At Make, variable compensation plans are an important part of their goals, vision and future strategy.

However, before equipping themselves with the commission management tool created by Qobra, they encountered several problems on the subject.

We decided to interview Fabian Q.Veit (CEO) and Tomas Hons (GTM Strategy & Operations Manager) to learn more and understand how Qobra allows them to simply manage the subject of variable compensation, and to make it a real lever of performance and motivation.

1. Challenges

Lack of control and transparence

Tomas Hons (GTM Strategy & Operations Manager)

“We have solution engineers, account executives, sales directors, everybody has slightly different but connecting plans to each other.”

Fabian Q.Veit (CEO)

“To be honest, it was very manual with spreadsheets, Google Docs, etc. It was hard to manage the different accelerators or even do the controls and checks every month before we do any payouts.”

Tomas Hons (GTM Strategy & Operations Manager)

“So we had to take manually data from Salesforce, creating dashboards for it, checking every single item.”

Tomas Hons (GTM Strategy & Operations Manager)

“So we need to make sure that we have the best tools in place, we operate in scale and be sure that the team has the best transparency into their performance as possible."‍

Support teams development and motivation

To support its strong growth, Make had to create simple and fluid processes for its sales teams, but also rely on tools to save time, be attractive and retain its employees.

Tomas Hons (GTM Strategy & Operations Manager)

“We knew that we needed a tool that would allow us to implement four or five different Comp Plans across the whole world. Expanding the team, it's a big task and you need to motivate the people in the right way and making sure that you pay them the right amount.”

2. Solutions

Fabian Q.Veit (CEO) and Tomas Hons (GTM Strategy & Operations Manager) explained how Qobra supports them to take up the various challenges they encounter regarding commissions.

Completely transparent and easily scalable commission plans

Tomas Hons (GTM Strategy & Operations Manager)

“Qobra in one word ? Transparency.”

Tomas Hons (GTM Strategy & Operations Manager)
“We have different templates that we can just reuse for the same roles, and only adjust small things.”

Fabian Q.Veit (CEO)

“Of course, as the CEO, my favorite functionality is the dashboard. It gives me an overview at one glance, I can look at the overall payout amounts, do a check quickly against our actual achievements.”

Tomas Hons (GTM Strategy & Operations Manager)

“My favorite functionality is definitely the statements. I can actually go and see every single sales rep individually, check the opportunities for that month or the meetings delivered, and see every single detail there in just one click, and answer any questions that they might have straight away. So just simply love it."

A motivation and performance driver

Fabian Q.Veit (CEO)
“Qobra in one word ? Motivation driver.”

Fabian Q.Veit (CEO)

“Now there's a lot of transparency around the compensation and how it works, and it really kind of fosters the trust from the sales team and it also drives motivation.”

Qobra

Through its commission management and calculation solution dedicated to Sales, Sales Operations, Finance and HR teams, Qobra supports companies to make variable compensation :

• The number 1 motivation and sales performance lever
• An essential element of attractiveness and loyalty
• A source of considerable time saving for the teams in charge of managing and calculating commissions

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

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

Country : France, UK, Spain, Germany, Italy and Czech Republic