Male salespeople surveyed are three times more likely to have delivered 50 per cent either above or below a monthly quota
London, 20 June 2012 - A recent GB survey indicates that when it comes to sales, women perform more consistently than men. Male salespeople surveyed are three times more likely to have delivered 50 per cent either above or below a monthly quota (31 per cent vs. 10 per cent). The survey was conducted by YouGov and commissioned by on-demand sales compensation and sales performance management provider, Xactly
If a salesperson is regularly over quota, 35 per cent of male and 25 per cent of female respondents said they would consider the salesperson’s quota to be wrong. The majority (55 per cent) stated they would however be happy for the salesperson.
Christopher Cabrera, CEO of Xactly, comments. “Inconsistent male performance should not give rise to anxiety. Every salesperson is an individual and must be managed and incentivised as such for the best results.”
Unfortunately many organisations fail to adequately manage compensation. Of those paid on commission, 23 per cent have been overpaid (with five per cent being overpaid by a huge 50 per cent.) and 26 per cent have been underpaid.
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About Xactly Corporation
Xactly Corporation is the market leader in on-demand sales compensation and sales performance management. The company’s suite of solutions enables sales and finance executives to design, implement, manage, audit and optimize sales commission management programs easily and affordably. Xactly’s sales compensation management offerings automate the process of aggregating data from disparate systems into a secure, hosted repository and enable companies to leverage this business data, which is the lifeblood of sales performance management. Xactly helps companies improve operational performance, optimize sales effectiveness, proactively manage risk and compliance and maximize profits. The Xactly family of products is used by sales and finance executives, compensation analysts, sales operations and sales professionals across a variety of industries, ranging from SMBs to large enterprises, such as Ariba, Carestream Health, Motorola and Siemens. (For more information, visit www.xactlycorp.com or call 01628 421530.
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Jane Harris/Keso Kendall
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