Sales & Marketing Alignment: How to Synergize for Success
Simplify (Xactly Express)
1.
2. WHY IS SALES COMP SO HARD?
Current Situation! !
! Specific Pain Points:!
Manually process in Excel! !
Manually e-mail statements! ü Export deals from accounting system to Excel!
ü Manual assignment of deals to appropriate reps,
managers!
ü Two comp plans are running concurrently from !
ü Errors do happen, reps normally catch them!
ü Exec and rep reports are created manually!
3. HOW IS SALES COMP DONE TODAY?
Current Situation! !
! Impact on Business:!
Manually process in Excel!
Manually e-mail statements!
!
ü Admin time is taken up at a rate of 8 hrs per month!
Very much a manual process!!!
ü Errors do happen, especially when we talk about
reps hitting their accelerators!
ü Reps and managers complain to finance about
errors, trust suffers!
ü Reporting is time consuming and dated when
provided!
“Errors associated with manual off-line sales commissions systems run
between 3-8% of total incentive payouts.” - Gartner
4. IS THERE IS A SIMPLER WAY?
Current Situation! Ideal Situation!
! !
Manually process in Excel! Easier way to process!
Manually e-mail statements! Quicker visibility to team!
How can you simplify the sales compensation process to remove
wasteful steps and deliver insight and visibility into performance?
5. SIMPLIFYING SALES COMP
! Current Situation Ideal Situation!
Specific Solutions:! !
Manually process in Excel Easier way to process!
! Manually e-mail statements
ü Calculations and reports for the reps are Quicker visibility to team!
automatically generated, multiple times each month!
ü Rates and deals are automatically assigned!
ü Executive level reporting, including trending for
accruals and quota attainment are automated, up-to-
date and easily accessible!
Automating sales compensation with Express eliminates wasteful, error-
prone processes for Finance and delivers real-time visibility to Sales
