a day-to-day basis.

Move Deals Forward with Your CRM

Miller Heiman Group

They need analytics-powered technology like Scout, which reinforces your organization’s sales methodology and shows sellers the specific actions required to win more opportunities and close deals faster. Today’s CRMs capture insights that relate to—and create incentives around—the underlying key factor that drives better sales results: seller behavior. CRM technology was never designed to help sales representatives sell more.

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7 Critical Sales Leadership Challenges

Steven Rosen

CRM platforms, pipeline analytics, and candidate assessment tools can exponentially increase the productivity of your managers and reps. Create incentive structures and a company culture that will motivate your managers and your reps to stay with the company.

[Webinar Preview] My Journey From Sales Rep to Compensation Manager


Using SPM data and analytics to inform decision-making across planning, execution, and attainment. Looker started out as an Xactly Express customer in 2015, later migrating to Incent in order to keep up with accelerated growth.

The Future of Finance: 10 Things CFOs Need to Consider About Technology


In reality, it is not really a software problem, but a data/analytics problem that technology solves and ultimately, enables the team to conduct more efficient analysis. The future of finance is data analytics and artificial intelligence.

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5 Things Your Sales Reps Are Complaining About

Sales and Marketing Management

Built on AI and powerful analytics, they provide key customer insights that actually help salespeople be more effective in their job. Sales has a lot of incentive to bring in revenue, but they need the right tools to do it efficiently and effectively.

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Xactly Extends AI Based Sales Planning with Acquisition of OpsPanda


As the forerunner in cloud-based incentive compensation management (ICM), Xactly identified data as a key performance driver from the very start. Since becoming part of Vista Equity Partners last year, Xactly has strengthened our portfolio with two strategic acquisitions.

Is Your Sales Compensation Driving the Right Behaviors?

Sales Benchmark Index

Did it incent the right behavior? The analytical work and testing to develop the new compensation plan consumed hours. How do you know if comp-incented behaviors can move the needle? It's a critical time of year for sales compensation.

Transforming Enterprise Sales Organizations With AI/ML


Previously, sales performance management (SPM) has typically been categorized as solely focused on incentive compensation management (ICM) and sales compensation planning. Sales compensation is vital to sales success and company growth.

Sales Tech Simplified: How to Turn Relationships Into Revenues with @ModelN

Smart Selling Tools

For example, Model N provides solutions for Finance and Product teams to maximize revenues by designing more effective pricing and discount programs, and analytical solutions to develop new product launch strategies that maximize sales in a global market.

Sales Performance Management: What It Is, And Why You Need It

The Brooks Group

SPM is Not Just About Incentives and Compensation Management. Sales Performance Management is often confused with the practice of lining up incentives and compensation plans with organizational goals. With the right analytics, you can better predict each quarter’s numbers.

How Sellers Can Use Real-Time Insights to Weaponize Their CRM

Miller Heiman Group

Today’s CRMs capture insights that relate to—and create incentives around—the underlying key factor that drives better sales results: seller behavior. To take your CRM to the next level, turning it into a sales-producing weapon, you must marry sales methodology with the data and analytics that exist inside your system. Why data and analytics matter now more than ever.

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