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Xactly Incent – Sales Performance & Incentive Compensation Management

Status: Unverified

Xactly Incent helps companies design, automate and manage incentive compensation to align seller behavior with corporate revenue goals. Create and manage any type of commission plan with reusable elements like rules, quotas, and rate tables. Leverage 100+ out-of-the-box reports and personalized dashboards to track sales and plan performance. Increase sales rep productivity and trust with on-demand visibility into commissions and payouts. Encourage reps with the commission estimator, where they can see how much they can earn from opportunities.

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Description

Xactly SPM (Sales Performance Management) Overview

Fully integrated with the SuiteCloud platform, Xactly’s sales performance AI platform empowers enterprise companies to plan, executive, and optimize sales goals efficiently and effectively, all based on powerful predictive analytics.

Key Benefits

  • Increased business efficiencies with streamlined processes
  • Reduced errors and lower financial risk with a fully automated and integrated platform
  • Timely, transparent, and accurate forecasting with real-time insights into commission expenses and anticipated revenue
  • Seamless integration with existing systems with an open, standards-based data integration platform
  • Strengthened employee trust and motivation through on-demand and mobile visibility into compensation data

Customer Quote

“For organizations that want to grow and thrive in changing markets, it’s critical to see exactly how much revenue a specific client is generating, and how much compensation a salesperson received to bring in that revenue. Xactly helps us manage our revenue intelligently.”

– Ahmad Salehzadeh, VP Sales Operations, CI Investments

Xactly’s Powerful and Robust Solution Connects the Entire SPM Lifecycle from Sales Planning to Execution to Optimization.

  • Streamlines and simplifies sales planning processes, including territory, quota and workforce planning, incentive compensation design, and accrual forecasting
  • Helps enterprise companies achieve higher growth with a motivated and engaged sales force and ensures critical processes are executed faster and more accurately with ICM and commission expense accounting
  • Helps organizations optimize sales performance with access to 18+ years of aggregated pay and performance data and prescriptive recommendations
FEATURES

Sales Planning

  • Increase productivity – by lowering the time spent on territory planning and gaining selling time with compact and travel e­fficient territories.
  • Build trust – with error free compensation payouts and data-driven territory design. Optimize processes – with a data-driven approach to make adjustments in real-time based on market conditions.
  • Strengthen stakeholder alignment – with greater cross-functional visibility Increase forecasting accuracy – by easily running commission forecasts as deals change.

Execution

  • Meet revenue goals – by driving sales rep behaviors that are aligned with overall corporate objectives
  • Provide accurate financial forecasts – with a more precise picture of your company’s commissions data
  • Maximize the ROI of your SPM solutions – with standards-based data integration capabilities that fit within your existing infrastructure
  • Achieve regulatory compliance under ASC 606/IFRS 15 – with the only complete solution for managing commissions accounting
  • Automate key business workflows – to increase effi­ciencies, improve alignment and eliminate errors.

Optimization

  • Drive sales productivity – with a comprehensive view into the health and performance of your sales team in order to make needed adjustments.
  • Quickly spot risk factors – predict sales rep attrition, clusters of under-performance, and changes in sales indicators.
  • Make coaching more effective – with individual performance insights, such as year-over-year quota attainment comparisons and access to stacked rankings comparisons.
  • Reward and retain top performers – with best practices and competitive compensation insights derived from over 18 years of aggregated data.

Lines of Business that use Xactly

CFOs: Look at both historical trends and future projections of sales performance when planning and analyzing where to take the business, better manage revenue recognition, and drive reps to maintain a more accurate representation of their pipeline, resulting in accurate forecasts and plans.

Sales Ops Leader: Build confidence behind territory planning & management, gain an accurate view into quota attainment, and be the catalyst that helps your organization focus on key growth strategies.

Sales Leader: Understand your commissions like never before, know exactly what you are being paid and why, link back to your original opportunity from your comp statement, and estimate your potential commissions while you are creating a quote.

Commission Expense Accounting (ASC 606)

Xactly Commission Expense Accounting (CEA) is an integrated, end-to-end platform to automate the collection, tracking, recording, and reporting of commission expenses required for GAAP compliance under the new Revenue Recognition Standard ASC 606 (IFRS 15). With broad ecosystem support and flexibility, Xactly CEA lets
companies adhere to the new standard without changing their existing business architecture.

Xactly provides a single system of record for incentive pay calculations and expenses, including both full and
modified retrospective look backs. With a modernized, cloud-based tool, organizations gain a more secure data model and automated and traceable change management – simplifying audit evaluation and lowering costs versus spreadsheets.