How Make Boosted Target Achievement by 15-20% With Automated Commissions | Customer Story
“It’s super important to have different templates that you can just reuse for the same roles but you only adjust small things depending on their variables.”
100%
reliable commissions
x2
sales motivation
+20%
extra sales results
They switched to Qobra
To be honest it was very manual with spreadsheets, Google Docs, etc. So we had to take manually data from Salesforce, creating dashboards for it, checking every single item.
We can already see that since implementing Qobra there is 15 to 20 percent uplift in terms of target achievement and it really fosters the trust in the sales team and it also drives motivation.
Supporting international growth with complex plans
At Make, variable compensation plans are not just a compensation tool. They are a strategic pillar, closely linked to the company's objectives, vision, and growth trajectory.
In a rapidly expanding international organization, the ability to structure, adapt, and manage commission plans is essential to supporting the performance and motivation of Go-To-Market teams.
Before Qobra, Make managed its commissions using spreadsheets and Google Docs. This manual model limited control, transparency, and scalability.
This case study shows how Make transformed its commission structure into a transparent, flexible, and performance-oriented system.
Multiple, interconnected plans
At Make, several roles make up the Go-To-Market organization:
- Solutions Engineers
- Account Executives
- Sales Directors
- Business Development Representatives
“Compensation plays an important part, our targets, our vision, the future strategy, so we need to make sure that we have the best tools in place.”
Each has a specific compensation plan, often connected to other roles or accelerator mechanisms.
This complexity makes managing variable compensation particularly sensitive.
As the team grows internationally, the need for a robust and scalable tool becomes apparent.
Challenges encountered before Qobra
A manual process that was difficult to control
Before Qobra, management relied on:
- Spreadsheets
- Google Docs
- Salesforce exports
- Manual checks
“To be honest it was very manual with spreadsheets, Google Docs, etc. So we had to take manually data from Salesforce, creating dashboards for it, checking every single item.”
Managing accelerators and monthly checks was complex.
Each month, teams had to:
- Extract data from Salesforce
- Build dashboards
- Manually verify each item
- Ensure that payments were correct
This model was time-consuming and exposed the organization to the risk of error.
A lack of transparency and overall control
In an environment with multiple interconnected plans, it was difficult to guarantee:
- Clear visibility for each employee
- Overall consistency in payments
- Quick control of amounts paid
To support a growing organization, it became essential to have a tool that could scale and provide complete transparency to teams.
A major challenge in terms of motivation and attractiveness
Make knew that it needed to:
- Implement four or five different plans on a global scale
- Motivate teams in a context of rapid growth
- Ensure fair and understandable compensation
“We knew that we needed a tool that would allow us to actually implement four or five different comp plans across the whole world. Expanding the team by 5x is a big big task.”
A manual system could not support this ambition.
The company was looking for a solution capable of supporting its long-term development.
The deployment of Qobra: transparency, modularity, and strategic management
Fully transparent commission plans
With Qobra, every member of the Go-To-Market team has access to the platform.
“We use Qobra today for all the compensation processes in our go-to-market organization. All the different sales reps, the BDRs, everyone in the team has access.”
At a glance, everyone can:
- See their current performance
- Understand their compensation plan
- View their current variable compensation
Transparency is immediate.
The platform becomes a central point of access to information, strengthening team confidence.
Reusable and easily adaptable templates
Qobra allows Make to manage different plan templates.
“It’s super important to have different templates that you can just reuse for the same roles but you only adjust small things depending on their variables.”
Teams can:
- Reuse existing templates for similar roles
- Adjust only certain parameters
- Adapt plans without rebuilding the entire system
This modularity is essential to support an international and evolving organization.
A strategic view for management
For management, Qobra offers a global dashboard.
In an instant, it is possible to:
- View total payment amounts
- Check consistency with actual performance
- Control financial commitments
Commissioning becomes a strategic management tool, not just an operational one.
Detailed access for Ops teams
Individual statements allow you to:
- Analyze sales opportunities
- Verify meetings or transactions taken into account
- Respond immediately to questions
Every detail is accessible with a single click.
Operations teams gain responsiveness and accuracy.
A driver of motivation and performance
Restore trust through transparency
The clarity of the system strengthens the confidence of sales teams.
Understanding how compensation works stimulates engagement.
Transparency reduces friction and strengthens alignment.
A measurable impact on performance
Since implementing Qobra, Make has seen a 15-20% increase in goal achievement.
“We can already see that since implementing Qobra there is 15 to 20 percent uplift in terms of target achievement and it really fosters the trust in the sales team and it also drives motivation.”
Real-time visibility:
- Fuels motivation
- Encourages overperformance
- Strengthens results orientation
Variable compensation becomes an active driver of performance.
Strategic benefits for Make
Support international growth
Plans can be deployed and adjusted globally.
Ensure complete transparency
Every employee understands their plan and can track their progress.
Manage payments with precision
Management has a comprehensive, consolidated view.
Sustainably boost performance
Visibility and clarity reinforce daily motivation.
Conclusion: transforming complexity into a competitive advantage
The Make case study shows that manual commission management quickly becomes a hindrance:
- Time-consuming process
- Limited control
- Lack of transparency
- Difficulty scaling
With Qobra, Make has structured a system that is:
- Transparent
- Modular
- Scalable
- Aligned with its growth strategy
Variable compensation becomes a strategic lever capable of supporting international expansion and sustainably fueling performance.
Qobra in a few figures
- 350+ client companies (Doctolib, PayFit, Spendesk, Go1, Make, CoachHub, SeLoger, Figaro, Agicap, etc.)
- 30,000+ users (Finance, Revenue Operations, Sales Operations, HR, Sales, etc.)
- International presence: France, United States, United Kingdom, Canada, Spain, Germany, Italy, Netherlands, Belgium, Switzerland, and Czech Republic
