Sales Growth: Driving The Right Behavior
What is great performance?                               A re q u ot a                             t a rg ets b ein g     ...
What is great performance?                                A re q u ot a                              t a rg ets b ein g   ...
What is great performance?
What is great performance?             43% of th e sa le s              te a m a c h ieve s             80- 20% of th eir ...
What is great performance?                                    17% of th e sa le s                                      te ...
What is great performance? 40% of th e sa le s                               17% of th e sa le ste a m a c h ieve s le ss ...
Quota achievement performance                                                               Distribution of Annual Quota A...
over	  120%	  A+ainment	                                                                                             80	  ...
Quota Attainment by Industry                                 10.0                                                         ...
Quota Frequency & Attainment                 Annual Quota Targets                  43% between 80 and 120% of quota       ...
CONTACT USCONTACT US                           !	WANT	  TO	  EXPERIENCE	  EXPRESS?	  www.xactlyexpress.com/try-­‐it-­‐now	...
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Growth (Xactly Express)

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Transcript of "Growth (Xactly Express)"

  1. 1. Sales Growth: Driving The Right Behavior
  2. 2. What is great performance? A re q u ot a t a rg ets b ein g a c h ieve d?
  3. 3. What is great performance? A re q u ot a t a rg ets b ein g a c h ieve d? 84%   Avg  A(  
  4. 4. What is great performance?
  5. 5. What is great performance? 43% of th e sa le s te a m a c h ieve s 80- 20% of th eir 1 q u ota ta rg et
  6. 6. What is great performance? 17% of th e sa le s te a m a c h ieve s o ve r 120% of th eir q u ota ta rg et 43% of th e sa le s te a m a c h ieve s 80- 20% of th eir 1 q u ota ta rg et
  7. 7. What is great performance? 40% of th e sa le s 17% of th e sa le ste a m a c h ieve s le ss te a m a c h ieve sth a n 80% of th eir o ve r 120% of q u ota ta rg et th eir q u ota ta rg et 43% of th e sa le s te a m a c h ieve s 80- 20% of th eir 1 q u ota ta rg et
  8. 8. Quota achievement performance Distribution of Annual Quota Attainment % 12% 10%% Frequency of People Sampled 8% 6% 4% 2% 0% 10 20 30 40 50 60 70 80 90 100 110 120 130 140 150 160 170 180 190 200 210 220 230 240 250 % of Annual Quota Attainment (with Trendline)
  9. 9. over  120%  A+ainment   80  to  120%  A+ainment   less  than  80%  A+ainment  Quota Attainment in 2011 10%   6%   7%   100%   17%   14%   20%   14%   Percent  of  Popula9on   34%   60%   62%   46%   45%   80%   52%   30%   34%   21%   19%   0%   Business Services Media & Entertainment 60% between 80-120% attainment 74% between 80-120% attainment Software & Technology Life Sciences 34% between 80-120% attainment 46% between 80-120% attainmentCommunications Manufacturing & Distribution62% between 80-120% attainment 14% between 80-120% attainment
  10. 10. Quota Attainment by Industry 10.0 Business Services 9.0 Communmications 8.0Percent of Industry Population Life Sciences 7.0 Manufacturing Distribution 6.0 Media & Entertainment Software & Technology 5.0 4.0 3.0 2.0 1.0 0.0 10 20 30 40 50 60 70 80 90 0 0 0 0 0 0 0 0 0 0 0 10 11 12 13 14 15 16 17 18 19 20 % Quota Attainment
  11. 11. Quota Frequency & Attainment Annual Quota Targets 43% between 80 and 120% of quota Quarterly Quota Targets 52% between 80 and 120% of quota Annual Quota Targets 60% over 80% of quota Quarterly Quota Targets 67% over 80% of quota
  12. 12. CONTACT USCONTACT US ! WANT  TO  EXPERIENCE  EXPRESS?  www.xactlyexpress.com/try-­‐it-­‐now    OR  CALL  US  AT:  1.877.985.2667  
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