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Check how Xactly Corp together with SANDS Partners changed the way of growing at iManage sales team.

Shadow accounting is a common, yet the non- official, practice of keeping records by each rep in order to be sure that company’s calculation is exactly the same as their own. The practice of calculating incentive payouts by individual payees apart from official accounting records, is to detect possible errors.

We still discuss the topic of motivating employees and avoiding professional burnout in the sales team. Have you heard about a Great Resignation trend?

Motivation at work is crucial for the sales team and to the performance of the entire company. Find out what motivates employees to succeed in their role on a daily basis.

In the previous article, we talked about sales planning methods; this time we will focus on tools that are useful for this purpose. The ability to plan for the next 3 to 12 months is valuable to the company's management. The range of tools that can help managers consolidate the information are available to create forecasts that they can rely on to make the best decisions for the business.

 For sales people, the vast majority of profits are generated by sales commissions. Therefore, a miscalculated commission can be disastrous for the employee, the team, and the entire company.  Once settled correctly, the commission will drive and encourage sellers to raise their own bar each day. As long as selling is a commission-based role, the structure and effectiveness of your commission plan will be the biggest motivator for your team to improve your game performance.  But what happens if you wrongly settle your commission?

Sales planning is a basic skill of an experienced salesperson. It also shows whether the sales team is working perfectly or whether you will find areas for improvement there.

Short 8-steps guide. Sales Performance Management platforms help optimize planning and performance across your sales organization. A best-in-class platform should provide a holistic approach to the entire sales process, including planning, strategy, and optimization.

Because well done reporting changes the rules of the game.

Together with Varicent, we have collected the most important terms and concepts that will help you understand the different components of the sales process and their meanings.