Xactly Incent: Straightforward but Room for Improvement

Our company uses Incent across two departments - Commissions and Sales. Commissions uses Incent as a tool to help make complicated commission rules and processes more automated. The sales department uses Incent as their main hub for all things commission and quota attainment related. We also use Incent's messaging feature [to] send out important documents like comp plans and terms and conditions for approvals.

We have multiple different sales teams and product types at our company, and within each team there are several unique comp/quota levers and rules for when and how you make a sale. With Xactly, we’ve been able to quickly isolate something as basic as accelerators and determine if we are applying them too early or not early enough across the sales org.

We recently moved from a free-agent based territory structure to a geographically based territory structure and Incent was a critical component in allowing us to do that and track the progress of our transition. We are now considering moving to a hunter/farmer type sales org where we will have inbound and outbound sales reps. Incent has been a great tool for us to look behind the scenes and see how we will best approach moving towards that type of model and which reps will be best suited for which roles.

As mentioned before, sales is becoming much more efficient and getting more selling time because of the ability to quickly and accurately view comp related metrics that sales reps are interested in. Commissions is now able to tackle other initiatives that have been on the back burner for years because they now have the available bandwidth to do so.