Xactly Guides

Incentive Comp Checklist

Do your products or services vary in price? Are your reps complaining about the time pricing takes? Is it more difficult to do business with your competitors than you?

These and more questions are critical to answer when it comes to determining whether or not a CPQ solution is right for your organization. We’ve designed this Incentive Comp checklist to help you streamline the review process, and ultimately solve the question of CPQ for you.

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The results from the 6th annual Sales Compensation and Performance Management study by CSO Insights are here! Survey data was collected from over 800 companies worldwide on more than seventy sales compensation and performance management data points. This report shares the results of the 2014 survey, as well as insights on company size, industry, and […]

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Objectives: The Ultimate Productivity Hack for Your Team

Download Objectives: The Ultimate Productivity Hack for Your Team guide to learn the benefit of managing employees by objectives. This guide explores fascinating stats on the impact employee disengagement has on the American workforce as well as ways to prevent disengagement.

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Designing Sales Compensation Plans

With careful consideration and strategic design, you can use incentive compensation to inspire your teams and empower them to perform above and beyond the competition.

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Gartner recognizes Xactly as a Leader again in the 2015 Magic Quadrant for Sales Performance Management

In the 2015 Magic Quadrant, Gartner has positioned Xactly as a Leader for Sales Performance Management. The Magic Quadrant report positions vendors within a particular quadrant based on their completeness of vision and ability to execute.

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Ready, Set, Grow: A Guide to Sales Comp Plan Execution

In Ready, Set, Grow: A Guide to Sales Comp Plan Execution, we unveil the key components to creating and executing a world-class sales compensation plan. From peaks to pitfalls, we cover the do’s and don’ts of design, and lay out a path towards growth and success for anyone willing to follow.

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Management Incentives: The Rocket Fuel You Need

What if I told you that by managing your managers effectively, you could increase engagement across your workforce, strengthen your company culture, and even improve your bottom line? Well it’s true – if you can change the behavior of your managers by providing them better tools, training, and incentives, you can actually double the rate of engaged employees, resulting in a 147% higher EPS.

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Trending Topics in HR – Performance Reviews

Human Resources departments everywhere are going through a renaissance. With more employees seeking positions that value work/life balance, HR has had to adapt to the changing workforce and create programs that attract top talent. In this kit you can learn more about the biggest trending topics in HR. Find out how culture, vacation, and employee performance reviews impact you and your organization.

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The Uber Sales Rep

Today’s Sales Rep is plugged in and uses technology as a crucial part of their job. Organizations need to recognize how technology is reshaping their workforce in order to make the latest applications available to their teams. In The Uber Sales Rep guide, you’ll learn the impact that transitioning away from phone books and rolodexes towards mobile apps and social networks has had on the sales industry.

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[Product Video] Objectives

Tightly align employee performance with company goals and increase engagement with Xactly Objectives. Our Management by Objectives platform gives your company the tools it needs to roll out incentive compensation to all members of your organization, across any department.

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Exclusive Sales Compensation Management Insights from Ventana Research

This research was designed to investigate sales compensation management practices and needs and potential benefits. Download the report and learn why every organization needs a well-developed compensation strategy that utilizes incentives and rewards to motivate sales talent as fully as possible.

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CSO Insights – Sales Management Optimization Study

This report shares key trends and best practices for sales compensation and performance management, as well as insights based on company size, industry, and annual revenue.

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Motivating Multigenerational Teams

For the first time in decades, sales and business leaders have been tasked with managing teams made up of three very distinct generations – Baby Boomers, Generation X, and Generation Y. This transition will affect many aspects of business and being aware of the unique characteristics of each generation will enable leaders to engage and motivate in a style that will appeal to every generation.

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Extreme Makeover: MBO Edition

Performance management programs are a necessary yet challenging process to design, implement, and adopt. Download the guide to be on our way to a trendsetting MBO program.

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With careful consideration and strategic design, you can use incentive compensation to inspire your teams and empower them to perform above and beyond the competition.

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Make your MBOs Matter

Discover how MBOs will help motivate your team, increase performance, and reward behavior in “Make your MBOs Matter.” This comprehensive guide highlights how MBOs work, why MBOs are the solution for any job function, and how they work across generations. Say goodbye to the days when employee goals got lost in the shuffle, it’s time to embrace MBOs.

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The Case for Best of Breed

It’s no secret that there are many choices when it comes to choosing software vendors. With the increasing number of cloud vendors entering the space and the established players holding steady, the options can be overwhelming. At Xactly we recognize the difficult decision you’re making and have highlighted some important things to consider in our Best of Breed versus Suite guide.

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Best Practices for Territory Design and Management

Handling sales territories can be a difficult endeavor for any business leader. Learn what it takes to effectively research, set, and manage territories as well as the best ways to handle sales rep pushback and how to foster a supportive team environment.

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[Product Video] Xactly Incent Enterprise

Take control of your incentive compensation and inspire performance with Xactly Incent Enterprise. Our cross-functional application allows Finance, Compensation, and Sales teams greater visibility into quota attainment and employee performance giving them real-time analytics and flexibility to make changes based on market conditions.

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[Product Video] Incent Express

Xactly Incent Express gives you real-time visibility into your compensation process and allows you to build plans, calculate commissions, and analyze employee performance, all within one powerful application. By automating this process, you will gain valuable time back in your day and reduce risk-associated errors.

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Top 12 Comp Mistakes: The Bad & The Terrible

Since 2005, Xactly has worked with thousands of customers and managed billions of dollars in incentive compensation. Given this industry experience, we’ve seen companies make the same mistakes over and over again, even with good intentions in mind. Find out the twelve most common compensation mistakes in the latest eBook from Xactly.

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CFO Call To Action: Aligning Sales And Finance

Sales and Finance are notorious for butting heads. Finance makes life difficult with their penny-pinching ways and Sales adds fuel to an already hot fire with their never-ending requests. But the days of contention between the two are numbered. Find out how technology is the solution to bridging this long-standing divide.

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Slay the Spreadsheet, Seize the Strategy!

As the complexity of sales comp increases, spreadsheets are limited in functionality and riddled with errors. In our latest report we encourage you to “Slay the Spreadsheet, Seize the Strategy.

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6 Ways Incentive Compensation Rewards Employees In Your Company

In this 14-page report we highlight how sales, finance, and the C-suite all benefit from the accuracy, visibility, and strategic capabilities that incentive applications offer.

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Sales Incentive Compensation 101 – for Emerging Companies

Introducing a sales compensation program into your emerging business can be met with some apprehension. But by establishing a sales compensation program early, you will not only be able to bring structure to your compensation process, but the goals outlined in the plan will also help to motivate and reward your sales reps as your company grows.

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How Mid-market Companies use Incentive Compensation as a Growth Engine

Discover how incentive compensation is helping mid-market companies grow and thrive. Credited with helping to motivate and reward employees, it’s now common for all individuals in an organization to be on incentive compensation plans. When implemented properly, the profits that a compensation program helps to bring in far outweigh the costs.

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Salesforce1 and Xactly

With Xactly’s integration with Salesforce1, users now have the full power of Xactly Incent and Salesforce CRM data at their fingertips. Staying connected to customer information is more critical than ever and these best-in-class apps work together to smoothly manage the entire sales cycle giving you control over your incentive compensation and allowing you to achieve more with your compensation investment- all from your phone or mobile device.

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6 Most Common Sales Compensation Mistakes

Variable compensation is a critical part of most organizations. Used to reward and motivate employees, the complexity of these plans varies from company to company; but common compensation mistakes are prevalent across many organizations.

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Science of Motivation: Incenting Right Gets You More

Companies set up activities like off-sites, contests, and leaderboards to help motivate and encourage employees to stay enthusiastic and excited about their jobs. On a general level, motivation sounds relatively simple; but the science behind motivation can be more complex than companies and managers realize.

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Gamification: Motivate and Engage Your Sales Reps

Sales reps are competitive by nature; they feed off of being #1, winning SPIFs, and exceeding their quotas. That’s why using gamification as a motivator fits so nicely into sales organizations – gamification can help you achieve company goals while improving sales and increasing quota performance.

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Definitive Metrics for Sales Compensation

US companies spend $800 billion a year on sales compensation. That’s three times more then they spend on advertising and $100 billion more than the government spends on national defense. Considering this, sales comp still remains one of the most difficult industries to understand, analyze, and implement.

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7 Deadly Sins of Managing Sales Compensation in Spreadsheets

Not only is creating and maintaining sales compensation plans time-consuming in spreadsheets, but paying your reps on-time and accurately can be exponentially more stressful. In this report, we investigate the 7 Deadly Sins of Managing Sales Compensation in Spreadsheets. Using spreadsheets to manage your sales comp plans can be putting you at greater risk than you might expect..

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Build & Reward Your Sales Team

Whether you are starting from scratch or a long time sales manager, building a successful sales team can be quite the task. You need to establish a team with the right people in place, handling the various functions of sales. By building carefully and rewarding your team appropriately you can guarantee an effective and productive team.

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2013 Sales Compensation and Performance Management Key Trends Analysis

The results are in! The latest Chief Sales Officer (CSO) Insights Survey data has been collected and analyzed. Over 950 companies responded, providing key trends and best practices for Sales Compensation and Performance Management. This report shares the results of the survey, as well as insights based on company size, industry, and annual revenue.

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CFO Cheat Sheet to Compensation Risk & Reward

The days of manually creating and implementing sales compensation plans are quickly coming to an end. If you’re a finance leader involved in managing compensation, you’re probably used to using spreadsheets to track and manage your sales compensation data.

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Incenting Generation Y: Why It’s Important

Generation Y is now an increasing portion of the workforce, and their motivators are quite different from earlier generations. These Millennials, born between 1980 and 2000, grew up in a land of computers and mobile phones, and what motivates them at work may surprise you. Incenting this group properly will lead to an engaged and productive employee.

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Prevent Incentive Compensation Troubles Before They Begin

As a finance leader, understanding and mitigating risk associated with your company has long been your responsibility. Now more than ever, risk related to sales compensation plans is at the forefront of finance leaders’ minds as plans become more complex and more difficult to appropriately implement, manage and analyze.

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