Best practices (xactly express)Presentation Transcript
Insights on Best Practices DISCLAIMER: THIS IS A SHORT INTRO PRESENTATION ON INSIGHTS AND SHOULD NOT BE RELIED ON TO BUILD YOUR PLANS!
MISALIGNMENT DEGRADES PERFORMANCE
COMPLEX PLANS DEGRADE PERFORMANCE
POORLY MANAGED PLANS EQUALS ERRORS
LACK OF VISIBILITY DRAINS MOTIVATION
BP #1: GET ALIGNEDSales FinancePerspective Perspective Motivate Operation Internal Reduce Align Rep Sales Efficiency Control Costs Behavior Visibility Reps
BP #1: GET ALIGNEDSales FinancePerspective Perspective Wants to Wants to increase increase sales sales
BP #2: AUTOMATE: NO MORE SPREADSHEETS
BP #3: INCENT THE RIGHT BEHAVIORIncent your people right by makingsure that you: 1) align your incentiveplans with your business objectives,2) make sure your people havevisibility on retiring quota as theyreach each sale or hit each goal, and3) make sure goals motivate by beingrealistic and attainable.
BP #4: LIMIT THE # OF QUOTAS (FOCUS)
BP #5: USE GAME MECHANICS FOR REPS ACHIEVEMENT REWARD MOTIVATIONCOMPETITION STATUS
BP #6: MEASURE OFTENShow them where they stand!Leaderboards!Monitor activity (dashboards and displays)!Provide feedback and guidance!
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