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100%
reliable commissions
2
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sales motivation
100%
reliable commissions
2
days per month saved
x2
sales motivation
PayFit is a tool for automating and managing payroll, social, and HR processes, primarily designed for VSEs and SMEs.
Sales Headcount
110
Client Since
November 2022
At PayFit, variable compensation is a major driver of revenue generation. It represents a significant portion of sales teams' compensation and plays a central role in the company's overall performance.
In a fast-growing environment, where teams are being structured and multiplied, commission management must be reliable, transparent, scalable, and analytical.
Before Qobra, PayFit managed its commissions using around 15 separate Excel files. This model had reached its limits in terms of robustness, readability, and operational efficiency.
This case study illustrates how PayFit transformed its commission system into a centralized, analyzable, and strategic system.
With several sales populations (AE, SDR, etc.) and specific compensation plans, PayFit had to manage:
All via around fifteen different Excel files, each with its own specificities.
As the organization grew, this model became difficult to maintain.
The multiplicity of Excel files meant:
The system lacked uniformity and standardization.
One of the main problems identified was understanding the calculations.
"We had about 15 different Excel files, each with its own quirks. The number one problem with Excel is the lack of transparency in calculations — we were spending maybe 30 to 40 percent of our time just explaining how the bonuses were calculated."
Damien Gauthier, RevOps at PayFit
A significant portion of the Sales Ops teams' time was spent on:
AEs and SDRs regularly came back to their managers with questions about their bonuses.
An opaque system creates friction and distracts teams from sales performance.
Historically, salespeople would consult the bonus file at the end of the month, often around the 23rd, when they were asked to check the amounts.
"Historically, sales reps would only look at the bonus Excel file on the 23rd of the month, when we asked them to check it, because there were often errors. They didn't have an individual view, so it was much more complicated and far less readable."
Damien Gauthier, RevOps at PayFit
This led to several problems:
Variable compensation therefore did not fully play its role as a daily motivator.
Calculating bonuses could take up to two days per month.
The Sales Ops teams spent time:
This process was time-consuming and difficult to scale.
The first transformation brought about by Qobra is centralization.
All variable compensation plans are now grouped together in a single tool.
This centralization enables:
Compensation processes become clearer and less opaque for all teams.
One of the key points for PayFit was autonomy in configuration.
"We're autonomous when it comes to configuration, we don't systematically need a third party to step in for small fixes. We're fully autonomous, the solution is flexible enough that we do it ourselves, and that's a real added value."
Damien Gauthier, RevOps at PayFit
With Qobra:
This autonomy is essential in a changing organization.
The time savings are significant.
The time spent calculating bonuses has gone from two days to half a day of verification.
"Before, it would take us up to 2 days a month to calculate bonuses across the different sales populations. Today it takes us half a day of verification — we've truly gone from an operator role to a supervisor role."
Damien Gauthier, RevOps at PayFit
Sales Ops teams are no longer in a manual execution mindset, but in a supervisory and control role.
The process becomes:
Sales reps now have direct access to their data.
They can:
Real-time updates to dashboards fuel motivation.
When each signed deal is immediately reflected in estimated compensation, it pushes reps to go after additional contracts.
"When you have dashboards that update with every signature, it drives the sales team, it gets them to sign more, to feel that excitement of refreshing Qobra and seeing the live impact on their compensation."
Damien Gauthier, RevOps at PayFit
Qobra is not just a tool for salespeople.
For managers, it is a powerful management tool:
Variable compensation becomes an active management tool.
Qobra also allows you to ask the right questions about compensation policy.
Teams can:
The platform becomes a clear and traceable source of audit information.
If there are questions about a rule or history, the answers are quickly accessible.
Variable compensation does not only concern Sales and Sales Ops.
It also involves:
Qobra allows all of these teams to be aligned around a single source of truth.
Unlike Excel, information is centralized, shared, and consistent.
"It's not just Sales and Sales Ops, HR and Finance are also involved in variable compensation, so Qobra lets you align everyone, which Excel never could."
Damien Gauthier, RevOps at PayFit
Centralizing plans strengthens the robustness of the system.
The transition from manual calculation to automated supervision frees up strategic time.
Real-time updates transform variable compensation into a daily lever.
Sales, Ops, HR, and Finance work on a common and reliable basis.
The PayFit case shows that management via Excel quickly reaches its limits in a complex organization:
With Qobra, PayFit has structured and professionalized its commission system.
Variable compensation becomes:
It ceases to be a time-consuming technical issue and becomes a real strategic lever for performance and alignment.
