Successfully reported this slideshow.
Your SlideShare is downloading. ×

Motivation (Xactly Express)

Ad
Ad
Ad
Ad
Ad
Ad
Ad
Ad
Ad
Ad
Upcoming SlideShare
What makes a great leader
What makes a great leader
Loading in …3
×

Check these out next

1 of 14 Ad
Advertisement

More Related Content

Similar to Motivation (Xactly Express) (20)

Advertisement

Recently uploaded (20)

Motivation (Xactly Express)

  1. 1. Insights on Motivation
  2. 2. 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
  3. 3. 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.  
  4. 4. “ Motivational Intelligence ™
  5. 5. 69%! D id yo u k n o w t h at… … of employees would work harder if they were better recognized
  6. 6. 52%! Ou r dat a te l ls u s t h at… … employees are not satisfied with their current level of recognition
  7. 7. 62%! … companies take more than one month to calculate sales commissions!
  8. 8. It takes more than one factor to motivate performance
  9. 9. ACHIEVEMENT REWARD MOTIVATION COMPETITION STATUS
  10. 10. 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
  11. 11. 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
  12. 12. 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%
  13. 13. CONTACT US CONTACT US ! WANT  TO  EXPERIENCE  EXPRESS?   www.xactlyexpress.com/try-­‐it-­‐now     OR  CALL  US  AT:   1.877.985.2667  

×