Did You Know That… 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
How To Know How To Motivate EMPIRICAL EXPERIENTIAL Real informa=on Risky if nothing more coming out of an automated system. Intelligence that turns into the right ACADEMIC mo=va=ons and Necessary, but insuﬃcient behaviors.
69%! D id yo u k n o w t h at…… of employees would work harder if they were better recognized
52%! Ou r dat a te l ls u s t h at…… employees are not satisﬁed with their current level of recognition
62%! … companies take more than onemonth to calculate sales commissions!
It takes morethan onefactor tomotivateperformance
ACHIEVEMENT REWARD MOTIVATIONCOMPETITION STATUS
1. Cash Incen=ves • Begin with the basics • Focus your quotas on the important REWARD • Visible as the sales process unfolds ACHIEVEMENT 2. Healthy Compe==on MOTIVATION • Good sales people enjoy compe=ng • Make sure you have leader boards COMPETITION STATUS
3. Achievement • Dashboards that show progress • Es=mators showing how far to go • REWARD Selling (www.hitquota.com) Social ACHIEVEMENT 4. Status • SPIFS (Special Performance Incen=ves) MOTIVATION • President’s Club • Social media chaXer COMPETITION STATUS
When Incenting Right… FASTER REVENUE GROWTH >2x SHORTER QUICKER SALES SALES LOWER CYCLES SALES TURNOVER MORE REPS 37% MAKE 36% QUOTA 25% SOURCE: Aberdeen Dec 2011 7%
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