Xactly Corporation, the leader in on-demand sales performance management (SPM), recently announced the availability of “Sales Compensation and Performance Management 2009 Survey Results and Analysis,” a new report written by CSO Insights and underwritten, in part, by Xactly. Authored by CSO Insight Partners Jim Dickie and Barry Trailer, the report examines the challenges facing sales and marketing in today’s current economic environment and identifies how to more effectively use the right people, processes, technology and knowledge in sales compensation to address those challenges.
The findings outline the need to effectively identify, set and measure a key set of compensation criteria that motivate and reward sales behavior that aligns with corporate goals and objectives. In addition, it highlights the importance of providing real-time sales and sales compensation visibility to both sales management and sales representatives.
Amongst the more than 1000 participants surveyed, just over half noted that spreadsheets are still a primary vehicle for managing variable sales compensation. The report notes using spreadsheets can often be error prone (at a rate of 3-5 percent) and limit the integration with key technologies, like sales analytics, CRM and Sales 2.0 systems, that can add significant intelligence and insight into the sales compensation process. By combining rich sales and post-sales data, managers can set plans that better incent reps, identify areas where rep coaching is needed, and improve the overall accuracy of variable compensation payment.
For more information, visit xactlycorp.com.