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100%
sales rep adoption rate
x2
sales motivation
100%
reliable commissions
100%
sales rep adoption rate
x2
sales motivation
100%
reliable commissions
Glady allows companies and CSE to digitalize employee benefits and incentive programs through an all-in-one platform and dedicated support.
Sales Headcount
120
Client Since
January 2023
At Glady, commissions represent an important part of the remuneration of SDRs, AEs and CSMs. 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 was 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.
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 :
Paul Barret (Sales Ops)
"At the end of each quarter, we calculated the sales teams' commissions, 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."
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 of their commissions in real time, so they each had their own little Google Sheets, their own little mishmash to calculate their commissions, so they lost a little bit of that business focus throughout the year."
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.
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."
Paul Barret (Sales Ops)
"The tool is very ergonomic and easy to use."
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 the people in my team more. 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."
Charles Pauquet (Sales)
"Qobra in a word? Booster, performance booster!"
Thomas Lepoittevin-Dubost (Head of SDR)
"Qobra plays a complete role in retention because, in fact, when an SDR arrives at Glady, we take 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's commission management and calculation solution for sales, business operations, finance and HR teams helps companies make variable pay :
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 the Czech Republic.
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