2025: 13 steps to reviewing your sales commission plan. Access tips from experts in top companies.
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For most companies, the presence of errors in the calculation or amounts of commission paid to their employees is recurrent, if not systematic. This is a source of wasted time, tension and, ultimately, a drop in sales rep performance!
To find out how to ensure the reliability of its employees' commissions, Qobra's teams went to meet many Sales leaders and Ops leaders in prestigious companies, such as Spendesk, Hosman, Pennylane, Welcome to the Jungle, Partoo, Glady and many others.
Their experience and feedback give us an insight into the benefits of switching from Excel or Google Sheet to a commissioning tool.
1. CRM integration for reliable data in real time
The integration of commission tools with CRM systems means that sales reps data can be retrieved in real time, without the need for manual input. This direct connection ensures that the data used to calculate commissions is always up-to-date and accurate. Sales reps can therefore have complete confidence in the figures presented, knowing that they are based on reliable, up-to-date data.
"By using Qobra to calculate our commissions and organize our sales reps, we can be sure of the reliability of the data because we're linked to our CRM in real time."
Théo Manachem, Sales Ops at SeLoger
In the world of operations, data reliability is crucial. The native integration of commission tools with CRM systems offers an elegant solution to this challenge. By enabling sales reps data to be retrieved in real time, this direct connection ensures that the figures used to calculate commissions are always up-to-date and accurate.
"Qobra has really helped us gain confidence with the teams because they really see their results on a daily basis."
Diva Fumery, Head of Business Operations at Welcome to the Jungle
"If they want to see this curve increase, to reach 100%, the reporting has to be done properly in the CRM. So it's a job that we used to do on a daily basis, and which has been simplified thanks to the Qobra tool.”
Paul Barret, Sales Ops at Glady
Qobra integrates natively with all the following CRMs and datawarehouses: Salesforce, Hubspot, Microsoft Dynamics, Zoho, Pipedrive, Odoo, Oracle NetSuite, Google BigQuery, Snowflake, PostgreSQL and Amazon RedShift.
2. Eliminating human error through automation
📊 Figures to remember
According to a Qobra & Modjo study on variable pay in France, 46.1% of employees receiving variable pay have already suffered at least 1 error in the amount of their variable pay.
Automating the calculation of commissions is one of the main advantages of commission management tools such as Qobra. By eliminating manual adjustments and incorrect data entry, these tools considerably reduce the risk of human error.
"Qobra completely eliminates input errors, it's much more reliable."
Barthélémy Morin, Head of Sales at Pretto
A commissioning tool follows precise pre-defined calculation rules, and is intended for pre-selected employees. Ultimately, automation ensures that every member of the sales rep team is remunerated fairly and accurately, boosting trust and satisfaction within the team.
"The main advantage we have today is that we save time, because instead of having to calculate commissions on the one hand and then process claims on the other, today we only have to process claims, and from month to month we have less and less to do because the calculation is certified as we go along.”
Clément Bouillaud, Director of Operations at Partoo
"With Qobra, we have automated our compensation plans and therefore saved 2 to 3 days a month."
Corentin Vivensang, Senior Sales Ops at Pretto
3. Automated checking of calculation formulas
In an environment where precision is essential, errors in commission calculations can have a significant impact on the motivation and confidence of sales reps.
Commission management tools such as Qobra automatically check calculation formulas for any errors or inconsistencies. This feature ensures that calculations are carried out accurately and in accordance with established rules. Sales leaders and Ops leaders can therefore rest assured that commissions are calculated fairly and transparently, boosting sales teams' confidence in the remuneration system.
"Our CFO never questions the reliability of the figures in Qobra, he has total confidence in the tool."
Marion Braud, Revenue Operations Expert at Mangopay
"At Make, we've multiplied the workforce by 5, which is a big job. So we needed to motivate our teams and make sure we were paying them the right amount of commission."
Tomas Hons, GTM Strategy & Operations Manager at Make
4. Total transparency for independent verification
Unlike traditional spreadsheets, commission management tools offer total transparency over commission calculations and allow sales reps to check their own remuneration. This autonomy in verifying data increases sales reps' confidence in the remuneration process and reduces potential conflicts linked to calculation errors. Sales reps can therefore establish a climate of trust and collaboration within their team, encouraging motivation and performance.
"Qobra allows us to make the variable topic more transparent and intelligible for the teams."
Pierre-Gaël Pasquiou, Chief Sales Officer at Welcome to the Jungle
