1. Sales Growth: Driving The Right Behavior

2. What is great performance?
A re q u ot a
t a rg ets b ein g
a c h ieve d?

3. What is great performance?
A re q u ot a
t a rg ets b ein g
a c h ieve d?
84%
Avg
A(

4. What is great performance?

5. What is great performance?
43% of th e sa le s
te a m a c h ieve s
80- 20% of th eir
1
q u ota ta rg et

6. What is great performance?
17% of th e sa le s
te a m a c h ieve s
o ve r 120% of
th eir q u ota ta rg et
43% of th e sa le s
te a m a c h ieve s
80- 20% of th eir
1
q u ota ta rg et

7. What is great performance?
40% of th e sa le s 17% of th e sa le s
te a m a c h ieve s le ss te a m a c h ieve s
th a n 80% of th eir o ve r 120% of
q u ota ta rg et th eir q u ota ta rg et
43% of th e sa le s
te a m a c h ieve s
80- 20% of th eir
1
q u ota ta rg et

8. Quota achievement performance
Distribution of Annual Quota Attainment %
12%
10%
% Frequency of People Sampled
8%
6%
4%
2%
0%
10 20 30 40 50 60 70 80 90 100 110 120 130 140 150 160 170 180 190 200 210 220 230 240 250
% of Annual Quota Attainment (with Trendline)

9. over
120%
A+ainment
80
to
120%
A+ainment
less
than
80%
A+ainment
Quota Attainment in 2011
10%
6%
7%
100%
17%
14%
20%
14%
Percent
of
Popula9on
34%
60%
62%
46%
45%
80%
52%
30%
34%
21%
19%
0%
Business Services
Media & Entertainment
60% between 80-120% attainment 74% between 80-120% attainment
Software & Technology
Life Sciences
34% between 80-120% attainment 46% between 80-120% attainment
Communications
Manufacturing & Distribution
62% between 80-120% attainment 14% between 80-120% attainment

10. Quota Attainment by Industry
10.0
Business Services
9.0
Communmications
8.0
Percent of Industry Population
Life Sciences
7.0 Manufacturing Distribution
6.0 Media & Entertainment
Software & Technology
5.0
4.0
3.0
2.0
1.0
0.0
10
20
30
40
50
60
70
80
90
0
0
0
0
0
0
0
0
0
0
0
10
11
12
13
14
15
16
17
18
19
20
% Quota Attainment

11. Quota Frequency & Attainment
Annual Quota Targets
43% between 80 and 120% of quota
Quarterly Quota Targets
52% between 80 and 120% of quota
Annual Quota Targets
60% over 80% of quota
Quarterly Quota Targets
67% over 80% of quota

12. CONTACT US
CONTACT US
!
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TO
EXPERIENCE
EXPRESS?
www.xactlyexpress.com/try-­‐it-­‐now
OR
CALL
US
AT:
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