Driving Sales Productivity

through Increased Visibility

and

Helping Deliver Smart Incentives

Ryan WardInternational Sales DirectorXactly Corporation

UK Sales Growth Webinar

Multiple products

Multiple locations, increasing remote accessMultiple countries and currencies

HOW DO CORPORATIONS ADDRESS COMPENSATION TODAY?

Custom Excel Spreadsheets

3-4 weeks in arrears

E-mails

HOW DO COMPANIES CALCULATE AND COMMUNICATE

COMPENSATION?

Requires too much personal attention and takes too long

IT IS LARGELY A MANUAL PROCESS THAT

Generates too many errors

PRODUCTIVITY IS IMPACTED WHEN:

Reps don’t understand their plans

Too much time between the effort and the payment

Companies do not modify plans to address changes, launches or threats

no management tool

low productivity

manual process

XACTLY - SOLUTION TO: Manage and motivate your sales force,

By engaging in optimal behaviours

And achieving results

Better Visibility

Pay Closer to Sales Event

Motivation

Trust in System

Rapidly Align Sales with Strategic Goals of Company

BEHAVIOURAL CHANGE

COST REDUCTION AND OPERATIONAL EFFICIENCYMinimise Time and Manual Effort

Accurate, Validated Calculations

Centralised Administration

Audit Compliance

FLEXIBILITY TO CHANGE AND ADAPT

More Control over Compensation Policies and Plans

Ability to Model Changes in Plan Design (Simulations)

Allows quick Contests and Non Cash Rewards programs

…without the headaches of a “customised” solution

XACTLY – INCENT RIGHT. SELL MORE

Leader in SaaS sales performance management

Fastest growing provider

Strong domain experience

Managing >$8 billion in compensation annually

Sales Compensation Analytics

Product Profitability Analytics

Customer Analytics

Sales Performance Analytics

On-DemandHosted Repository

HR/Payroll Processing

AUTOMATING THE

PROCESS OF COMPENSATION

THIS SOLUTION CAN BE INTEGRATED WITH LEADING ON-DEMAND CRM APPS:

1.866.GO.XACTLY | http://www.xactlycorp.com| Copyright 2012 Xactly Corporation

*Source: 2011 Aberdeen Group survey.

Xactly users are twice as likely to be best-in-class as users of any other system*

Only firms in the top 20 percent of the nearly 300 companies surveyed earned best-in-class status

Best-in-Class

Over 500 Clients in 80 countries using 130 currencies

Driving Productivity through Increased Visibility

Graham Dando Senior Partner The TAS Group

UK Sales Growth Webinar

Sell Smarter. Manage Better.

We struggle to Prove the value

We struggle to Prove the value

00

Lack common sales language or methodology

Lack common sales language or methodology

Deals getting stuck in the Pipeline

Deals getting stuck in the Pipeline

We have poordeal qualification

We have poordeal qualification

Always use the same competitive strategy

Always use the same competitive strategy We lack

penetration in our largest accounts

We lack penetration in our largest accounts

We’re not selling to the right people

We’re not selling to the right people

We struggle with forecast accuracy

We struggle with forecast accuracy

Sell Smarter. Manage Better.

Process vs Methodology

Sales Process Sales MethodologyWhat to do How to do it

Unique to each company Standardized across many companies

Linear & Prescriptive Circular & Deductive

Drives forecast accuracy Drives win rate

Must map to Customer’s buying process

Uncovers the Customer’s buying process

The right behaviours lead to the right results

What Motivates Sales People ?

• How do we:– Track progress during the sales cycle ?– Ensure we are doing the right things throughout ?

Sales Process – Guide to Successful Selling

Break Coaching into 2 parts:1. Coaching the methodology

and sales process or inspection

2. Coaching on how to WIN specific sales tactics

Predictive Sales Analytics

To Manage it you Must Measure it

What to do next

DEALMAKER GENIUS

DEALMAKER INDEX

TAS GROUP RESOURCES

Questions ?

!

Thank You

Ryan Wardrward@xactlycorp.com

+44 7860 895818www.xactlycorp.com

Graham Dandogdando@thetasgroup.com

+44 7501 039543www.thetasgroup.com