Exporting Incent Data Via Xactly Connect

Canidium

Do your organizational processes require you to manually download information out of Incent? If so, consider leveraging Xactly Connect to automatically pull information from Incent in a predetermined layout!

Incentive Program FAQs

Sales and Marketing Management

Q: Why not use quota as a bar to require reps to pass before they’re eligible to earn in the incentive program? Data collected during both the pilot and the program can illuminate aspects we don’t often see. But on deeper investigation of the data, you see that only 10 percent of the team earned a reward and just two accounts contributed 85 percent of the incremental sales revenue. Part and parcel to that success is the deployment of effective sales incentives.

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Calculating the ‘Just Right’ Value for Incentives

Sales and Marketing Management

Author: Tim Houlihan Most incentives are paid out between 3 and 10 percent of the income earned during the incentive period. Matching Incentive to Your Corporate Culture. Track Incentive Results. Smart sales managers rely on good data to make decisions about successes and failures in their territory. The same rigor must be applied to your incentives. How were the incentive-related communications received?

Sales Incentive Optimization

OpenSymmetry

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. Be more strategic about incentives design, think more broadly about what will motivate and retain salespeople. Sales Incentive Design.

Calculating the ‘Just Right’ Value for Incentives

Sales and Marketing Management

Author: Tim Houlihan Most incentives are paid out between 3 and 10 percent of the income earned during the incentive period. Matching Incentive to Your Corporate Culture. Track Incentive Results. Smart sales managers rely on good data to make decisions about successes and failures in their territory. The same rigor must be applied to your incentives. How were the incentive-related communications received?

5 Steps to a Competitive Sales Incentive Plan

Xactly

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. However, a strategic sales incentive plan requires ongoing analysis and adjustments throughout the year. Gather your previous and YTD data. Data is a valuable asset.

Your Guide to Choosing a B2B Data Provider

Zoominfo

Many B2B data providers claim to have the “best” data. But have you ever stopped to think about where these companies get their data and what makes it better than the rest? Today we’re looking at three major B2B data sources and discussing the pros and cons of working with each.

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10 Incentive Travel Facts You Can Put To Good Use

Sales and Marketing Management

The Incentive Research Foundation (IRF), a private not-for-profit foundation that focuses its initiatives on pragmatic research highlighting the premise and the power of incentive and motivational programs, issued a list of 10 incentive travel facts to commemorate Global Meetings Industry Day. firms over $1MM in revenue use incentive travel to motivate their people and partners. firms spend over $14B annually on incentive travel. 

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Optimize Incentive Compensation With Integrated Sales Performance Data

Xactly

Incentive Compensation Management (ICM) solutions help companies manage their sales compensation plans and calculate commission payments. With tens of millions of dollars invested in their data warehouses and critical business applications (i.e. The ability to easily integrate data sources together can save organizations hundreds of hours of manual labor.

5 Tips for Designing Successful Sales Incentive Compensation Plans

Xactly

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. If there is a balance of individual and team work, these incentives can be weighted in different combinations depending on the situation.

Does Your Sales Incentive Plan Drive Customers Away?

Sales Benchmark Index

The purpose of every incentive compensation plan is to influence the actions of sales reps. Sales incentives can be like square pegs. Incentive compensation is intended to reward specific behaviors of the sales force. Here are some real-life examples of poorly designed incentives. If asked, the customer would not pay for any of these activities: Margin Incentive. Product Launch Incentive. Customer Satisfaction Incentive.

Leveraging Kaizen Principles for Incentive Compensation Management

OpenSymmetry

Our customers are seeing long-term success with implementing enterprise Incentive Compensation Management and Sales Performance Management solutions for their organizations. As a professional services organization, OpenSymmetry uses Kaizen during the testing phases of an Incentive Compensation Management (ICM) or Sales Performance Management (SPM) implementation to help improve the accuracy of an item with the biggest impact on a budget sheet, the Cost of Sale.

Design and implement your best sales incentive ever

Sales and Marketing Management

You said you’ve built a lot of sales incentive programs as a manager, and, not to toot your own horn, but they have worked pretty darn well. With 20-plus years and more than 1,500 sales incentive programs under my belt, I’ve got some experience to share. Like all of us, sales managers get into ruts and here are some ideas to get you out of a rut and off to running your best sales incentive program?—?ever. Data can reveal all sorts of insights if you let it.

Six People You Should Invite to Your Incentive Compensation Planning Party

Xactly

You may feel we’re being a bit too generous here with the word “party,” but considering how much we love flawless incentive compensation, we think a celebratory vibe is just what your planning committee really needs. In fact, incentive comp planning process breakdown happens largely because companies fail to create the right guest list—resulting in a massive gap between sales compensation plans and company goals. Incentive Compensation Sales Planning

TSE 1113: Leveraging Sales Incentive Data to Increase Performance and ROI

Sales Evangelist

Sales is equal parts art and science and one of the keys to success is leveraging sales incentive data to increase performance and ROI. Jason Atkins is the founder of 360 Insights, a software platform that enables large brands to execute all of their channel incentive strategies. Jason’s company works with tens of thousands of salespeople who work for major brands and helps them get smarter and make data-driven decisions. Understanding data will help tremendously.

X Factor Compensation Leaders: How to Be Incredible at Incentive Planning (Nuance Communications)

Xactly

Ultimately, the new compensation and incentive plans must successfully motivate the right sales behaviors to achieve goals, all while driving growth. After close to a year, we decided that Express was not flexible enough to handle our complex plans and increasing number of reps, so we decided to implement Xactly Incent in 2015. Nuance had just implemented Xactly Incent a year or so prior to my joining but was in over their heads after some key Admins left the company.

6 Ways to Use Benchmarking and Data to Increase Sales Success

Xactly

Learn how your sales leadership team can use empirical data to succeed. Analytics and Technology Benchmarking Incentive CompensationTo be successful, sales leaders need visibility and insight into sales performance.

The Importance of Data Insights for Strategic Financial Planning

Xactly

Learn why finance leaders need key insights and data-driven decisions for successful financial planning and forecasting from Xactly CFO, Elizabeth Salomon. Forecasting Incentive Compensation Sales Performance Management

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Wells Fargo: The True Cost of “Unchecked Incentives”

OpenSymmetry

Richard Cordray, director of the Consumer Financial Protection Bureau, suggests “unchecked incentives” were the root cause of the fraudulent accounts, further elaborating, “Incentive compensation structures are common in businesses and they can motivate positive behavior. What kind of behavior do current incentive compensation plans promote? Do you have the reporting capabilities to know whether goals are realistic and reachable (attainment rates, historical data, etc.)?

8 Critical Questions to Ask Yourself as You Build a Sales Incentives Program for 2019

Sales Hacker

Creating a strong sales incentives program will help you attract and retain A-list sales talent, so it is worth putting in the legwork to create a strong plan. . Bringing salespeople in for an interview before you’ve figured out exactly how you’ll compensate them for their work leaves you in a tongue-tied, unenviable position when eager candidates ask about things like quotas, sales incentives, what data you use to set goals, and how often your team exceeds those goals.

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

Smart Selling Tools

This year was bigger and better than ever with over 70 breakout sessions, keynote speeches from CallidusCloud CEO Leslie Stretch, Lone Survivor Marcus Luttrell, and Data Scientist David McCandless. As an example, the system might identify an opportunity to cross or upsell based on the data of the system. ” I was most surprised by how excited I got about the notion of “playing” with data. CallidusCloud held their Connections conference last week at the Wynn in Las Vegas.

Optimal Incentive Compensation Plan Design for Successful Implementation

OpenSymmetry

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. The organisation may have been through plan redesign already or might have a simple incentives landscape which might just need minor surgery. Finally, 70-80% of companies will have no or at best inflexible technology to support incentives.

Survey Results Validate Need for Transparency and Automation in Incentive Comp

OpenSymmetry

As it relates to operational challenges pertaining to period-to-period incentive compensation processing, the following three challenges emerged from the survey results: Limited reporting. Overwhelmingly, the biggest challenge for survey respondents already on an ICM (Incentive Compensation Management) technology platform was a lack of reporting by which front-line sales reps can track their own progress.

Sales Dashboards 101: Your Key to Becoming a More Data-Driven Sales Team

Sales Hacker

A sales dashboard gives your team a fast and efficient way to see all the data that is most important to doing their job effectively. This can be convenient since the CRM is likely where most of your sales data already resides. 3 Connect it to Your Data.

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

Xactly

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. Sales operations and compensation professionals must create an incentive plan that will drive growth for the company and attain executive objectives. million square feet of data center space.”. Customer Stories Incentive CompensationSales planning entails many important factors.

Game the Plan – With Chris Cabrera

The Pipeline

Almost everyone in sales will tell you that incentives drive behaviour, but beyond that there is often little agreement among the pundits as to what the right incentive plan is. But ask Christopher Cabrera , founder, president and CEO of Xactly Corporation , who has a different view, and believes that front line reps and CFOs do not need to be at odds when it comes to incentives. He also discussed that managing activity is the role of management not the incentive plan.

For Marketing, Digital Transformation Has Always Been about Data

Cincom

For marketing, digital transformation has always been about data. Data has been the essential raw material used to identify market segments, market size, audience, buyer preferences, message content, contact qualification and all the other metrics and values required to market a product.

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How Big Data Can Help the Sales Leader

Sales Benchmark Index

Unless you’ve been living under a rock for the last two years, you’ve heard about “ Big Data ”. However, most Big Data examples concern large B2C companies. These companies are harvesting vast amounts of internet activity and point of sale data. Many of the B2B sales leaders simply dismiss the Big Data revolution. They say, “I’ll never have that kind of data, why should I bother?” Within the next three years, the best B2B sales organizations will use “Big Data”.

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

Xactly

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. Tailor incentives to what is asked of each sales role in the sales process so they provide the best opportunities for your sales team to succeed. How do pay and and incentives differ between high- and low-performing reps.

Gathering the Right Win/Loss Data to Guide Your Team Through the Toughest Storms

Sales Hacker

For many, the sample sizes are too small, and the data quality too poor to make a convincing case for substantive changes. The answer lies in selecting a method for collecting and analyzing win/loss data that meets your goals and can be sustained long term. So can a creative incentive.

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

Xactly

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. Gartner’s VP of sales mentored me and taught me how sales reps think and act in regards to sales Comp and incentives. Reporting on metrics still is a challenge and finding an easy way to consolidate the data. At Xactly, we want to provide a simplified incentive compensation planning process.

[Webinar Recap] Enhance Your Workforce Culture and Sales Performance through Incentive Compensation

Xactly

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. It not only benchmarked salary data, it also allowed organizations to benchmark the compensation design and types that are offered, along with the key players and stakeholders involved. Incentive Compensation. Partner Finance and HR to create unique incentive programs.

Are You Using Your Sales Performance Data Effectively?

Xactly

In this digital age, we’re constantly hearing about the power of data. However, like any tool, the value of data analytics depend on how you use it. For sales organizations, sales performance data can be a useful tool to drive strategic planning and increase performance. . Using a sales performance management (SPM) solution to analyze sales performance data, organizations can gain vital insights into the landscape they operate in. Incentives drive behavior.

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

Xactly

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. At Xactly, we want to provide an integrated incentive compensation planning process. To do this, we partner with our customers and arm them with the tools they need to combine the necessary data for incentive compensation. Sales compensation plan can be a complex process.

X-Factor Compensation Leaders: How to Be Incredible at Incentive Planning (Palo Alto Networks)

Xactly

The resulting incentive plan must develop a compensation process that will motivates the right sales behaviors to achieve goals, all while driving growth. We conduct interviews to evaluate how our current plans are liked by the reps, [and] gather data from Xactly through a mix of Xactly Analytics and our CRM system in order to run cost modeling [and] what-if scenarios with the assistance of Finance/FP&A.

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

Xactly

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. At Xactly, we want to provide an integrated incentive compensation planning process. To do this, we partner with our customers and arm them with the tools they need to combine the necessary data for incentive compensation. Sales compensation plan can be a complex process.

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

Sales Hacker

In an ideal world, 100% of your data ends up in Salesforce (or your CRM of choice). According to a recent Salesforce study , poor data hygiene costs the average business nearly 30% of its revenue, amounting to a total economic loss of a whopping $700 billion a year. You know it’s important to capture high-quality data to help you conduct QBRs , analyze your account health, review handover processes , report on your opportunity pipeline, and forecast win rates at your organization.

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

Xactly

A strong incentive plan drives sales behaviors that help companies grow and achieve their goals. Successful sales compensation plans require a balance between motivating incentives and revenue-driving factors, but that doesn’t mean it needs to be a stressful, time-consuming task. At Xactly, we want to provide an integrated incentive sales planning process from start to finish. Sales compensation is an important part of a successful company.

7 Data-Backed Sales Best Practices

InsideSales.com

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. Enhance Your Team’s Sales Skills Using Inside Sales Data | Inside Sales Best Practices. Much like how Oakland used data to gain a competitive advantage, we believe the information can offer the same benefits for sales. . Combining Data with Predictive Analytics. Hire Smart with Data.

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4 Ways to Achieve Better Personalization with Inside Sales: How a Data-Driven Approach Will Help Your Reps Work Smarter. @TechTarget

Smart Selling Tools

In our experience, the organizations that are seeing the most success are committed to enabling their inside sales teams with the tools, data, and necessary process adjustments to support personalized selling. As a sales technology and data provider, a key element of our process, similar to any provider in this space, is onboarding. These new incentives not only help increase adoption, but also reward reps who properly vet prospects and engage them in a more personalized way. #3