Case Study: Cox Automotive achieves automated, near‑perfect incentive compensation (99.9% accuracy, 30% time savings) with Xactly Corporation

Cox Automotive Creates an Unstoppable Sales Force

Cox Automotive, an Atlanta-based business unit of Cox Enterprises, set out to build an “unstoppable” sales force but was hampered by multiple division and compensation structures that required extensive manual data integration and commission calculations. That manual work limited visibility into performance and kept the team from designing strategic, motivating sales programs.

Partnering with Xactly and investing in automation, Cox Automotive automated its entire compensation process (including data integration via Xactly Connect) and applied Xactly Analytics to analyze attainment, payout correlations, distribution curves and participation. The result: simplified, fully integrated incentive programs with clear quota visibility for reps, accurate on‑time payments, and freed-up sales ops time for strategic work — outcomes include variance cut from 10% to 0.2%, 30% time savings, $100K saved, 2M transactions processed in 3 hours, and up to 99.9% accuracy on 1M monthly transactions.

Cox Automotive

Justin Ritchie

Sr. Director, Sales Operations, Strategy