Challenges

As the sales organization scaled, the company faced several execution and alignment challenges that impacted revenue performance.

The company struggled with:

• Slow adoption of newly launched products due to lack of focused sales prioritization

• Inconsistent weekly pipeline movement, leading to unpredictable quarter-end outcomes

• Uneven quota attainment across regions and teams

• Prolonged sales cycles caused by stalled demos and delayed negotiations

• Poor opportunity qualification, resulting in pipeline leakage and lower win rates

• Low engagement in sales contests and SPIFFs, reducing overall team momentum

These challenges created inefficiencies across the sales funnel and limited the company’s ability to consistently hit growth targets.

‍

Personas involved

The initiative impacted multiple stakeholders across the sales ecosystem:

• Account Executives (Enterprise & Mid-Market)

• Sales Development Representatives (SDRs)

• Regional Sales Managers

• Revenue Operations Teams

• Sales Leadership & Strategy Teams.

‍

The solution

To address these challenges, the company deployed Xoxoday Compass, a sales performance and incentive management platform designed to align daily sales behavior with strategic revenue goals.

Compass enabled the organization to activate targeted sales use cases across the funnel:

• ‍New product acceleration: Compass helped motivate sales teams to prioritize newly launched products through targeted incentives that rewarded early deals, pilot conversions, and competitive displacements, driving faster market adoption and first-mover advantage. ‍
• Sales efficiency boost: Automated slab-based rewards, demo-linked bonuses, and real-time performance nudges improved weekly pipeline movement and accelerated decision-making across teams. ‍
• Quota achievement boost: Quarterly milestone-based incentive programs rewarded reps for hitting slab targets, improving quota reliability and keeping teams aligned to MRR expansion goals. ‍
• Faster closure acceleration: Time-bound SPIFF campaigns encouraged sales reps to complete demos, progress negotiations, and close deals faster, compressing sales cycles and improving forecast accuracy. ‍
• Pipeline quality uplift: Qualification-linked goals and nudges encouraged reps and SDRs to focus on high-fit SaaS opportunities, strengthening pipeline quality and improving win consistency. ‍
• Contest-driven performance lift: Gamified SPIFFs, regional contests, and leaderboards energized sales teams, driving higher participation and sustained engagement throughout the quarter.

‍

Impact

The sales performance transformation delivered strong, measurable outcomes:

• 35% improvement in weekly pipeline movement, accelerating deal velocity

• 3× increase in participation across sales contests and SPIFF campaigns

• Higher adoption of newly launched products, driven by early-deal incentives

• Improved quota attainment consistency across regions and sales tiers

• Shorter sales cycles, supported by time-bound incentives

• Stronger pipeline quality, resulting in more predictable win rates

‍

Conclusion

By deploying Compass as a unified sales performance and incentive solution, the enterprise SaaS company transformed its sales execution model. Incentives were no longer reactive or fragmented, they were strategically aligned to product launches, pipeline quality, and revenue milestones. With improved participation, faster deal progression, and more consistent quota achievement, the organization is now better positioned to scale revenue growth across the US market with confidence and control.