Post on 20-Aug-2015
Driving Sales Productivity
through Increased Visibility
and
Helping Deliver Smart Incentives
Ryan WardInternational Sales DirectorXactly Corporation
UK Sales Growth Webinar
Multiple products
Multiple locations, increasing remote accessMultiple countries and currencies
HOW DO CORPORATIONS ADDRESS COMPENSATION TODAY?
Custom Excel Spreadsheets
3-4 weeks in arrears
E-mails
HOW DO COMPANIES CALCULATE AND COMMUNICATE
COMPENSATION?
Requires too much personal attention and takes too long
IT IS LARGELY A MANUAL PROCESS THAT
Generates too many errors
PRODUCTIVITY IS IMPACTED WHEN:
Reps don’t understand their plans
Too much time between the effort and the payment
Companies do not modify plans to address changes, launches or threats
no management tool
low productivity
manual process
XACTLY - SOLUTION TO: Manage and motivate your sales force,
By engaging in optimal behaviours
And achieving results
Better Visibility
Pay Closer to Sales Event
Motivation
Trust in System
Rapidly Align Sales with Strategic Goals of Company
BEHAVIOURAL CHANGE
COST REDUCTION AND OPERATIONAL EFFICIENCYMinimise Time and Manual Effort
Accurate, Validated Calculations
Centralised Administration
Audit Compliance
FLEXIBILITY TO CHANGE AND ADAPT
More Control over Compensation Policies and Plans
Ability to Model Changes in Plan Design (Simulations)
Allows quick Contests and Non Cash Rewards programs
…without the headaches of a “customised” solution
XACTLY – INCENT RIGHT. SELL MORE
Leader in SaaS sales performance management
Fastest growing provider
Strong domain experience
Managing >$8 billion in compensation annually
Sales Compensation Analytics
Product Profitability Analytics
Customer Analytics
Sales Performance Analytics
On-DemandHosted Repository
HR/Payroll Processing
AUTOMATING THE
PROCESS OF COMPENSATION
THIS SOLUTION CAN BE INTEGRATED WITH LEADING ON-DEMAND CRM APPS:
1.866.GO.XACTLY | http://www.xactlycorp.com| Copyright 2012 Xactly Corporation
*Source: 2011 Aberdeen Group survey.
Xactly users are twice as likely to be best-in-class as users of any other system*
Only firms in the top 20 percent of the nearly 300 companies surveyed earned best-in-class status
Best-in-Class
Over 500 Clients in 80 countries using 130 currencies
Driving Productivity through Increased Visibility
Graham Dando Senior Partner The TAS Group
UK Sales Growth Webinar
Sell Smarter. Manage Better.
We struggle to Prove the value
We struggle to Prove the value
00
Lack common sales language or methodology
Lack common sales language or methodology
Deals getting stuck in the Pipeline
Deals getting stuck in the Pipeline
We have poordeal qualification
We have poordeal qualification
Always use the same competitive strategy
Always use the same competitive strategy We lack
penetration in our largest accounts
We lack penetration in our largest accounts
We’re not selling to the right people
We’re not selling to the right people
We struggle with forecast accuracy
We struggle with forecast accuracy
Sell Smarter. Manage Better.
Process vs Methodology
Sales Process Sales MethodologyWhat to do How to do it
Unique to each company Standardized across many companies
Linear & Prescriptive Circular & Deductive
Drives forecast accuracy Drives win rate
Must map to Customer’s buying process
Uncovers the Customer’s buying process
The right behaviours lead to the right results
What Motivates Sales People ?
• How do we:– Track progress during the sales cycle ?– Ensure we are doing the right things throughout ?
Sales Process – Guide to Successful Selling
Break Coaching into 2 parts:1. Coaching the methodology
and sales process or inspection
2. Coaching on how to WIN specific sales tactics
Predictive Sales Analytics
To Manage it you Must Measure it
What to do next
DEALMAKER GENIUS
DEALMAKER INDEX
TAS GROUP RESOURCES
Questions ?
!
Thank You
Ryan Wardrward@xactlycorp.com
+44 7860 895818www.xactlycorp.com
Graham Dandogdando@thetasgroup.com
+44 7501 039543www.thetasgroup.com