motivation (xactly express)
TRANSCRIPT
Insights on Motivation
43% of the sales team achieves
80-120% of their quota target
Did You Know That…
17% of the sales team achieves over 120% of
their quota target
40% of the sales team achieves less than 80% of their
quota target
How To Know How To Motivate
ACADEMIC Necessary, but insufficient
EMPIRICAL Real informa=on coming out of an automated system. Intelligence that turns into the right mo=va=ons and behaviors.
EXPERIENTIAL Risky if nothing more
“ Motivational Intelligence™
… of employees would work harder if they were better recognized
69%!
Did you know that…
… employees are not satisfied with their current level of recognition
52%!
Our data tells us that…
World at Work survey
62%!
… companies take more than one month to calculate sales commissions!
It takes more than one factor to motivate performance
REWARD
COMPETITION
MOTIVATION
STATUS
ACHIEVEMENT
REWARD
COMPETITION
MOTIVATION
STATUS
ACHIEVEMENT
1. Cash Incen=ves • Begin with the basics • Focus your quotas on the important • Visible as the sales process unfolds
2. Healthy Compe==on • Good sales people enjoy compe=ng • Make sure you have leader boards
REWARD
COMPETITION
MOTIVATION
STATUS
ACHIEVEMENT
3. Achievement • Dashboards that show progress • Es=mators showing how far to go • Social Selling (www.hitquota.com)
4. Status • SPIFS (Special Performance Incen=ves) • President’s Club • Social media chaXer
When Incenting Right…
>2x
7%
36% 37%
25%
FASTER REVENUE GROWTH
MORE REPS MAKE
QUOTA
SHORTER SALES
CYCLES
QUICKER SALES
LOWER SALES
TURNOVER
SOURCE: Aberdeen Dec 2011
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