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Motivation (Xactly Express)
 

Motivation (Xactly Express)

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    Motivation (Xactly Express) Motivation (Xactly Express) Presentation Transcript

    • Insights on Motivation
    • 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.  
    • “MotivationalIntelligence™
    • 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%
    • CONTACT USCONTACT US ! WANT  TO  EXPERIENCE  EXPRESS?  www.xactlyexpress.com/try-­‐it-­‐now    OR  CALL  US  AT:  1.877.985.2667