PureSense Creates a Better Sales Compensation Environment with Xactly Express

“Prior to Xactly Express we used spreadsheets to manage compensation – it was a long and tedious task each month. Because all of the data had to be hand entered into a spreadsheet, sometimes you couldn’t make heads or tails of the numbers. Formulas would get corrupted and all the calculations would be incorrect - over or underpaying our sales reps. Once Xactly Express was implemented, the numbers could be imported and the calculations were much more accurate. Our sales staff loved being able to check on their progress each month via the Web login.”

— Rhonda Metzler, Controller, PureSense

About PureSense

Since 2006, California based PureSense Environmental Inc. has supplied proprietary, state-of-the-art irrigation and field monitoring solutions to Agriculture. In a time where water is a limited resource, PureSense is dedicated to helping growers solve their water-related problems by providing them with the hardware, software and service needed to analyze critical field information. By doing so, growers who use PureSense are seeing improvements in water efficiency, an increase in yield and overall plant health and a decrease in farm inputs. In 2009 alone, PureSense helped its customers save over six billion gallons of water.

Challenge
As more agricultural companies look to control costs and their environmental impact, PureSense has seen its business rapidly expand in recent years – including an increase in sales personnel.  As the sales team grew, the company was finding it increasingly difficult to quickly and accurately manage its sales compensation initiatives on spreadsheets. Multiple spreadsheets were causing an administrative nightmare for the CFO and resulting in incorrect or delayed payments to the sales field.  The company needed a cost-effective way to automate the tracking, management and payment of variable sales compensation to its eight person sales team, as well as easily onboard new sales reps. As the company does not have a dedicated compensation administrator, ease-of-use, robust functionality and the ability to implement and run the system with minimal IT involvement was a must. In addition, PureSense needed a solution that would integrate seamlessly with its Salesforce CRM system.

Benefits at a Glance

  • Reduced Compensation Administration
  • Improved Accuracy and Fewer Disputes
  • Better Reporting

The Solution
After considering the available options, Xactly Express was the only solution that met all of PureSense’s requirements.  Delivered in the Cloud, Xactly Express was up and running quickly – with little IT involvement – and PureSense was able to easily load sales data and begin tracking commissions immediately.

“Part of the value of Xactly Express is that you don’t need to know how to implement software to install this solution. This is by far one of the easiest implementations I have ever done,” said Rhonda Metzler, Controller.

Reduced Compensation Administration
As most emerging business, PureSense does not have a dedicated compensation administrator. This meant running commission fell on the shoulders of the CFO and then the controller – both of whom are tasked with many other strategic business functions. The ability to shorten the time it takes to manage compensation – a process that was currently taking multiple hours – as well as improve accuracy was a core value proposition of Xactly Express. With Xactly Express, PureSense is able to manage multiple commission structures and calculate sales commissions in less than one hour. Additionally, the company now has the flexibility to easily onboard sales reps and update sales compensation plans on a quarterly basis to meet the changing dynamics of their business.

Improved Accuracy and Reduced Disputes
Manually calculating sales compensation in spreadsheets was not only time consuming for PureSense, but regularly led to inaccuracies in calculations, incorrect payments and unhappy sales reps.  Xactly Express enables PureSense to input their sales compensation plan at the beginning of each quarter, import sales numbers directly from Salesforce CRM and export calculated results for payroll all within the application – reducing both errors and administrative headaches.
“Prior to Xactly Express we used spreadsheets to manage compensation – it was a long and tedious task each month. Because all of the data had to be hand entered into a spreadsheet, sometimes you couldn’t make heads or tails of the numbers.  Formulas would get corrupted and all the calculations would be incorrect – over or underpaying our sales reps.  Once Xactly Express was implemented, the numbers could be imported and the calculations were much more accurate. Our sales staff loved being able to check on their progress each month via the Web login.” – Added Metzler.

Enhanced Reporting
Another downside of spreadsheets was the inability to quickly and easily run reports that provide visibility into sales rep performance and overall goal attainment.  With Xactly Express, PureSense can click a few buttons to easily run reports for either sales or finance. In addition, they are now able to run reports for each individual sales rep on their closed deals and coinciding commissions that are sent with each commission check as a statement.  Having these details easily at hand has also led to reduced sales rep disputes.

“Xactly Express allowed us to run detailed, easy to read reports for each rep that are sent with their commission checks. The first time we used this process, not one rep called and questioned their commission,” noted Metzler.

Planning Ahead
In the short time since its implementation, Xactly Express has enabled PureSense to eliminate error-prone, manual spreadsheet-based processes and paved the way for more accurate, impactful sales compensation management. As the company grows and expands it sales team in the coming years, it will now be able to easily onboard new reps and get them integrated into the commission payment structure – regardless of when they started in the quarter.  In addition, the company also plans to expand the use of the tool outside the finance office to provide reps and manager’s real-time access into their own sales dashboards – improving visibility and motivating improved sales behaviors. The company is also considering using Xactly to track key goal attainment and bonuses for other departments within the organization.