Pretto x Qobra: Increased sales performance and visibility for sales reps

At Pretto, commissions account for a significant proportion of sales reps' remuneration. It is a real lever for generating revenue on a global scale, which is why it is vital to ensure that it is reliable, transparent and visible.

However, before equipping themselves with the commission management platform created by Qobra, they encountered a number of problems relating to commissions.

So we decided to interview Corentin Vivensang (Senior Sales Ops), Barthélémy Morin (Head of Sales) and Nicolas Cherpantier (Head of Finance) to find out more and understand how Qobra enables them to manage the topic of commissions simply, and turn it into a real driver of performance, motivation and loyalty.

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1. Challenges

Before moving to Qobra, Pretto used Excel and Google Sheets to calculate and manage their employees' commission. 

An ill-suited solution that posed a number of major problems:

• Lack of visibility
• Lack of transparency
• Long processing times
• Poor feedback management

Problems linked to the use of unsuitable tools

(Corentin Vivensang, Senior Sales Ops)

"Using G-Sheets creates a lot of errors. We have to make a lot of manual changes."

(Barthélémy Morin, Head of Sales)

"The fact that they have their own little files and are constantly having to coordinate with the other Excel file, and in the end it's not the same thing. It generates stress, it puts pressure on Sales Ops."

Lack of visibility and transparency

(Corentin Vivensang, Senior Sales Ops)

"They had little visibility and there was little transparency about commission plans. The lack of visibility creates a lot of anxiety among sales reps."

(Barthélémy Morin, Head of Sales)

"For a sales rep, not having a clear idea of what they're going to earn or what they're going to be able to get by breaking a particular deadlock. It's very problematic because sometimes all it takes is €1,000 in sales, not a single case, less than a case, to drastically change your bonus."

Processing times and feedback management

Corentin Vivensang (Senior Sales Ops)

"We used to send out the bonuses 3 days before payroll. As a result, we found ourselves with a huge rush of requests to process feedback."

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2. Solutions

Corentin Vivensang (Senior Sales Ops), Barthélémy Morin (Head of Sales) and Nicolas Cherpantier (Head of Finance) explained how Qobra is helping them to meet the various challenges they face on the commission topic.

Reliability and error reduction

(Barthélémy Morin, Head of Sales)

"Qobra makes it possible to completely eliminate input errors. In other words, it's much more reliable."

(Nicolas Cherpantier, Head of Finance)

"As far as finance is concerned, having a commission management tool is extremely reassuring. The process is automated and commissions are calculated automatically. There's no uncertainty like with G-Sheets."

Visibility and fluidity of exchanges

(Barthélémy Morin, Head of Sales)

"For the sales reps, it has completely streamlined their exchanges. It's really more practical, much easier to use and understand. And once again, we're back to the same word, but very important visibility for their business."

(Nicolas Cherpantier, Head of Finance)

"It also gives visibility to the Finance team, who can easily see how much we're going to spend. There are no more last-minute surprises from a financial point of view. It also allows us to control our costs and produce nice forecasts so we know what we're going to spend 4 or 6 months ahead."

Reducing operating costs

(Nicolas Cherpantier, Head of Finance)

"Today, the cost of the tool completely replaces the Ops costs we might otherwise have incurred. By implementing Qobra, we avoid having to incur in-house costs with human resources."

Save time every day

(Barthélémy Morin, Head of Sales)

"Sitting down with the expert to explain how his Excel works, no need to do that anymore."

(Barthélémy Morin, Head of Sales)

"The sales rep no longer needs to be with me for sales forecasts and therefore bonus forecasts, he can access them on his own and have visibility at any time of his bonuses and what he could receive."

(Barthélémy Morin, Head of Sales)

"When I have to validate the commission statements, it's much simpler and much easier to read than when it was an Excel spreadsheet where I had to go through everything by hand, and even do some of the calculations by hand."

(Nicolas Cherpantier, Head of Finance)

"There's really no time to get to grips with Qobra, it's very intuitive, there's no need for a tutorial."

(Corentin Vivensang, Senior Sales Ops)

"We have saved 2 or 3 days each month on calculating and managing commissions."

Improving sales reps' performance

(Corentin Vivensang, Senior Sales Ops)

"Qobra makes our sales reps better because they know where they're going. The objective is clear, the tool shows them their objective quite easily, how much they're going to earn if they reach their objective, if they outperform, how much more they'll earn. They are motivated every day to go out and achieve their objective."

(Barthélémy Morin, Head of Sales)

"They see the bonus they can get if they unblock this or that file, if they speed up this or that insurance, for example, that will enable them to get an extra €1,000, €1,500 fairly quickly for a little more effort."

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Qobra

With its commission calculation and management solution for sales rep, sales operations, finance and HR teams, Qobra helps companies make variable pay :

• The number 1 lever for sales rep motivation and performance
• A key factor in attracting and retaining customers
• A source of considerable time savings 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 the Czech Republic.