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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
Pretto is the fintech for home loans. Their mission: to build confidence in the mortgage search process.
Sales Headcount
90
Client Since
January 2022
At Pretto, variable compensation is a strategic performance driver. It represents a significant portion of the sales teams' compensation and directly influences revenue generation across the company.
In an environment where a few thousand extra euros can significantly change a salesperson's bonus, reliability, transparency, and visibility of commissions are essential.
Before Qobra, Pretto managed its commissions using Excel and Google Sheets. This approach led to errors, operational stress, and a lack of visibility for the teams.
This case study shows how Pretto structured its commission system to make it a real lever for performance, financial management, and daily motivation.
At Pretto, the variable can change significantly for a small difference in performance.
"For a sales rep, not having visibility on what they're going to earn or what they can go after by unlocking this or that file is really problematic, because sometimes just €1,000 in revenue — not even a single deal — can drastically change your commission."
Barthélémy Morin, Head of Sales at Pretto
Sometimes:
Can drastically increase a sales representative's bonus.
In this context, real-time access to information is crucial for guiding efforts and maximizing performance.
The combined use of Excel and Google Sheets created:
Sales reps sometimes had their own files, which did not always match the central files.
This lack of synchronization caused stress and confusion.
"When they have their own little file and have to constantly cross-check with the other Excel file, and in the end it doesn't match up, it creates stress and puts pressure on Sales Ops."
Corentin Vivensang, Senior Sales Ops at Pretto
Sales reps had little visibility on:
This lack of transparency created anxiety.
Not knowing exactly how much you will earn or how much you need to reach a certain level is problematic in a performance-oriented sales organization.
Bonuses were sent out only a few days before payday.
Consequences:
The process lacked fluidity and peace of mind.
"We used to send out commissions 3 days before payroll cutoff and we'd end up with a huge rush of requests to process feedback. Qobra completely eliminated entry errors, it's much more reliable now."
Corentin Vivensang, Senior Sales Ops at Pretto
With Qobra:
The process becomes robust and secure.
On the finance side, the tool provides immediate peace of mind:
Reliability is enhanced at all levels.
Sales representatives now have direct access to their data.
They can:
Managers gain fluidity:
On the finance side, visibility allows you to:
Variable compensation becomes a budget management tool.
"It also gives visibility to the finance side, which can easily see how much we're going to spend. No more last-minute surprises from a financial standpoint. It lets us control our costs and build clean 4-to-6-month forecasts."
Nicolas Cherpantier, Head of Finance at Pretto
Automation replaces repetitive manual tasks.
The cost of the tool replaces the human costs that would have been required to manage commissions on a large scale.
The model becomes more scalable and more profitable.
The operational benefits are significant:
Teams move from a manual processing approach to a supervision approach.
"When it comes to validating commissions, reviewing statements in Qobra is way simpler and more readable than in Excel, where I had to redo everything by hand and sometimes recalculate manually. I'd say we've saved 2 to 3 days each month on commissions."
Corentin Vivensang, Senior Sales Ops at Pretto
Qobra makes the objective concrete and measurable.
Salespeople know:
The tool acts as a daily guide.
When a sales rep sees that an extra effort can quickly generate an additional €1,000 or €1,500, the impact is immediate.
"You can see the commission you could go after by unlocking this or that file, by accelerating this or that insurance — it lets you grab an extra €1,000 or €1,500 pretty quickly for just a little more effort."
Barthélémy Morin, Head of Sales at Pretto
Real-time visibility:
Variable compensation becomes a performance accelerator.
The rules are automated and robust.
Teams save several days each month.
Real-time visibility directs efforts towards the most profitable actions.
Finance can anticipate costs and produce reliable forecasts.
The Pretto case shows that a system based on Excel and Google Sheets quickly generates:
With Qobra, Pretto has implemented a system that is:
Variable compensation becomes a strategic tool for sales performance, cross-departmental alignment, and financial management.
