How Agicap Achieved 100% Commission Reliability Across a 1000+ Employee Team | Customer Story
“Qobra can play a huge role into motivating salespeople by offering them visibility into their upcoming compensation and allowing them to understand how their performance will be translated into financial terms.”
100%
reliable commissions
2
days per month saved
x2
sales motivation
They switched to Qobra
Everything was managed through a Google sheet that we would share with either directly the team or the team leads depending on which cases. Time consuming process, not reliable because you don’t have the live connection with the CRM, not scalable and not sustainable.
We wanted something that the account executive would enjoy. Go on the platform, it was fun with the MRR ranking and leaderboard too, but it’s simple and efficient. Transparency.
Reliability and transparency at the heart of commercial challenges
At Agicap, variable compensation is a key performance driver. Commissions represent a significant portion of the compensation for SDRs/BDRs and salespeople. They play a direct role in motivating teams and generating revenue.
In a fast-growing environment, it is essential to ensure the reliability, transparency, and visibility of commissions. Before Qobra, Agicap managed its commissions via Google Sheets. This approach quickly showed its limitations in terms of robustness and scalability.
This case study shows how Agicap structured and secured its commission system to turn it into a real performance driver.
A strategic variable for performance-oriented teams
At Agicap, the sales teams are strongly focused on achieving targets. Their variable is a key driver of their commitment.
For this lever to work fully, teams must:
- Understand how their commission is calculated
- Track their progress on a daily basis
- Verify that the amounts are correct
- Project their future compensation
Before Qobra, the Google Sheets-based model did not allow this level of requirement to be met.
Challenges encountered before Qobra
A lack of day-to-day visibility
Salespeople did not have a clear and up-to-date view of their commissions.
An Excel or Google Sheets file does not provide simple answers to key questions:
- Where am I this month?
- How much will I receive if I sign this deal?
- Are all my deals properly recorded in the CRM?
However, real-time visibility is a prerequisite for boosting performance.
A lack of transparency and intelligibility
Presenting a complex Excel file to a sales team does not guarantee that they will understand the rules.
The limitations identified:
- Difficulty reading the formulas
- Lack of clarity on the rules applied
- Partial understanding of the calculation
In a subject as sensitive as compensation, transparency is essential to building trust.
Lack of reliability and no direct connection to the CRM
The system was based on a Google Sheet shared, sometimes with teams, sometimes only with managers.
“Everything was managed through a Google sheet that we would share with either directly the team or the team leads depending on which cases. Time consuming process, not reliable because you don’t have the live connection with the CRM, not scalable and not sustainable.”
The main risks:
- No direct connection to the CRM
- Manual manipulation
- Time-consuming process
- Non-scalable model
Verifying the reliability of commissions in Excel was complex and time-consuming.
On a large scale, this model was neither sustainable nor scalable.
High operational burden
Commission management involved:
- Manual changes when new plans were introduced
- Regular checks
- Back-and-forth communication with teams
The monthly process was cumbersome and heavily involved the Revenue Operations teams.
Deployment of Qobra: improving reliability, automating, and providing visibility
Significant and structural time savings
With Qobra, the operational gains are significant.
When a new commission plan is implemented:
- The models are adjusted in the tool
- The rules are set up in a structured manner
- Verifications are simplified
On average, Agicap estimates savings of:
- 1 to 2 days per month on plan development and verification
- Approximately 4 days per month on the monthly commission payment process
The time previously spent on Excel manipulations is now dedicated to higher value-added tasks.
“When you’re running the monthly process of the payroll, you have to ensure that the CRM is properly filled and everything appears correctly in Qobra. It’s around four days per month that you can save comparing Qobra to Excel.”
Total transparency for sales representatives and managers
With Qobra:
- Each sales representative can view their commission statement at the end of the month
- Each manager can verify their team's amounts
- The rules are visible and understandable
The platform becomes a single source of truth.
Transparency builds trust and reduces discussions related to errors or misunderstandings.
“The sales can check his statement at the end of the month and make sure he gets paid what he’s owed, and the manager can check the sales statement and make sure he indeed gets paid what we owe to the sales, if not more.”
Enhanced reliability thanks to the CRM connection
The direct connection to the CRM ensures that:
- The data is up to date
- The deals taken into account are correctly recorded
- The amounts calculated are consistent
“If you want to get reliable commissions at the end of the month, you need to do two things. First, if you have plans with several stakeholders around a deal, you have to make sure that whenever a parameter is changed, we’re ensuring balance in the payments at the end of the month.”
Commission reliability is no longer dependent on manual manipulation.
The system becomes sustainable and scalable.
A powerful motivational lever
Providing an immediate financial translation of performance
Qobra allows salespeople to view:
- Their variable at a given moment
- Their estimated variable at the end of the month
- The impact of an additional deal
Performance is immediately translated into financial impact.
For teams motivated by performance, this visibility acts as an accelerator.
“Qobra can play a huge role into motivating salespeople by offering them visibility into their upcoming compensation and allowing them to understand how their performance will be translated into financial terms.”
An engaging and stimulating platform
Sales reps regularly consult the platform.
Features such as:
- The MRR ranking
- The leaderboard
Create a dynamic of emulation.
The tool is not limited to technical calculations.
It becomes a central element of the performance culture.
“We wanted something that the account executive would enjoy. Go on the platform, it was fun with the MRR ranking and leaderboard too, but it’s simple and efficient. Transparency.”
Strategic benefits for Agicap
Ensuring commission reliability
Calculations are automated and connected to the CRM.
Drastically reducing operational time
Several days per month are saved on commission management and payment.
Enhancing transparency and trust
Teams can check and understand their amounts independently.
Boost sales performance
Real-time visibility transforms variable compensation into a lever for continuous motivation.
Conclusion: moving from a manual system to a scalable platform
The Agicap case shows that management via Google Sheets quickly reaches its limits:
- Lack of reliability
- No CRM connection
- High operational load
- Lack of visibility
With Qobra, Agicap has implemented a system that is:
- 100% reliable
- Automated
- Transparent
- Scalable
Variable compensation becomes a strategic tool, capable of supporting growth and sustainably fueling sales performance.
Qobra in a few figures
- 350+ client companies (Doctolib, PayFit, Spendesk, Go1, Make, CoachHub, SeLoger, Figaro, Agicap, etc.)
- 30,000+ users (Finance, Revenue Operations, Sales Operations, HR, Sales, etc.)
- International presence: France, United States, United Kingdom, Canada, Spain, Germany, Italy, Netherlands, Belgium, Switzerland, and Czech Republic
