dreamforce 2012 xactly ceo keynote
DESCRIPTION
Keynote presentation.TRANSCRIPT
Return on Rewards: The Science of Motivation
#spicycomp
Incentives Work
How do we know: Stop smoking now!
How do we know: The Math Problem
Why don’t we use incentives more?
Wrong
Lack of Visibility
Misalignment
This is a BUSINESS problem
>2x
7%
36%37%
25%
FASTER REVENUE GROWTH
MORE REPSMAKEQUOTA
SHORTERSALESCYCLES
QUICKERSALES
LOWERSALES
TURNOVER
SOURCE: Aberdeen Dec 2011
Right tools: Leaderboards
Right tools: Mobile
Right tools: Integration
“Marrying CRM andcompensation datayields superior saleseffectiveness results.”– Aberdeen
“Integration of personal compensation with the CRM system will promote CRM adoption.” – Aberdeen
Best Practices
Variable Pay or Base Pay?
What's the best way to incent?Pay on discount %?
President's Club Eligibility?
Key Learning: What is great performance?
17% of your reps should be making more than 120% of quota:
Key Learning: How many measures?
Key Learning: Don’t lose your best reps
Key Learning: When do managers release bad reps?
18.6%
22.2%
IF THEMANAGER IS:
POOR REPTURNOVER IS:
5.6%ON THE MARGIN
MISSING QUOTA
HITTING QUOTA
Key Learning: When do managers offer quota relief?
In Practice: LinkedIn
Global Salesforce:Over 1,200 sales pro’s with a variety of offerings
Scope of Sales Operations @ LinkedIn:Sales Operations,
Systems, analysis, and strategy services
Sales DevelopmentHigh volume and quality lead generation
Sales ProductivityTraining, methodology, and related programs and systems
Sales Channels/Agency RelationsAgency partners and other sales channels
Brian FrankHead of Global Sales Operations
!Questions?