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Insights on Motivation
Motivation (Xactly Express)
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
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.	
  
“
Motivational
Intelligence
™
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 one
month to calculate sales commissions!
It takes more
than one
factor to
motivate
performance
ACHIEVEMENT
  REWARD




               MOTIVATION



COMPETITION
                   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 US
CONTACT US




                           !	

WANT	
  TO	
  EXPERIENCE	
  EXPRESS?	
  
www.xactlyexpress.com/try-­‐it-­‐now	
  
	
  
OR	
  CALL	
  US	
  AT:	
  
1.877.985.2667	
  

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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