At Partoo, commissions represents a significant part of the remuneration of SDRs, AEs and CSMs.

However, before equipping themselves with the commission calculation and management solution created by Qobra, Partoo's teams were facing several issues regarding variable pay.

Therefore, we decided to interview Clément Bouillaud (COO) and Guillaume Call (Head of Sales) to find out more and understand how Qobra allows them to simply manage the subject of variable pay, and to make it a real lever for performance, motivation and loyalty.

1. Challenges

Before moving to Qobra, Partoo was calculating and managing its teams' commissions in Google Sheets.  

An unsuitable solution that posed several major problems:

• Common mistakes
• Lack of transparency and ergonomics
• Considerable loss of time

Common mistakes

Guillaume Call (Head of Sales)

"Using Google Sheets to calculate and manage commissions, we sometimes ended up with broken formulas, which meant errors in the commission amounts."

Clément Bouillaud (COO)

"With Google Sheets, we were also accumulating historical errors."

Lack of transparency and ergonomics

Guillaume Call (Head of Sales)

"On Google Sheets, the calculations were sometimes opaque, Sales didn't necessarily understand them. Ergonomics was also a tricky point, it was not obvious."

Considerable loss of time

Clément Bouillaud (COO)

"Every month, we would look at all the payments, compare that to the opportunities that were closed in Salesforce and trigger the commission payment. Then we would do our calculations in Google Sheet, and finally we would send an email to the sales teams."

2. Solutions

Clément Bouillaud (COO) & Guillaume Call (Head of Sales) explain how Qobra helped them to overcome the different challenges they faced in terms of commissions.

Automation and reliability of commission calculation

Clément Bouillaud (COO)

"The main gain we have today is a gain of time, because instead of having the calculation of commissions on the one hand and then the processing of claims, today we only have the processing of claims and from month to month, we have less and less since the calculation is certified as we go along."

Visibility as a source of motivation

Guillaume Call (Head of Sales)

"With Qobra, we have visibility almost from A to Z, we can know where we are in the payment, in the payment of deals that have been signed, etc. And the usability is simpler than on Salesforce."

Guillaume Call (Head of Sales)

"When a sales person has questions about their commission, instead of me and him or her taking time, the visibility we have on Qobra allows us to get an answer in the moment. Sales people have a schematic view with graphs and percentages of evolution, they can see that percentage growing and that gauge always encourages emulation."

Simplified communication

Clément Bouillaud (COO)

"Exceptions and errors can be handled by leaving a comment in Qobra, to which the sales people can respond directly, leaving the exchanges specific to these topics 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.

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 Czech Republic.