The focus of this piece is on the development of top performers, including what to look for and how to support those reps on their journey. A top performer is typically someone considered in the top 20% of the sales organization. However, it is crucial to not overlook the core performers, or those sales reps that show promise but have yet to fully move the needle. According to the Harvard Business Review, this group is most likely to create a shift in an organization when correctly supported and incentivized.
This executive brief will further explore these themes. The conclusions are based on data points extracted from the Xactly Insights application, a powerful solution which leverages 13+ years of proprietary, pay and performance data to drive intelligence.