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vr_SF12_07_impediments_in_sales_motivate_investmentIn an analyst perspective at the beginning of this year I wrote that sales organizations must step beyond conventional wisdom to generate the best outcomes. One such step is to invest in software that delivers immediate value to manage sales and be efficient in its operations. Our latest research on sales organizations finds that inconsistent execution (53%), scattered information (48%) and limited visibility (42%) are motivating investment to improve sales. At CompCloud, its annual conference, Xactly unveiled advances in its software to help improve the effectiveness and productivity of sales organizations. Spokespeople said the company’s sales compensation products have helped users manage US$10 billion in commissions in the past two years.

To make it easier to access critical information from its applications Xactly now supports the range of mobile devices running native Apple iOS, Android and HTML5 apps. The mobile capabilities enable users to view commission statements, track quota attainment and compare performance to team rankings. Xactly is right to advance its mobile efforts as account managers and management extensively use smartphones and tablets. Our latest research in sales finds that smartphones will be deployed to four out of five (81%) in sales and tablets to three-quarters by the end of 2015.

The company also announced the release of Xactly Quota to help management and analysts allocate quota assignments to teams. By automating the quota process and providing visibility into quota performance this application helps reduce manual effort and potential errors in those tasks. The quota management application can link with Xactly Incent to help users plan sales targets and link potential commissions to payments. They can collaborate in designing and agreeing on quotas, and the comments feature enables direct feedback. Our research finds that quota attainment is the top way to measure overall sales performance, so this feature is likely to please Xactly’s customers and increase sales. After aligning quotas and commissions, the next logical advance would be to help users manage sales forecasts to support progress toward quotas and ultimately commissions. Comparing quotas to forecasts is a top priority for sales teams, according to our research. Xactly’s products can integrate forecasts into its analytics, which is a key first step to assess to quota and potential commission. I have already written that dedicated technology enables successful forecasting.

At the conference I got to review demonstrations of its analytics and benchmarks in Xactly Insights that help provide performance metrics from all the data it collects from its customers. Such measures can be useful: Xactly released a report on performance and quotas showing that 79 percent of sales reps selling software as a service miss their quotas. These insights help provide a guideline to where a company can improve in the design of its quotas which Xactly released a new application but also where it compares in the market to others. Xactly has been able to take the aggregate of its own customers’ metrics in using their products to provide some insightful perspective on a range of compensation and time related sales metrics.

Xactly unveiled Xactly Objectives at its 2013 conference that I covered, and we named it the prestigious 2013 Technology VentanaResearch_TechInnovation_Award_Winner_2013Innovation Award winner for sales. Now the product is fully localized to support Spanish, French, German and other languages. It is easy for managers and sales reps to track progress toward their overall objectives. Having a system to identify overarching sales objectives and link them to sales compensation is important to motivate and guide personnel on a regular basis. The Xactly Objectives can be used anywhere in an organization too, which makes it appealing to any department.

Other improvements outlined at this year’s conference included more comprehensive incentive statements, analytics that can be displayed in any HTML5-compliant Web browser, flexibility in plan rules with lookup tablets and adaptations to credit allocations. Xactly continued focus on satisfying its customers through product improvements have provided it a very high customer retention rate.

Xactly continues to focus on inspiring sales management and operations to making sales more productive and generate higher level of sales. Its software is more appropriate for sales compensation and related processes than CRM or SFA applications and much better than using general-purpose spreadsheets. Our research finds that more than half of sales organizations still use spreadsheets for these purpose and that doing this undermines their ability to manage sales with accurate information. In today’s intensely competitive sales environment, Xactly is positioned to grow. Sales organizations that seek to improve these sales and compensation processes and provide the information that sales teams need both to perform well and be satisfied in their jobs should examine Xactly’s software.

Regards,

Mark Smith

CEO and Chief Research Officer

Sales organizations and individuals strive to reach their quotas and get paid the maximum commissions for their performance. In support of these goals, software vendor Xactly offers a suite of VR_leadershipwinnerapplications for sales performance management that operates in the cloud computing environment. An example of its success is receiving our recent 2013 Leadership Award in sales excellence for work by its customer Zuora. This achievement builds on its 2012 Leadership Award with customer GlobalEnglishMy last analysis of Xactly discussed its applications running on mobile technology including the Apple iPad, which answers the needs of sales people who prefer to use mobile technology. Xactly signed its 500th customer in late 2012, a milestone demonstrating its adoption by companies looking to improve sales.

I stopped in at its annual conference, CompCloud 2013, where it showed a range of advances in its core products Xactly Explorer and Xactly Territory Management, but what caught my attention was the introduction of Xactly Objectives and its innovative approach to simplify the user experience in defining, tracking and achieving objectives, which also can be linked to incentives not just in sales but anywhere in an organization. The application addresses the need for timely guidance and direction from managers to employees; that is a key aspect of  human capital management, as my colleague Stephan Millard outlined it for 2013. Xactly’s unique approach integrates to-do lists and objectives from worker to manager, who then can link them to incentives and bonuses; this facilitates motivating people to perform well. The idea of pay for performance has been a mantra in sales compensation for some time, and Xactly Objectives provides a viable way to accomplish it with an approach to help manage people and individuals manage to their objectives on a routine basis. While annual performance reviews might not go away anytime soon, lines of business need to manage performance weekly and monthly, which is easier when they can use incentives to stimulate higher performance.

vr_sales_preferred_accessMy analysis of the application shows that it covers the practical aspects of defining and supporting workers’ to-do lists and links them to individual and departmental objectives. Xactly Objectives shows progress and team members in visual form, which helps users engage more readily, and includes notification reminders such as the number of days left to achieve specific objectives. Xactly’s deployment in the cloud also matches the preference of 41 percent of sales organizations in our research. Xactly’s applications, and especially Objectives, also provide ease of use, which is the number-one evaluation criterion for purchase consideration in 73 percent of sales organizations and for 77 percent of participants in our human capital management research. Similarly the ability for individual sales reps to review progress to goals is one of the five most important capabilities according to our research. The Xactly Objectives application can add significant value to sales as well as the rest of the organization.

In the last year Xactly has worked to interoperate and integrate data with sales force automation systems from Salesforce, Oracle and even SAP so customers can work across applications used in their sales processes. Xactly also provides a rich set of analytics and reporting to help guide sales people in understanding how to reach their quotas and commissions. Xactly also previewed Insights, a benchmarking service that it has built from metrics in more than 500 companies that use its applications, to indicate where companies can improve their sales processes.

The introduction of Xactly Objectives demonstrates the SPM_VentanaResearch2012_SPMHotVendorexpanding nature of sales performance management, as outlined in my research agenda for 2013. It indicates why we see Xactly as a key application provider for sales and a Hot Vendor according to our 2012 Value Index on Sales Performance Management. Expanding its applications and integrating them all in its suite is the right approach as sales performance management continues to be red-hot with applications. I am happy to see that sales applications are getting smarter, as I hoped they will, and Xactly is expanding rapidly to meet the broader range of needs in sales and across the organization.

I expect that Xactly will find interest in its focus on objectives in customer service, field service, marketing and others departments, supported by its ease of use. Our research finds that in sales departments alone, 27 percent are looking to deploy new applications by the end of 2015 and that doing so is important to 83 percent of organizations. Other approaches in the market are either more closely aligned to HR and performance reviews or are trying to emphasize social collaboration rather than enabling workers and managers to define and achieve objectives. I believe that Xactly has some work ahead to make the application engage people in roles higher up the organizational chart, and it needs to add more collaborative capabilities, but for a first release Objectives offers much of what organizations should have in their standard portfolio of applications for gaining better productivity and performance that is directly aligned to the objectives of the organization.

I think those in management and finance roles will like to have visibility into objectives, and most will welcome having pay for performance, incentives and bonuses more tightly aligned with the direction of the organization and directly linked to daily, weekly and monthly activities. If you are serious about getting the most out of your workforce, having a defined method to use objectives that link achievement to incentives can be a useful management tool. In that perspective, Xactly Objectives should be on your list of applications to consider.

Regards,

Mark Smith

CEO & Chief Research Officer

Mark Smith – Twitter

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