Business Issues -> Employment
Released: 19th June 2013
Xactly, the leader in on-demand incentive compensation and sales performance management, has been selected by NewVoiceMedia, a leading provider of cloud contact centre solutions, to help streamline and automate employee compensation, eliminating incorrect payments to the sales team.
NewVoiceMedia, founded in 2000, is the leading provider of cloud contact centre solutions, processing hundreds of millions of calls, for thousands of agents working across the globe. Its customers span 30 countries, spread across five continents, and include Berry Bros. & Rudd, Long Tall Sally, QlikTech, Parcelforce, Royal Mail, and SHL Group.
As a fast-growing company with an increasing number of sales reps, NewVoiceMedia needed to update and simplify its sales compensation processes. It also wanted to provide sales teams with access to goals and achievements in real-time. Prior to Xactly, calculating commission was old-fashioned and static, with finance personnel using spreadsheets to manually input data and perform calculations.
“Processing compensation was not only incredibly time consuming, but there were sometimes miscalculations. This became a huge administrative headache, making it difficult to understand exactly how commission was being calculated and whether it was the right amount,” comments NewVoiceMedia Strategy Director, Bethany Ayers. “With the company growing, we understood that in order to continue to build a successful and committed sales team, we needed an error-proof way of calculating commission and to provide our reps with a compensation system they could trust.”
Under its old systems employee compensation data was kept on a series of databases, making it difficult for reps to access their own information. NewVoiceMedia needed a solution to provide its sales reps with compensation information in real-time so reps could structure deals to maximise the value for NewVoiceMedia and in turn maximise their own commission.
Ayers continues, “At NewVoiceMedia we have made to pledge to only use cloud technology, so any new system had to fit with this and link with Salesforce, which is the backbone of the technology we use. Xactly was the best product out there for our business and demonstrated strong compatibility with Salesforce, along with the ability to scale and grow alongside us. It has helped us to bring together sales people in the US, Australia and Europe in a single global compensation process. In addition the system handles multiple currencies so the reps see the true value of their compensation at a glance. Xactly also offers fantastic reporting capabilities, which means the management team can easily report back to the board on the progress of sales at the click of a button.”
President and CEO of Xactly Corporation, Christopher Cabrera adds, “As companies like NewVoiceMedia grow and expand their sales teams manual spreadsheets add complexity and errors to compensation calculations. This creates headaches for all parties. Automating compensation ensures every sales rep is getting what they deserve and no one feels like their hard work has gone by unnoticed. In order to have a successful, strong sales department, every rep needs to feel motivated and incentivised by the plan they are on.”
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Published by: IT Analysis Communications Ltd.
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