Item: Xactly Incent
Rating: 8
Author: Verified User

Use Cases and Deployment Scope

We use Xactly Incent to pay our sales reps commissions monthly based on the given plan year's sales incentive program. We have over 300+ sales reps, so we needed a systematic method to handle the commission calcs, track performance, and manage plan document reviews/acceptances.

Pros and Cons

Incentive calcs - easily determine commission payouts for each rep once properly set up.
Ease of tracking and managing our Sales Incentive plans documents distribution, review, and approvals.
Ability for sales leaders to view/manage their direct reports comp plans.

Lack of customization of the Incentive Statement based on our plan requirements making it difficult/confusing for our sales reps.
The UI is not very intuitive to our sales reps. Requires quite a bit of hand-holding/ training.
Configuration is complicated - especially when our plans require customized incentives.

Return on Investment

With adequate training, sales rep have a better understand of their comp plan.
The current incentive statement is not easy for our reps to understand given the lack of flexibiity to customize the statement.

Xactly Data Insights

We started to capture all sales-related questions in a case queue. We plan to use this data to help identify areas of improvement with our overall sales incentive program and identify any specific concerns on the Xactly Incent tool.

Compensation Management

We only use Xactly Incent to calculate commissions. We have our own internal process for Sale Performance Mgmt.

Adoption

Sales Ops uses the Xactly Incent quota, bookings, attainment data to help with setting quotas.

Key Insights

Do you think Xactly Incent delivers good value for the price?

Yes

Are you happy with Xactly Incent's feature set?

Yes

Did Xactly Incent live up to sales and marketing promises?

I wasn't involved with the selection/purchase process

Did implementation of Xactly Incent go as expected?

I wasn't involved with the implementation phase

Would you buy Xactly Incent again?

Yes

Likelihood to Recommend

Xactly Incent is definitely worth the investment if you have over 25+ reps and/or you have a complex sales incentive plan. You don't want to do commission calcs in Excel if you can help it. But with a more complex sales incentive plan, you will introduce much more complex commission calcs as well as more challenges on reporting with Analytics.

Good tool for calculating commission,

Overall Satisfaction with Xactly Incent