Cox Automotive Fuels Unstoppable Sales Force with Xactly

Better data integration and intelligence enable Cox Automotive to cut 172 hours of work, inspire new levels of sales performance
Nov 14, 2017
1 min read

SAN JOSE, Calif.— November 14, 2017–– Xactly, a leading provider of cloud-based incentive solutions, today announced that Cox Automotive is using Xactly to create an unstoppable sales force, fueled by a world-class sales performance management (SPM) program. With Xactly, Cox can view their data more strategically and design plans that inspire better performance across their sales organization.

“People are our most valuable resource. We recognized that if we wanted to inspire our sales organization we had to first inspire the team that supports them – the compensation team,” said Justin Ritchie, senior director of sales compensation, Cox Automotive. “It’s more than calculating commissions…it’s inspiring a sales team to be the best they can be. We use Xactly to inspire this performance.”

Working closely with Xactly Strategic Services, Cox was able to automate its entire compensation process, achieving 99 percent accuracy on more than 1 million transactions monthly. The company was also able to eliminate previously painful data integration between core systems.

“Xactly Connect has taken our multitude of source systems and pulled them all together - saving 172 hours per month. We have been able to repurpose all of that time adding more value to the business,” noted Jessica Owen, director of sales incentive compensation, Cox Automotive.

Applying Xactly AnalyticsTM, Cox can now examine everything from attainment to payout correlations; to distribution curves and participation scatter charts. All of this insight is critical in empowering Cox to motivate their team by setting quotas more effectively and providing accountability through performance.

Today, sales reps have a clear view into their quota attainment and peace of mind knowing their payments will be accurate and on time. In tandem, sales operations has eliminated manual data entry and extensive adjustments that caused long, hectic days – enabling them to focus their time on being strategic leaders to the business.

Cox Automotive, an Atlanta-based business unit of Cox Enterprises, manages all of Cox's global automotive businesses, including Kelley Blue Book, Xtime,, DealerTrak and Manheim.

About Xactly

Headquartered in San Jose, California, Xactly is a leading provider of enterprise-class, cloud-based, incentive compensation solutions for employee and sales performance management. Xactly addresses a critical business need to incentivize employees and align their behaviors with company goals. Our products allow organizations to make more strategic decisions, increase employee performance, improve margins, and mitigate risk.

Our core values are key to our success, and each day we’re committed to upholding them by delivering the best we can to our customers. To learn more about Xactly and the latest issues and trends in SPM software, follow us on Twitter, Facebook, and subscribe to the Xactly blog.


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