At Glady, variable remuneration represents an important part of the remuneration of SDR, AE, CSM. Commissions are a real motivational lever, so it is important to have well-defined, well-constructed, transparent and accessible objectives.

However, prior to adopting Qobra's commission management tool, Glady were experiencing several issues with variable compensation.

So we decided to interview Paul Barret (Sales Ops), Thomas Lepoittevin-Dubost (Head of SDR) and Charles Pauquet (Sales) to find out more and understand how Qobra allows them to simply manage the subject of variable compensation, and make it a real lever of performance, motivation and loyalty.

‍1. Challenges

Like many companies, before using Qobra, Glady used Google Sheets spreadsheets to calculate and manage their employees commissions. 

An unsuitable solution that posed several major problems for them :

• Considerable loss of time (calculation of commissions, back and forth between the various stakeholders, reporting...)
• Lack of visibility on commissions
• Motivate employees to achieve their goals

The waste of time

Paul Barret (Sales Ops)

"At the end of each quarter, we calculated the sales teams variable, using Google Sheets that were more or less automated, but it still took us quite a bit of time, especially since we had to go back and forth between sales, sales managers and finance."

Lack of visibility and motivation

Thomas Lepoittevin-Dubost (Head of SDR)

"You have to have goals that are well-defined, well-constructed, transparent, and accessible to boost the people who are SDR."

Paul Barret (Sales Ops)

"The sales teams didn't have visibility on their variable in real time, so they each had their own little Google Sheets, their own little mishmash to calculate their variable so they lost a little bit of that business focus throughout the year."

2. Solutions

Paul Barret (Sales Ops), Thomas Lepoittevin-Dubost (Head of SDR) and Charles Pauquet (Sales) explained to us how Qobra is helping them to meet the various challenges they are facing regarding commissions.

Automation and simplification of commission management

Paul Barret (Sales Ops)

"The biggest benefit is the calculation of variables, which is again automated. And the second is the reporting, it's the information that is filled in by sales teams on our CRM, if they want to see their commission curve increase, to reach 100%, the reporting must be well done on the CRM. So it's a job that we used to do on a daily basis that is simplified with the Qobra tool."

Paul Barret (Sales Ops)

"The coordination between the sales teams, managers and finance, and inevitably the sales Ops team is easier with the feedback and exchange system offered on the Qobra tool, it saves us a lot of time at the end and closing of commissions."

Qobra: a lever for motivation, performance and loyalty

Charles Pauquet (Sales)

"Qobra helps me to push myself, try to exceed the goals I've been set to be the best sales I can be."

Thomas Lepoittevin-Dubost (Head of SDR)

"With Qobra, it becomes more concrete, it motivates more the people in my team. Simply because they know on a daily basis where they are, if they are ahead, if they are behind, and it allows them to go further than the recurrences that we can have weekly, monthly. We don't necessarily break down the remuneration and say to the person, well this is what you would get at the moment, it allows the person to grasp their objective, to be able to measure if they are good, if they are far, if they were ahead before, if they are behind now. So concretely, it motivates a lot because it's more transparent, and it's not the manager giving visibility directly on performance."

Thomas Lepoittevin-Dubost (Head of SDR)

"Qobra plays a complete role in retention because in fact when an SDR arrives at Glady, we awaken him to the SDR job, to the different performance indicators. We then present a letter of objectives. And that's actually when the SDR can start tracking their performance indicators on a daily basis directly in Qobra."

Qobra

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

• The number one lever for 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.

Clients : +70 companies of all sizes and in all sectors (Sodexo, Doctolib, Natixis, Payfit, Spendesk, Celonis, Ankorstore, etc.)

Users : +4000 (Sales Ops, Revenue Ops, Sales, HR, Finance, etc.)

Countries : France, United Kingdom, Spain, Germany, Italy and Czech Republic.