2025: 13 steps to reviewing your sales commission plan. Access tips from experts in top companies.
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For most companies, communication between the various teams involved in the commission topic is complex or non-existent. This is a source of wasted time, tension and, ultimately, a drop in sales rep performance!
To find out how to ensure that your teams are aligned on the topic of commissions, Qobra's teams met with numerous sales reps and operations managers from 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 moving from Excel or Google Sheet to a commissioning tool.
1. Centralizing exchanges for better understanding and management
Some tools on the market, such as Qobra, offer users a feedback system directly integrated into commissions, enabling them to quickly identify those responsible in the event of an error and to resolve problems in just a few minutes.
This feature enhances transparency and communication among stakeholders, while reducing the time needed to resolve issues relating to commissions. In addition, this integrated feedback system enables the operations, sales reps and finance teams to communicate easily and at any time on commission-related topics, promoting better collaboration and more efficient problem resolution.
“Coordination between the sales team, managers and finance, and, of course, the Sales Ops team, is much simpler with the feedback system, the exchange system directly on the Qobra tool, which saves us a lot of time at the end and at the close of bonuses.”
Paul Barret, Sales Ops at Glady
“Between the Sales Ops and Sales teams, it has made exchanges completely fluid.”
Barthélémy Morin, Head of Sales at Pretto
2. Complete visibility of the commission process
From the retrieval of sales rep data to the payment of commission, all the teams involved benefit from complete visibility of the commissioning process. This transparency enables the operations, sales rep, HR and finance teams to follow every stage of the process, from recognition to final remuneration.
“For the production of analyzes, the fact that we have a source of data that we can export, on which Finance can validate commissions, allows us to put everyone on the same level when it comes to the data.”
Damien Gauthier, Sales Ops at PayFit
“Qobra gives us visibility almost from A to Z, from payment, recognition to payment.”
Guillaume Call, Sales Rep at Partoo
3. Total transparency of information for improved collaboration
The visibility and transparency offered by a tool like Qobra makes it easy for operations, sales reps and finance teams to find and distribute commission-related information.
This accessibility reduces potential conflicts and back-and-forth between different teams, promoting smooth and effective collaboration. By aligning objectives and processes between the various stakeholders, Qobra helps to strengthen the cohesion and overall performance of the company.
"Like the sales rep team, our finance and HR teams were asking for visibility during each period on the topic of commissions. With Qobra, they can see at any time the commissions for each team, each individual, and the details of the amount of commission. Previously, with Excel, this was only possible at the end of the period, once the commissions had been processed."
Marion Braud, Revenue Operations Expert at Mangopay
“Qobra allows us to have a common discourse that avoids misunderstandings and therefore the sometimes lengthy exchanges with the teams concerned.”
Adrien Petit, Sales Director at Arjo
