Managing Sales Compensation System for Xirrus

This case study outlines the challenges faced by Xirrus in managing their sales compensation system, particularly regarding competing priorities and a lack of internal resources. The company struggled to implement necessary system changes due to staff being diverted to other business priorities, which risked misalignment with their business strategy. In 2013, Xirrus engaged SpectrumTek to deploy a sales performance management tool aimed at enhancing their sales compensation management system. SpectrumTek's expertise allowed Xirrus to control sales operations expenses without needing additional internal resources, thus enabling the internal team to focus on more urgent tasks. The case study details how Xirrus benefited from outsourcing the management of their sales compensation system to SpectrumTek, which provided best practices and the necessary skillsets to ensure successful implementation and ongoing management. The collaboration resulted in improved efficiency and performance in sales operations, ultimately maximizing the return on investment in their sales compensation management system.