Mark Smith's Analyst Perspectives

Xactly Makes Objectives the Incentive for Improvement

Posted by Mark Smith on May 25, 2013 11:40:56 PM

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 applications 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.

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Topics: Sales, objectives, Operational Performance Management (OPM), Business Performance Management (BPM), Compensation, Customer Performance Management (CPM), Financial Performance Management (FPM), incentives, Sales Performance Management, Sales Performance Management (SPM)

The Business of Sales Research Agenda for 2012

Posted by Mark Smith on Mar 6, 2012 10:28:00 PM

Investing wisely in sales-related people and processes is a key to business success. In 2012, helping sales staff perform at their highest levels should be a top priority for management. That may take some effort, according to our benchmark research, which indicates that only 14 percent of sales organizations operate at the highest level of innovation and competitiveness. In recent years, most organizations merely discussed moving beyond using only their sales force automation application and Microsoft Office for improving sales efficiency. Now sales organizations can move beyond systems that were designed decades ago, thanks to the availability of a broad range of applications to support sales activities and processes. In fact dozens of new types of sales applications are available to help sales focus on selling, which creates another issue. Where should sales organizations focus their limited resources and budgets?

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Topics: Planning, Sales, Social Media, assets, forecasting, leads, Learning, Mobile Business, objectives, Operational Performance Management (OPM), Performance, pipeline, Reporting, rewards, Sales Compensation, Sales Force Automation, sales force automation and territory, social enterprise, Analytics, Business Analytics, Business Collaboration, Business Mobility, Cloud Computing, Collaboration, Business Performance Management (BPM), channel, coaching, commission, CRM, Customer Performance Management (CPM), Financial Performance Management (FPM), incentives, pricing, promotion, proposal, quota, quoting, Sales Performance Management, Sales Performance Management (SPM), SFA, Workforce Performance Management (WPM)