When it comes to making critical business decisions, from quotas to plan metrics, companies that analyze their data are ahead of the pack. Organizations that haven’t yet discovered how to optimize their data analytics risk falling behind the competition and making poor decisions due to a lack of visibility and low quality data.
We know you’ve moved beyond antiquated 90s sales compensation processes, where it took a month to build a single report that you’d physically distribute to various departments. However, you may still be bumping up against unnecessary challenges, like manually pulling data from multiple systems, building it into spreadsheets, and cleaning it up for your reports. If you’re managing your sales analytics this way, you’re missing out on the all-encompassing view of your company that can help you make informed, strategic decisions.
When you look at the speedometer in your car, how helpful do you think it would be to know how fast you were going two weeks ago? Not very – you look at your speedometer in order to check your current speed and avoid getting pulled over. In a sales organization, only having access to data after the fact instead of right now is just as unhelpful. Reporting should be live, not just a loopback. However, historical data is just important. Your system needs to tell you both how fast you are going and how fast you were going in order to make critical decisions.
Our mission at Xactly is to help companies take control of their incentive compensation, while also inspiring performance. We’ve created a strong partnership with Salesforce, and organizations that use Xactly Incent™ in concurrence with the Force.com platform are able to boost CRM adoption, motivate their reps, and use analytics to make more informed business decisions. Xactly Analytics™ gives you the visibility you need to know if your plan is working for you as hard as you’re working for it. Using Analytics, you can improve business results using big data and cross-industry benchmarks, and design plans that support the needs of your business.
If you’re leading the Sales Compensation charge at your company, you’re likely painfully familiar with handling complex reporting cycles and the stress that comes with gathering data from many sources to close the books at the end of the quarter. When you have Salesforce and Xactly Incent integration, you will have a single accurate version that can be automatically sent to payroll. Incentive comp is an important investment as a means to drive overall organizational performance, and sales analytics ensure your plan is working for you as hard as you are working for it. See how one of our customers has used Xactly Analytics to boost its incentive compensation process:
The Challenge
Carestream Health, Inc. is a worldwide provider of dental and medical imaging systems, IT solutions, and advanced materials. As part of a major restructuring of the internal sales organization, the executive team wanted to combine its disparate regional plans into a single global scheme. This would provide reps and management with visibility into the increasingly complex compensation process.
The Solution
Following a review of the market, Carestream selected Xactly Incent, along with Xactly Analytics for reporting and analysis. Carestream integrated Xactly with its back office systems and Salesforce CRM to create an on-demand infrastructure to support its team of account managers, territory managers, channel managers and product specialists across the globe. Carestream now uses a single system to manage sales compensation and drive sales performance for all of its sales regions around the world.
“From automation to visibility, analytics to Salesforce integration, Xactly Incent covered all our bases.”
– Katie Guest, Global Sales Compensation Manager
The Results
Carestream is using Xactly Analytics to provide information to sales people, via their incentive statement, as well as create management reports. Having standardized on Xactly, Carestream is enjoying the far-reaching advantage of a 100 percent SaaS solution, including easy integration, seamless and cost effective scalability, low entry costs and simple maintenance.
Using Xactly Analytics and Incent in union with Salesforce allows companies to design plans that support the needs of their business and gives leaders the ability to make informed strategic decisions that impact company growth and performance. 
About Xactly:
With Xactly, companies unleash the motivational power of their incentive compensation. Our cloud-based, secure solutions help customers take control of their incentive processes and inspire performance.
Schedule a demo today:
Visit xactlycorp.com or call 1-866-go-xactly