It’s no secret that Xactly, provider of sales-compensation automation solutions, is a data-driven company. In fact, over the past nine years, Xactly has collected data on 700 customers and 16,000 comp-plan designs (totaling $15 billion in payouts!) and rolled up that data into a report called Xactly Insights.
At the Sales 2.0 Conference in Las Vegas on September 18, Xactly CMO and EVP Scott Broomfield shared three intriguing pieces of data.
ONE: In companies where sales reps are hitting quota, turnover is higher than at companies where not many salespeople are hitting quota. Why is this so? Because the former are more proactive about filtering out bottom performers.
TWO: Women in sales are more likely to achieve quota (70 percent) than men (67 percent), yet women are, on average, paid less in base salary and commissions than men.
THREE: The higher a company’s Glassdoor rating, the higher the percentage of sales reps who have one year or more of tenure with the company.
Broomfied also spoke at length about the intersection between sales and marketing teams and observed that the traditional “handoff” is a point of divergence. To illustrate this, he acknowledged that some attendees in the room were probably checking their smartphones or busy on their laptops while he was speaking.
“But there’s nothing wrong with that,” Broomfield said. “Why? Because some of you are getting the information you need from other sources or other places, or you’re prioritizing other things for some reason, and you’re just not receptive to my message right now.”
Broomfield says that this is exactly the mind-set that sales and marketing teams today need to adopt. Not everyone is tuning in to your message. Some people will never be tuned in to your message. Others would be happy to tune in, but they currently have other priorities. Still others are open and receptive in this moment. With predictive analytics, Broomfield says that it’s possible to identify those customers who are
- currently receptive,
- not receptive now but will potentially be later,
- not receptive and will never be.
“You can’t blast generic messaging anymore,” Broomfield said. “You need to target the right person at the right time in the right way.”
For more information on Xactly, visit www.xactly.com.