ElevenLabs x Qobra: Total Accuracy. Real-Time Visibility. Motivated Teams.

At ElevenLabs, commissions make up a major part of sales reps' remuneration. It is a real lever for generating revenue on a global scale, which is why it is vital to ensure that it is reliable, transparent, and visible.

However, before equipping themselves with Qobra, they encountered several problems relating to commissions.

So we decided to interview Jessica Ho (RevOps) and Margaret McCarthy (GTM) to learn more and understand how Qobra enables them to manage commissions and turn it into a real driver of performance, motivation, and loyalty.

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1. Challenges

Before moving to Qobra, ElevenLabs used Excel to calculate and manage their employees' commissions. 

An ill-suited solution that posed several major problems:

• Manual and Inefficient Commission Management
• Human Errors and Lack of Reliability
• Time Lost on Low-Value, Administrative Tasks

Manual and Inefficient Commission Management

(Jessica Ho, RevOps at ElevenLabs)

“Before Qobra, it was all through spreadsheets. I would use pull data from BigQuery, manipulate the data, and then pull it out, get confirmation from our sales leads.”

Human Errors and Lack of Reliability

(Margaret McCarthy, GTM at ElevenLabs)

“Excel is not a platform in order to really see good commission. Humans make errors, and that’s a problem.”

Time Lost on Low-Value, Administrative Tasks

(Margaret McCarthy, GTM at ElevenLabs)

“A sales rep works really hard on closing a deal, and then for them to have to go back and almost make sure that every single opportunity is in Excel. All the numbers are accurate, everything is matching out correctly is just at the end of the day, a waste of a sales reps' time.”

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2. Solutions

Jessica Ho (RevOps), and Margaret McCarthy (GTM) explained how Qobra is helping them to meet the various challenges they face in the area of commissions.

Simplified and Automated Commission Management

(Jessica Ho, RevOps at ElevenLabs)

“What’s really great is now we just set up our comp plans at the beginning of the year.”

Easy Implementation and Intuitive User Experience

(Jessica Ho, RevOps at ElevenLabs)

“When we were looking for a partner for our compensation plan, what we wanted to focus on is easy and quick implementation.”

(Jessica Ho, RevOps at ElevenLabs)

“I would say the tooling is very simple. It’s almost like Excel, you can see where the variables are coming from, so it was very easy and quick for our team.”

(Margaret McCarthy, GTM at ElevenLabs)

“It’s a very user-friendly platform. You kind of open it up. It’s kind of like: Go ahead, let me see you move your mouse around you figure it out. It’s not that complicated. As a sales rep, you don’t really want to overcomplicate things.”

(Jessica Ho, RevOps at ElevenLabs)

“I like the UI, very straightforward where if I left tomorrow, I’m confident that someone else who’s like taking my place would be able to easily track why things are set up a certain way.”

Reduced Back-and-Forth and Time Savings

(Jessica Ho, RevOps at ElevenLabs)

“I would say, I don’t really have those back and forth with AEs anymore or SDRs just because we do have visibility, and it syncs directly with Salesforce.”

(Jessica Ho, RevOps at ElevenLabs)

“We now have an FAQ specific for Qobra, and they can see exactly what they’re being comped on. And there’s not really any questions that come my way so that solves a lot of my time.”

Real-Time Visibility and Transparency

(Jessica Ho, RevOps at ElevenLabs)

“Our AEs, SDRs now have live visibility into what their comp is.”

(Margaret McCarthy, GTM at ElevenLabs)

“And then which opportunities roll up to that commission. So if there ever is a discrepancy behind, like ‘I didn’t get commission on this deal,’ or something like that. In real-time, you can go into Qobra and see all the opportunities that are synced with our CRM.”

Stronger Motivation and Sales Performance

(Margaret McCarthy, GTM at ElevenLabs)

“It’s one of the most important tools for a seller, that’s what incentivizes them to do what they do.”

(Margaret McCarthy, GTM at ElevenLabs)

“That instant gratification. There’s nothing better than closing a deal and being like: “Oh my God, I just made $5,000!” … When you see all the amazing money you’re making, you’re like, hell yeah! Let’s go!”

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Qobra

With its commission calculation and management solution for sales reps, sales operations, finance, and HR teams, Qobra helps companies make commissions:

• The number 1 lever for sales rep motivation and performance
• A key factor in attracting and retaining customers
• A considerable time-saver for the teams responsible for managing and calculating commissions

Customers: 250+ companies of all sizes and in all sectors (ElevenLabs, SAP, JCDecaux, Go1, Make, CoachHub, Factorial, Doctolib, Boehringer Ingelheim, etc.).

Users: 20,000+ users (Finance, Revenue Operations, Sales Operations, HR, Sales, etc.).

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