Organization > Titles

The Titles area is used to manage titles that are used in the company. These titles are associated with people through positions and can be used in Plan Design to assign Quotas, Rate Tables, and Plans to a group of people.

You can also use the Titles area to search for titles, display the audit trail for a title, and download all titles to a file.

important: A Title can be associated with more than one Position.

Screen

Titles Screen

All Fields

The following table describes the information you can specify when managing titles:

Field	Description
Title	The name of the title.
Title Category	The category of the title.
Description	A description of the title.
Level	The level of the title, from among the following: • I - Entry • II - Intermediate • III - Senior • IV - Lead • V - Consultant/Specialist This field is used for classification in Xactly Analytics and Xactly Insights.
Pay Period Type	The type of pay period, either Quarterly or Monthly. This setting affects whether users can expand quarters to show monthly periods on Incentive Statements.
Market	The market associated with the title, from among the following: • Global • Enterprise • Key • Mid-Market • Small/Medium Business (SMB) • Emerging This field is used for classification in Xactly Analytics and Xactly Insights.
Function	The function associated with the title. This field is used for classification in Xactly Analytics and Xactly Insights.

How to…

This section describes how to manage titles.

Search Titles

1. Click the Organization tab, then click Titles in the secondary menu. The Titles Home screen appears.

Titles Home Screen

From the Titles Search Results or Titles Create & Edit screens, you can start a new search by clicking the New Search button.

2. Specify the search criteria.

Do the following:

a. In the Title field, type the title for which you are searching.
b. In the Description field, type part of the description.
c. In the Category field, choose a title category using the drop-down list.
d. In the Function field, choose the function associated with the title using the drop-down list.
e. In the Market field, choose the market for the title using the drop-down list.
f. In the Level field, choose the level associated with the title using the drop-down list.

3. Click the Search button. The search results appear in the Titles Search Results area.

note: The search matches substrings and is not case sensitive. This means that searching for “exec” using the Title field matches Account Exec, Account Exec Trainee, and Sr Account Exec, for example.

4. (Optional) Click the All Titles button. All titles appear in the Titles Search Results area.

Create a Title

1. Click the Create Title button.

2. In the Title* field, type the title that you want to create.

3. In the Title Category* field, choose the category of the title using the drop-down list.

You can choose from among the following categories:

Category	Description
Account Executive	A direct primary quota carrying representative in your organization. This role is responsible for acquiring new customers as well as managing existing customer relationships. The role is typically field based and travels to customers. Examples include Account Executive, Regional Sales Manager, Territory Manager, and Field Sales Representative.
Account Manager	Manages a set of accounts as defined by sales management or company leadership. This role is not responsible for acquiring new customers or accounts, but rather is focused on managing existing accounts and relationships. The role is typically field based and travels to customers. Examples include Account Manager and Territory Account Manager.
Business Development/ Alliance/Partnership Rep	Responsible for managing and developing relationships with strategic business partners and alliance partners.  Examples include Business Development Manager, Alliance Manager, Partnership Manager, and Strategic Relationship Manager.
Channel Sales Representative	Focused on managing accounts and relationships with indirect/channel customers. This role works to assist and enable indirect/channel partners to effectively sell on behalf of the company. Examples include Channel Sales Manager, Channel Sales Representative, Channels Manager, and Distribution Manager.
Customer Success Representative	Responsible for the management and success of customer relationships after a customer has been on-boarded. Examples include Customer Success Representative and Customer Success Manager.
Field Sales Representative	Responsible for sales and face-to-face contact with prospects.  Examples include Field Sales Manager, Strategic Account Manager, and Sales Account Manager.
Inside Sales Representative	A quota carrying sales rep responsible for selling to customers with minimal or no travel. This role is focused on answering inbound sales calls and making outbound sales calls to prospects. Examples include Inside Sales Representative and Telesales Representative.
Lead Generation Representative	Responsible for the creation or generation of interest in the products or services of the business. Examples include Lead Generation Representative.
Manager, Business Development/ Alliances/Partnerships	Responsible for managing the activities and performance of a Business Development, Alliance. or Partner focused sales team. Examples include Manager of Business Development, Manager of Global Alliances, Manager of Partnerships, Director of Business Development, Director of Global Alliances, and Director of Partnerships.
Manager, Channel Sales	A first-line manager responsible for managing the day-to-day activities and performance of an Indirect/Channel Sales team. Examples include Manager of Channel Sales, Manager of Indirect Channels, and Manager of Dealer Channels.
Manager, Inside Sales	A first-line manager responsible for managing the day-to-day activities and performance of an Inside Sales team. Examples include Inside Sales Manager, Telesales Manager, and Senior Inside Sales Manager.
Manager, Lead Generation	A first-line manager responsible for managing the day-to-day activities and performance of a Lead Generation sales team. Examples include Manager of Lead Generation and Manager of Sales Development.
Manager, Sales/Systems/ Applications Engineering	A first-line manager responsible for managing the activities and performance of a Sales/Systems/Applications Engineering focused sales team. Examples include Manager of Sales Engineering, Manager of Applications Engineering, Manager of Systems Engineering, and Manager of Solutions Consulting.
Other	Allows you to specify a custom title category using a text box that appears.
Presales Consultant	Responsible for understanding customer needs, capturing requirements, presenting proposals, and acting as a technical expert during the sales process.
Product/Industry Specialist	Focused on a particular product, industry, market, or area of expertise. This role may drive the sales process or be used to assist other sales resources during stages of the sales process.  Examples include Product Specialist, Industry Specialist and Vertical Market Specialist.
Sales Director	A second-line manager who is typically responsible for either a particular portion of the sales function and/or management of multiple sales teams. Examples include Sales Director, Senior Sales Director, and Regional Vice President.
Sales Executive	Typically a member of the executive management team with responsibility for either a large portion or the entirety of the sales function.  Examples include Vice President of Sales, Vice President of Worldwide Sales, and Vice President of Enterprise Sales.
Sales Manager	A first-line manager responsible for managing the day-to-day activities and performance of a Field Sales team. Examples include Sales Manager, Field Sales Manager, and Senior Sales Manager.
Sales Support/Operations	Focuses on the implementation and administration of sales compensation plans and policy. Examples include Sales Operations Analyst and Sales Commissions Analyst.
Sales/Systems/ Applications Engineer	Responsible for pre-sales activities such as answering technical questions and creating demonstrations about how the product or service meets the needs of the prospect. Examples include Sales Engineer, Systems Engineer, Applications Engineer, and Solutions Consultant, Solution Architect.
Services Manager	Responsible for managing a team of services representatives including consulting, training, and other professional services personnel. Examples include Manager of Professional Services, Manager of Training and Education, Director of Professional Services, and Director of Training and Education.
Services Representative	Responsible for providing services to customers. These services can include consulting, training, and other professional services. Examples include Consultant, Professional Services, and Training Representative.
Strategic/Key/ Global Account Manager	Focused on managing a limited set of strategic, key, or global accounts as defined by sales management and/or company leadership. The role is typically field based and travels to customers. Examples include Strategic Account Manager, Key Account Manager, and Global Account Manager.

4. (Optional) In the Description field, type a description of the title.

5. In the Pay Period Type field, choose the pay period to associate with the title.

This affects whether users with this title can expand quarters to show monthly periods on Incentive Statements.

6. (Optional) In the Level field, choose the level of the title.

7. (Optional) In the Market field, choose the market associated with the title.

8. (Optional) In the Function field, choose the function associated with the title.

9. Click the Save > Save Title button.

10. Click All Titles to display the list of titles, including the newly-created title.

note: The Title cannot be changed after saving.

Edit a Title

note: The only field that can be modified is the Description field.

1. Select a title from the list in the Title Search Results area.

2. Click the Edit Title button.

Alternatively, you can double-click a Title in the Title Search Results area.

3. Make changes to the Title Category* and Description fields, as required.

4. Click the Save > Save Title button.

5. (Optional) Click All Titles to display the list of titles, including the edited title.

Upload and Download Titles

This section describes how to upload and download titles in your organization. Upload Titles

1. Click the Upload Title button. The Upload Titles dialog appears.

Upload Titles Dialog

2. Click the Click here link to download the CSV template file, which contains a list of fields you need to complete to upload titles.

Depending on your browser, a dialog might appear allowing you to specify where to save the file. The CSV-format file contains the following fields:

• Title*
• Category*
• (Optional) Other Category
• (Optional) Description
• (Optional) Function
• (Optional) Other Function
• (Optional) Market
• (Optional) Level

note: When uploading titles using a CSV-format file:

• Titles can be created and edited through upload but not deleted.
• Only one change or addition per title is allowed in an upload file.

3. Add the title data to the file and save the CSV-format file.

4. In the File field, click the Browse (or equivalent) button, and select the CSV-format
file that you just saved.

5. Select the update option, from among the following:

• Create New Titles
• Allow Updates to Titles and New Title Creations

6. Click the Upload button to upload the file. A confirmation message appears.

7. Click the OK button.

Important Points When Uploading Titles

Note the following when uploading titles using a CSV-format file.

• All required fields are marked with an asterisk (*).
• All rows without errors are uploaded.
• If a title already exists, the data is modified. If the title does not exist, the new data is uploaded.

Upload Error Messages

If an upload is unsuccessful, a message will appear. Correct the error and upload the file again.

Download Titles

1. Search for the titles you want to download.

2. Click the Download Titles button. A dialog appears enabling you to choose the download format.

Select Titles to Download Dialog

3. In the Select Download Format field, choose the download format using the drop-down list.

You can choose either Comma Separated Values (CSV) or Text.

4. Click the Download button.

Depending on your browser, a dialog might appear allowing you to specify where to save the file.

Delete a Title

1. Select a Title from the list in the Title Search Results area.

2. Click the Delete Title button. The title is deleted.

Audit a Title

1. Select a Title from the list in the Title Search Results area.

2. Click the Audit Title button. A dialog appears displaying the audit trail for the title.

Audit Trail

3. Click Download to save the audit to a text file. A dialog appears enabling you to save the file to disk. Click OK, choose a location, and click Save. The audit is downloaded to the selected file.

4. Click the OK button to dismiss the audit dialog.