We all know that numbers don’t lie. Or do they?
In 2010, two economists published a paper that drew links between high levels of national debt and low or negative economic growth. That research, titled Growth in a Time of Debt, has since been widely cited by politicians and pundits, who jumped on it as proof of the need for austerity budgets, slashed expenditures, and reduced budget deficits.
Everything hinged on figures…
We all make mistakes in business, regardless of how conscientious we might be. But compared to the errors we’re capable of making — you know, the life-altering ones — sales compensation errors rank relatively low on the list. After all, most inaccuracies discovered in the morning can be fixed by lunchtime, right?
Not necessarily.
The fact is, compensation errors can be very serious and expensive. According to the IRS, about 33% of…
Congratulations, Q1 has just finished and you’re ready to release results to your stakeholders. How did you fare? As the CEO of a growing business, lots of work went into trying to achieve your goals. Now may seem like a good time to put down the heavy weights you’ve been lifting and shake out your muscles before you pick up Q2…
But not so fast.
If you want your business to gain strength, you…
Business experts and analysts love to compare fiscal quarters to those of a football game. So there is plenty of advice out there on how you can “save the game” in the fourth quarter with last-minute sales strategies. Why wait until the last minute? Business isn’t really like football; there’s no steady linear march up the field. Rather, business shifts and changes so quickly that by the time you get to the fourth quarter,…
When Xactly shifted its fiscal year by one month, ending the last quarter on January 31 instead of December 31, leadership wasn’t surprised when revenue spikes also shifted by one month. This shift revealed what we already thought to be true: Revenue spiking is driven by the behavior of sales reps.
Because we know that compensation drives sales reps’ behavior, it makes sense that revenue spikes go hand-in-hand with measurement periods. If you take a…