Xactly Leads Next Wave of Data-Driven Sales Performance Management

Intelligence from a Decade of Empirical Data Enables Customers to Transform Compensation Practices and Results
May 19, 2016
2 min read

SAN FRANCISCO – CompCloud 2016 - May 19, 2016 – Xactly (NYSE: XTLY), a leading provider of cloud-based incentive solutions, today unveiled the latest findings from Xactly Insights™, the industry’s most comprehensive set of empirical sales compensation data. Challenging common sales performance assumptions, Xactly Insights gives customers real-world intelligence from more than a decade of sales data, representing billions of compensation transactions. Through the offering, customers can use this data to benchmark their own incentive compensation initiatives against best practices from peer companies across multiple industries, enabling them to stay competitive and optimize results.

For example, new intelligence from Xactly Insights has revealed that:

  • Crediting five sales professionals per deal is correlated to the highest level of sales performance
  • Teams achieving the highest level of sales performance are comprised of an account executive, a solutions consultant, two sales managers, and one sales executive
  • Xactly’s customers spend an average of 7.12 percent of their company’s total annual revenue on sales compensation.

“Big data is touching and transforming literally every industry and discipline in the world, yet sales has been behind the curve in this revolution,” said Christopher W. Cabrera, founder and CEO of Xactly. “Data will drive the next wave in sales performance management, and in order to be competitive and accelerate growth, customers must be ahead of this inevitable change.”

Businesses recognize the relationship between a sales team motivated by strategic incentives and the organization’s success. Historically, however, they have had limited avenues to inform, measure, and benchmark their spend and performance against peer companies. With big data intelligence from Xactly Insights, customers can identify both existing inefficiencies and lucrative new opportunities to drive an increased return on their incentive compensation investments.

“Automating sales compensation is table stakes. But, for enterprises to be truly competitive and move swiftly toward achieving revenue acceleration, Xactly Insights data is imperative,” said Ely Lai, senior director, sales compensation at DocuSign.

Xactly is the only company that allows customers to create compensation initiatives based on big data sales intelligence and best practices, while also providing the tools to implement, track, and analyze plans and performance, and calculate incentive compensation payments, all from one easy-to-use platform.

“Organizations are struggling to ensure they are paying sales organizations fairly for their experience and responsibility and also to address any variances in diversity. With Xactly Insights, organizations can trust the analytics to help them identify variances and establish a plan to engage and retain their sales organization,” Mark Smith, CEO and chief research officer of Ventana Research.

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 About Xactly Corporation

Xactly is a leading provider of enterprise-class, cloud-based, incentive compensation solutions for employee and sales performance management. We address 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.

©2016 Xactly Corporation. All rights reserved. Xactly, the Xactly logo, Xactly Insights and “Inspire Performance” are registered trademarks or trademarks of Xactly Corporation in the United States and/or other countries. All other trademarks are the property of their respective owners.

Contact Information:

Kristin Reeves

Blanc & Otus Public Relations

Tel: 415-856-5145

Email: Kristin.reeves@blancandotus.com