Motivation (Xactly Express)
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This document discusses insights on motivation and how to motivate sales performance. It provides data showing that a large percentage of employees would work harder if better recognized, and are dissatisfied with their current level of recognition. It also notes that companies often take over a month to calculate sales commissions. The document recommends combining different motivational factors like cash incentives, healthy competition, showing achievement progress, and status recognition to most effectively motivate performance. When incentives are applied correctly, companies see benefits like faster revenue growth, shorter sales cycles, lower turnover, and more reps making their quotas.
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Motivation (Xactly Express)
- 3. Did You Know That… 40% of th e sa le s 17% of th e sa le s te a m a c h ieve s le ss te a m a c h ieve s th 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
- 4. 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.
- 6. 69%! D id yo u k n o w t h at… … of employees would work harder if they were better recognized
- 7. 52%! Ou r dat a te l ls u s t h at… … employees are not satisfied with their current level of recognition
- 8. 62%! … companies take more than one month to calculate sales commissions!
- 9. It takes more than one factor to motivate performance
- 10. ACHIEVEMENT REWARD MOTIVATION COMPETITION STATUS
- 11. 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
- 12. 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
- 13. 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%
- 14. CONTACT US CONTACT US ! WANT TO EXPERIENCE EXPRESS? www.xactlyexpress.com/try-‐it-‐now OR CALL US AT: 1.877.985.2667