In an industry which is male dominated and in the current economic climate where having the right sales team is the key to success these are some interesting results to come out of the Xactly survey.
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.