Territory Management and Optimization
Benchmark Your Sales Plan and Performance Data Across Teams and Industry
Forecast Commission to Ensure Accurate Accruals
Accurately Plan Sales Quota and Capacity
Compliance with ASC 606/IFRS 15 Standards
Incentive Compensation for Growing Companies
Incentive Compensation for the Enterprise
DIY Incentive Compensation
Comprehensive Visibility into Near Real-Time Pay and Plan Performance
Sales Coaching and Onboarding
Sales MBO Plan Management
Open, Standards-Based API Platform for Seamless Data Integration
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Fewer Sales Tools Increase Rep Engagement
Analytics and Technology, Sales Coaching and Motivation
Sales engagement is on the rise again, but it’s still not where it needs to be. This was the key takeaway from the Xactly and Salesforce hosted...
How DocuSign Created a Revenue Engine
Customer Story, Sales Performance Management
While at Dreamforce 2017, Gary Cottrell, Director of Strategic Solutions at Xactly, sat down with Ely Lai, Sr. Director, Global Compensation at...
How Xactly Uses System Intelligence to Deliver Greater Business Value
Analytics and Technology, Sales Performance Management
Manage Critical Data Flows in Xactly Connect In a recent post, I looked at several top IT operational priorities – and how Xactly Connect™ helps...
3 Metrics a Compensation Plan Redesign Can Boost
Whether you just started your sales compensation planning for next year or are nearly finished, it’s absolutely critical to your sales org’s success...
Data Cleansing Your CRM to Re-Focus Your Goals
Analytics and Technology, Sales Performance Management, Sales Planning
Data cleansing is the process of removing duplicate, incorrect and improperly formatted data from a database, such as your CRM. Today, many...
Close More Deal with These Sales Data Analysis Tips
Without the proper approach to sales data analysis, all those metrics and reporting tools are useless. You likely have access to all kinds of...
What Makes a Strong Sales Model
Sales Performance Management, Sales Planning
A strong compensation plan starts with a strong foundation. Before you can begin developing your sales incentive plan, you need a solid sales model,...
Put Science Back into Sales Commission Forecasting
Analytics and Technology, Forecasting, Sales Planning
In today’s modern, and somewhat turbulent business landscape, the power of foresight is everything to a business. Unfortunately, this doesn’t include...
Your Sales Pipeline Isn't Telling You the Full Story
When your sales managers measure performance do they typically mention the sales pipeline and the status of some hot deals? The answer is probably...
How to Increase Sales Productivity with Automation Tools
Analytics and Technology, Sales Coaching and Motivation, Sales Performance Management
Everday your sales reps have to regularly juggle a variety of administrative tasks, including research, contacts, follow-ups, and more. This is all...
Quota Management: The Bridge Between Finance and The Field Blog 6 of a 6-Part Series
Forecasting, Sales Performance Management
Throughout this series, Xactly implementation partner OpenSymmetry has been tracking the story of Cox Automotive’s journey to create an...
What is a KPI and Why Should Your Sales Team Care
Key performance indicators are also known as KPIs. They are used to determine the effectiveness of processes that are implemented to achieve business...
What is the Right Sales Force Cost?
A strong commission plan has the right combination of base salary and incentives that encourages sales reps and is affordable for your company. One of...
5 Benefits of Modernized Territory Planning Tools
Sales Planning, Territory Design
For most companies, it’s the end of the fiscal year. If you work in sales operations, that means planning season – and a whole list of to-do’s –...
Revenue Recognition Legislation (IFRS15): A Blessing in Disguise
Revenue Recognition (ASC 606)
With IFRS15 just around the corner we thought it would be the perfect time to host our very own breakfast to help with those last minute preparations....
Sales Comp Best Practices: How to Improve Your Plan
Benchmarking, Incentive Compensation, Sales Planning
Sales comp planning season is upon us! It is time to start evaluating your current compensation plan and improving it for the upcoming year. However,...
The Life Cycle of Your Sales Compensation Planning Season
Incentive Compensation, Sales Planning
A properly structured sales compensation plan is one of the most effective tools for maximizing profits. With the new year fast approaching sales...
16 Sales Incentives to Keep Your Team Engaged and Motivated
Incentive Compensation, Sales Coaching and Motivation
Keeping sales reps motivated is a year-round process. As a sales leader, you should always be thinking of new ways to motivate your sales team, focus...
How to use a Non-Recoverable Draw Against Commission in Sales Compensation
A non-recoverable draw is a common form of draw against commission. Like a regular draw against commission, a draw amount is...
Unintended Consequences: Lessons from Performance Measures Gone Wrong
Analytics and Technology, Sales Planning
This article was originally published in Selling Power. What’s the worst that can happen with your new sales compensation plan? When you lay out the...
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