Vorsight Selects Xactly to Improve Sales Visibility and Performance

Posted by Xactly Media on August 24, 2011

Vorsight Selects Xactly to Improve Sales Visibility and Performance

Sales Training and Coaching Consultancy to Automate Sales Compensation with Xactly Express

SAN JOSE, CA – August 22, 2011 – Xactly Corporation, the leader in on-demand sales compensation and sales performance management (SPM), today announced that Vorsight, a leading provider of B2B sales training and consulting, has selected Xactly Express to automate compensation and better incent and motivate its sales team. Vorsight specializes in making the first half of the sales cycle more successful by helping its clients generate new opportunities with qualified decision makers.

Over the past several years, Vorsight has seen significant growth in its business, as more organizations look to improve their sales processes and results. As Vorsight expanded its own sales team to support its growth, it quickly realized it needed to streamline operations in its sales department to save valuable time and increase sales potential. For starters, Vorsight was managing sales compensation on spreadsheets and over email, a manual, time-intensive process that provided no real visibility to management or the sales team. This lack of visibility was also causing payment questions from sales reps, who often engaged in shadow accounting to track what they had been paid on and what they were still owed. When Vorsight discovered Xactly at the American Association of Inside Sales Professionals annual meeting, the company realized Xactly Express could shift the strain of managing commissions internally, while simultaneously giving the sales team the visibility they needed to change behaviors in real-time and improve results.

“As experts in sales best practices, Vorsight knows the criticality of an aligned and properly motivated sales team. Xactly Express was the ideal solution to help us meet that objective quickly and cost effectively,” said Steve Richard, co-founder and chief content officer at Vorsight.

Vorsight is in the process of rolling out Xactly Express to its six-person sales team responsible for training services. With Xactly Express, Vorsight hopes to significantly reduce the complexity of calculating comp, while also providing the sales team instant visibility into their sales performance. With features like the Express Incentive Estimator, the Vorsight sales team will be able to quickly model which services package will deliver the best sales outcome and adjust their behavior to maximize their sales potential. Through tight integration with salesforce.com CRM, the sales team will also be able to access their Xactly Express compensation goal attainment and earnings data directly from their familiar salesforce.com interface – shaving down adoption time and providing one, central location for all their critical sales data.

“Our company is laser focused on helping sales teams be more successful, and our proven track record helping customers source and close deals has led to significant business growth. We realized that Xactly could help us manage our internal sales operations, so our reps could hone their energy on providing the best services to grow our customers’ businesses,” added Richard. “Xactly Express will help us handle the complexity associated with our expanding sales force, as well as enable sales team and management to gain the real-time visibility and tools they need to modify sales behaviors. With Xactly they can spend less time tracking how they are being paid – and more time selling.”

Xactly Express is the industry’s first self-service sales compensation management software designed specifically for SMBs. With a guided, intuitive workflow, Xactly Express enables users with little to no compensation administration experience to rapidly create sales commission plans, calculate commissions, and export payments to payroll, all from a single, easy-to-use solution. An easy-to-navigate dashboard and Express Estimator functionality also help keep sales reps motivated and on track by always keeping them up to date on their compensation and potential earnings on any opportunity. Delivered in the cloud using the salesforce.com Force.com platform, Xactly Express can be up and running in a matter of hours, with no additional hardware or professional services investments.

Additional Resources

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About Vorsight

Vorsight is an award winning sales effectiveness firm that helps B2B sales teams generate more opportunities with qualified decision makers at target accounts. Specializing in tactical sales prospecting training, inside sales consulting, and meeting scheduling, Vorsight maximizes clients’ inside sales capabilities. More information about Vorsight can be found at http://www.vorsight.com.

About Xactly Corporation

Xactly Corporation is the market leader in on-demand sales compensation and sales performance management. The company’s suite of sales compensation and related sales performance management products, enables sales and finance executives to design, implement, manage, audit and optimize sales commission management programs easily and affordably. Xactly’s solutions automate the process of aggregating data from disparate systems into a secure, hosted repository, and enable companies to leverage this business data, which is the lifeblood of sales performance management. Xactly helps companies improve operational performance, optimize sales effectiveness, proactively manage risk and compliance, and maximize profits. The Xactly family of products is used by sales and finance executives, compensation analysts, sales operations and sales professionals across a variety of industries, ranging from SMBs to large enterprises. For more information, visit www.xactlycorp.com or call 1-866-GO-XACTLY (469-2285).

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Joan Levy
Blanc & Otus Public Relations
Tel: 415-856-5110
Email: jlevy@blancandotus.com