At Agicap, commissions represent a significant part of the remuneration of SDR/BDR & Sales, which is why it is essential to ensure its reliability, transparency and visibility.

However, prior to adopting Qobra's commission management tool, they were experiencing several issues with commissions.

We therefore decided to interview Maximilien Jooris (Head of Revenue Operations) and Manuelle Douroux (Sales Operations Lead) to find out more and understand how Qobra allows them to simply manage the topic of commissions, and make it a real performance, motivation and loyalty lever.

1. Challenges

Like many companies, before moving to Qobra, Agicap used Google Sheets spreadsheets to calculate and manage their employees' commissions. 

An unsuitable solution that posed several major problems for them:

• Lack of visibility
• Lack of transparency
• Lack of reliability
• Considerable loss of time (manual calculation of commissions, back and forth between the different stakeholders, data update, reporting...)

Lack of visibility on commissions

Maximilien Jooris (Head of Revenue Operations)

"There's a need for transparency for the sales team. If you show the sales team an Excel file, they won't be able to see, okay, where am I this month? How much will I get if I close this deal or that deal? So we need to provide them with visibility. They need to be able to verify that everything is properly recorded in the CRM and that they're going to receive the right amount."

Lack of data reliability

Maximilien Jooris (Head of Revenue Operations)

"Checking commissions using Excel is not something easy. You have to make sure that the commissions are reliable. Before Qobra, everything was managed using a Google Sheets sheet that we shared either directly with the team or with the team leaders, depending on the case. A time-consuming process that was not very reliable because there was no direct connection to the CRM. It wasn't scalable or sustainable."

2. Solutions

Maximilien Jooris (Head of Revenue Operations) and Manuelle Douroux (Sales Operations Lead) explained to us how Qobra is helping them to meet the various challenges they are facing regarding commissions.

Considerable time savings

Maximilien Jooris (Head of Revenue Operations)

"When there are new commissioning plans, you have to change the model. It doesn't happen every month, but when it does, it takes a lot of time. By streamlining over a month, I would say we save 1 to 2 days a month on developing the plans and making sure they are correct. As far as running the monthly commission payment process, you have to make sure that the CRM is filled out correctly and that everything shows up correctly in Qobra. And there it's a lot more, it's about 4 days a month that we save with Qobra compared to Excel."

Transparency and full visibility

Maximilien Jooris (Head of Revenue Operations)

"With Qobra, each sales rep can check their commission statement at the end of the month and make sure they are receiving what they are owed. Each manager can also check the sales reps' commission statements and make sure they are receiving what we owe them."

Major motivational lever

Manuelle Douroux (Sales Operations Lead)

"A tool like Qobra plays a huge role in motivating sales reps. Qobra gives them visibility into their future compensation while allowing them to understand how their performance translates into financial terms. Most sales reps are motivated by the possibility of earning more money if they perform well. So with Qobra, they can see at any time what their commissions are right now, but also what they will be at the end of the month."

An attractive platform

Qobra

Qobra's commission management and calculation solution for sales rep, business operations, finance and HR teams helps companies make commissions :

• The number one lever for sales rep motivation and sales performance
• An essential element of attractiveness and loyalty
• This is a considerable time-saver for the teams responsible for managing and calculating commissions.

Customers: +100 companies of all sizes and in all sectors (Doctolib, Payfit, Spendesk, Go1, Make, CoachHub, SeLoger, Figaro, Agicap, etc.).

Users: +10,000 users (Finance, Revenue Operations, Sales Operations, HR, Sales, etc.).

Countries: France, United States, United Kingdom, Canada, Spain, Germany, Italy, Netherlands, Belgium, Switzerland and Czech Republic.