Xactly Forecasting® Reviews & Insights

Xactly Forecasting® helps us to better align our selves with the companies goals. After our ERP Update, Xactly Forecasting® is taking information from our CRM data to help deliver more accurate forecasting as well as giving us a health check along the way. it is important in sales to have an accurate and healthy pipeline which will better help support our job functions.

This is an amazing tool that is welcomed and enjoyed from top management all the way to the customer facing agents.
For our company, Directors and Managers - it helps them to be aligned with the company goals and to better manage employees. Possibly outlining issues with closing deals or with agents.

for Agents - This tool is amazing as it helps you focus on the important deals/ opportunities and making sure you will be able to hit your Quarterly and Annual numbers.

It shows you really well where you can't see. For example, a lot of times when you run the program it will show you things you were blind to. Now with this new data we are able to redirect our sales energy elsewhere and grow in places we didn't think possible. I use it for showing me exactly where I need to realign to head in the right direction.

When you are looking to see where the risk are and where the future will bring you, this is the tool for you! I can see this being a useful tool, however once I am in the groove I don't know how much I would use it. All in all I would say us it if you are in sales, it will improve your overall sight.

We were using it to help with pipeline management, forecasting, and more clarity around sales rep opportunities. It was being used by a handful of reps (~5) but probably by 1 now. It was trying to address knowing where our opps were, which ones we have not had any progress or activity on, and encouraging reps to do more.

I think TopOPPS is better suited for the larger sales team with shorter sales cycles. We have very long sales cycles and we have not truly seen it impact how we do business in terms of sales. I also think it's better suited for teams that have a true sales manager monitoring the reps and opps.

TopOpps was primarily used by the sales team at Eventbrite as it is entirely sales focused tools.

Business problems it addresses:
1. Forecasting - They have a unique forecasting algorithm which based on several impactful points which makes forecasting better.
2. Pipeline tracking - See what deals moved and when and what it impacted.
3. Reps YoY performance
4. Funnel Movement
5. Call / Activity Impact.

Best Suited if you have:
4-9 Stages in your opportunities
Different Sales Processes (e.g: renewals, new business etc.)
Different Record Types
Fast Paced Sales Cycle (from a few days to months)

It is less suited:
1. If it's a new/fresh SFDC instance where there is not much historical information as it gathers most of the useful information from historical trending.