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100%
reliable commissions
3
days per month saved
x2
sales motivation
100%
reliable commissions
3
days per month saved
x2
sales motivation
Hosman is a transparent estate agency that offers a fixed price, with commission costs on average half that of a traditional agency.
Sales Headcount
50
Client Since
January 2024
At Hosman, variable compensation is a key performance driver. Commissions represent a significant portion of sales teams' compensation and play a direct role in generating revenue across the company.
In a model where individual performance has an immediate impact on overall results, it is essential that the commission system be reliable, transparent, visible, and scalable.
Before Qobra, Hosman relied on Excel and Google Sheets to manage its commissions. This method quickly showed its limitations as the organization grew.
This case study shows how Hosman transformed a manual and unscalable system into a structured, motivating, and effective tool.
At Hosman, commissions are directly linked to the sale of real estate. Accuracy of amounts and speed of access to information are essential.
The commission system must:
Before Qobra, management relied on shared documents, open to everyone, with manual validations.
The lack of automation meant:
Commission management took up a lot of the time of managers and revenue operations teams.
This operational burden reduced the time spent on the core business: selling properties.
"The issue was that we felt our teams were spending too much time managing their variable pay and losing time on what matters most for our business — selling apartments."
Anatole Oger, Sales Manager at Hosman
Files could be modified by multiple users.
Each sales representative had to confirm their lines manually by entering a validation in the document.
"Before, everyone had their own few lines and had to write 'ok confirmed' next to them every single month, but it was something hard-coded that anyone could edit."
Anatole Oger, Sales Manager at Hosman
This process relied heavily on individual trust, which can work in a small organization but becomes risky as the organization grows.
"It also relied heavily on trust, which is fine when you have a small organization, but the bigger we get, the more we need something that's technically validated and locked down."
Anatole Oger, Sales Manager at Hosman
On a large scale, a system must be technically locked down and secure.
Salespeople spent time understanding and checking their commissions.
They sometimes had to manage their own follow-ups, which:
The system lacked readability and did not promote autonomy.
As the company grew, the Excel/Google Sheets model became difficult to sustain.
A system based on shared, editable, and manual documents cannot effectively support growth.
One of the major changes brought about by Qobra is the implementation of validation workflows.
Now:
This mechanism did not exist previously with Excel.
It enhances traceability, transparency, and team accountability.
"Validation workflows are things we never did in Excel and that we can now do. So it's the sales reps themselves who take care of validating and saying 'I agree with this amount' inside the software."
Aloys de Lobkowicz, Revenue Operations at Hosman
In the event of an error or question:
Resolving any discrepancies is faster and more structured.
Data reliability is one of the major benefits for Hosman.
Teams can now:
Trust in data is essential when compensation is at stake.
"Reliable data, now we can rely on it 100%, without having to go back and forth wondering whether it's the Google Sheet that's freezing or something else."
Aloys de Lobkowicz, Revenue Operations at Hosman
The operational benefits are concrete:
Reduced back-and-forth communication and automated validations allow teams to refocus on high-value-added tasks.
The “live” nature of Qobra changes the dynamic.
"What I really love about Qobra is the live, real-time automation side, it's huge for team motivation. Every single day you can refresh your Qobra to see where you stand, and that motivates."
Anatole Oger, Sales Manager at Hosman
Salespeople can:
This visibility creates a competitive effect.
If, halfway through the month, a sales representative notices that they are underperforming compared to the previous month, this may encourage them to step up their efforts to meet or exceed their targets.
Commission becomes a dynamic and motivating indicator.
Seeing that an additional action generates a specific amount reinforces commitment.
Visibility of the gain associated with an additional sale acts as a trigger.
Variable compensation becomes concrete, tangible, and immediately measurable.
Hosman also highlights the responsiveness of the Qobra teams.
Requests for improvement are:
The recent ability to also manage sales challenges directly in Qobra further enhances the centralization and consistency of the system.
The system is now technically validated and scalable.
Automated workflows and integrated validations reduce manual tasks.
Real-time visibility transforms commissions into a lever for emulation.
The rules are clear, validated, and centralized in a single tool.
The Hosman case demonstrates that Excel-based tools quickly reach their limits:
With Qobra, Hosman has implemented a system that is:
Variable compensation becomes a strategic tool, capable of supporting growth, motivating teams, and securing processes.
