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Best Practices for Sales Compensation Management

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dreamforce2006
dreamforce2006
Economía y finanzasTecnología
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Best Practices for Sales Compensation Management Christopher W. Cabrera, Xactly Corporation Jeff Williams, IronPort Systems Track: Sales Operations
Safe Harbor Statement ,[object Object],[object Object],[object Object],[object Object]
Christopher W. Cabrera Founder, President and CEO Xactly Corporation [email_address]
Xactly Corporation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],“ A new paradigm in automating sales compensation”
Xactly Corporation ,[object Object],Automate manual tasks - SOX Align payments to performance Improve sales rep behavior Create competitive advantage
Xactly Corporation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Enhance Performance Legally
Xactly Corporation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Being a non-conformist is fun… except when it comes to SOX!
Xactly Corporation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Xactly Corporation ,[object Object],[object Object],[object Object],[object Object],[object Object]
Xactly Corporation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],Leapfrog the On-Premise Paradigm Manual On-Premise On-demand ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],Don’t just pave the cow paths
“I pay commissions on the NET revenue- So I am discouraging discounting” ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],Don’t just pave the cow paths
“ I pay commissions on ALL products so I am incenting my reps to sell ALL the products ALL the time” ,[object Object],[object Object],[object Object],Low margin – high revenue High margin – low revenue
[object Object],[object Object],[object Object],[object Object],Don’t just pave the cow paths
“ I pay commissions on ALL products ALL the time, so I don’t need to use SPIF’s” ,[object Object],[object Object],[object Object],[object Object],[object Object]
Jeff Williams Vice President of North American Sales IronPort Systems [email_address]
IronPort Systems ,[object Object],[object Object],INDUSTRY: Email/web security EMPLOYEES: 400+ GEOGRAPHY: Global PRODUCT(S) USED: SFA, Service & Support # USERS: 100+
IronPort Systems – Key Challenges ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
IronPort Systems – The Solution ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
IronPort Systems – Results ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Click >> to expand view to monthly Toggle between Salesforce.com and Xactly without logging out
 
 
 
 
 
Christopher W. Cabrera Founder, President and CEO Jeff Williams Vice President, North American Sales QUESTION & ANSWER SESSION

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