1. Why did Qobra decide to launch a study on commissions in France?
Qobra offers commission calculation and management software, so we regularly discuss variable remuneration topics with our Operations, Finance, Sales Reps and HR teams: remuneration breakdown, performance indicators, commission accelerators, payment frequency, etc.
We noted that most companies had little information on the practices of other companies (in the same sector, of the same size, etc.) in terms of commissions.
In response to this problem, we decided to offer a study on the topic to help them gain a better understanding of their environment and the best practices of other companies!
2. Methodology
Survey on commissions distributed to 1,400 employees in the SDR|BDR, Sales & CSM|AM departments.
A questionnaire consisting of 27 open and closed questions distributed from March 9, 2023 to April 9, 2023.
Questions about:
- Variable compensation models: Objectives, performance indicators, commission caps and gas pedals, commission frequency, impact and satisfaction of the variable compensation model.
- Total compensation: fixed salary & commissions.
- Commission calculation and management tools: Advantages, disadvantages and time spent calculating and managing commissions.
3. Respondent sample
Number of respondents:
- 1 409
Role of respondents:
- Head of CSM|AM: 4.6%
- Head of SDR/BDR: 5.4%
- SDR/BDR Manager: 6.1%
- Account Manager: 9.2%
- Sales Manager: 10.6%
- Customer Success Manager: 12.3%
- SDR/BDR: 13.9
- Head of Sales: 17.1%
- Sales/Account Executive: 20.8%
Company size:
- From 1 to 9 employees: 7%
- From 10 to 49 employees: 32.5%
- From 50 to 249 employees: 29.2%
- More than 250 employees: 31.3%
Sectors of activity:
- Engineering: 2.5%
- Retail: 3.0%
- Hotels and restaurants: 3.1%
- Industry/Production: 4.5%
- Other: 4.6%
- Real Estate/Construction: 4.6%
- Wholesale/retail: 4.2%
- Education and training: 5.1%
- Media/Advertising: 6.2%
- Health: 8.2%
- Banking/Finance/Insurance: 13.5%
- Business services: 15.1%
- Technology: 25.2%
Examples of companies represented:
- Doctolib
- Vallourec
- Capgemini
- Payfit
- OTIS
- Wavestone
- Salesforce
- DELL
- TikTok
- Orange
- Bpifrance
- Qonto
- Securitas
- Alan
- Aircall
- CIC
- Webedia
- Bouygues Telecom
- RedBull
- Darty
- Carrefour
4. Study summary
Part 1. General analysis
- Things to remember
- Overview of commissions models
- Tools for calculating and managing commissions
Part 2. SDR|BDR
- Things to remember
- Overview of total compensation packages
- Overview of commissions models
- Model commissions plan for SDR|BDR
Part 3. Sales
- Things to remember
- Overview of total compensation packages
- Overview of commissions models
- Model commission plan for Sales
Part 4: CSM|AM
- Things to remember
- Overview of total compensation packages
- Overview of commissions models
- Model commissions plan for CSM|AM
To find out more about the study, click here!
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